Career in sales: Perseverance leads to success

How did your professional career in sales begin?

Stefanie: I was involved in competitive sports in my youth, but unfortunately had to give it up after a serious accident. After that, I got into the financial industry through a friend, had my first intensive contact with insurance companies, and started working part-time in the field, but soon realized that my philosophy—helping people save and protect themselves—didn't fit with the strong sales focus of the company at the time, which was mainly on selling unit-linked life insurance policies. I saw myself more in a consulting role and had always had a passion for numbers, Excel, and comparisons. Through a friend, I then met a consultant at UNIQA and moved there at the age of 19. 

What hurdles did you have to overcome in the beginning – and what helped you stick with it?

Stefanie: Building up my own client base was challenging because I was in Salzburg city and no longer in my home town with my network. My husband was also in the financial sector, so I couldn't use any of his contacts either. I fought my way through, worked as an employee for three years, and then a group formed that founded an agency in Obertrum. I was involved from the very beginning—from finding a location to setting up the office—and worked there as an independent partner agent until 2018. The next step would have been to become a general agent, but the owner at the time didn't want that. So I moved to the Kaindl general agency in Seekirchen and became a general agent there. 

In January 2026, you started your own general agency. How did that come about?

Stefanie: We are a group of colleagues who were open to the idea. In Hallwang, close to where I live, a former UNIQA office became available and the landlord approached us. We then decided to set up our own general agency.

Was it always your career goal, or was there a decisive moment when you thought, "Now is the time to switch to entrepreneurship"?  

Stefanie: Yes, I know that from my early days in the financial sector. I completed my training as a financial advisor there and immediately started my own business. Except for my training at UNIQA in the field, I never had a traditional employment relationship. I'm comfortable with the idea that performance counts. That probably comes from my background in sports. For us, it's not about hours, but about results.

Sales is traditionally considered a male-dominated field. As a woman, what strengths do you bring to the table that you think are particularly important in sales? 

Stefanie: Women often have a different perspective. I am happy when women are in leadership positions. Some things can be discussed differently between women. I don't see the point in competing with each other, but rather in working together. Networks are important. In customer service, it is often an advantage because women are often the decision-makers when it comes to security in families. In general, we women have to prove ourselves more – through results and expertise. Those who provide competent advice and set high standards for themselves become more self-confident. That makes you strong. 

Sales is associated with being particularly flexible and independent. What does independence mean to you—freedom, responsibility, creative freedom?

Stefanie: For me, freedom means flexible working hours and implementing my own ideas. If I work consistently, it's the result that counts, not the hours. I avoid unproductive phases. I prefer to do sports or spend time with my family.

But where there is light, there is also shadow: I have a lot of responsibility in my field. Mistakes happen everywhere, but as a self-employed person, I have to take responsibility for them myself. That's not a vice, it's part of the deal: the freedom to be creative, to try things out, and also to bear the consequences. 

Has your understanding of success changed since you became a general agent?

Stefanie: Yes, in the beginning, success meant being able to work all day and having lots of assignments. Today, success for me means optimization: a good balance between input and output. It's about minimizing appointments that leave me feeling bad and produce poor results, and focusing on the valuable ones. That's personal development: getting a feel for it. 

Insurance sales is about providing people with the best possible support through all of life's challenges and offering them comprehensive protection. What makes you feel that your work is meaningful?

Stefanie: Providing people with advice tailored to their needs – especially in the 30 to 50 age group, when they are starting families and building homes. It is important to point out risks that people may not think about themselves. The greatest reward is a sincere "thank you." Here's an example: Last year, I advised a client to take out health insurance. A few months later, she fell seriously ill and the relief was palpable. Moments like these show that our work is meaningful.

What advice would you give to young women who are thinking about starting their own business in sales?

Stefanie: Persevere! If you are passionate about your job, enjoy working with numbers and legal issues, and like customer contact, don't let setbacks discourage you. I've been doing this for 20 years. At first, it was difficult to win customers, but now they come to me. Experience and knowledge make all the difference.
The important thing is to keep learning, stay on the ball, and understand digitalization and new tariffs. It's not a walk in the park, but with a good network and honest partners, you can do it.  

Flexibility is also a big advantage. I had my son ten years ago and was still able to continue working.  

Looking back, which stages or moments have had a particular impact on you?

Stefanie: Definitely competitive sports in my younger years, which had a strong influence on my personality. And joining UNIQA at 19: suddenly taking responsibility for myself and others was a big step. Back then, the goal was to have work all day long. Customer acquisition was difficult; we still did cold calling using the phone book. Today, that would be impossible due to data protection laws.

There were many ups and downs back then. A regional director at my first company once told me, "Changing jobs won't help. You have to persevere. There will always be ups and downs." I often think back on that because he was right. As a young woman of 20, I wasn't always taken seriously. There were moments when I wanted to give up. My husband often encouraged me and said, 'Close your eyes and push through.' So the secret is to persevere – and to enjoy your job. 

What would you do the same way again, and what might you do differently?

Stefanie: I wouldn't change much. It took me 20 years to get where I wanted to be from the start, but I always had my goal in mind. I was probably much more impatient at 20 than I am today. Looking back, I would wish my younger self more composure and self-confidence. If you stay on the ball, it works. I tell my son, who plays soccer, the same thing: if you train consistently, success will come.

What is the most important lesson you've learned from this period?

Stefanie: Honesty and confidence. If you don't just act out of self-interest, but act fairly and appreciatively, that's the more successful path in the long run—even if it takes longer.