For Kayli Kalish, sales is about people, not transactions

Having always been motivated by curiosity and a willingness to take on new challenges, Kayli Kalish ’25 has built her path around saying yes to opportunity. “At a young age, my parents always pushed me to do things and get out of my comfort zone,” she shared. “To this day, I say yes to many opportunities, and I think each thing I have done has led me on this path.”

That mindset shaped her experience at Central Michigan University, where involvement in Pi Sigma Epsilon, a professional business fraternity, became one of the most valuable parts of her journey. “That organization opened many doors for me. I had to put in the work to get through the doors, but the organization and the people pushed me and made it possible.”

Turning classroom insight into real-world practice

It was during MGT 365 with Professor Mike Pisani that Kalish first encountered Hofstede’s Cultural Dimensions—a concept that would later reshape her approach to sales. “At the time I didn’t think too much about it,” she said, “but when I fully dove into sales six months ago, I quickly noticed my pitch wasn’t landing the same way with everyone.”

That experience introduced her to the value of understanding how people interpret information differently.

“I started doing two things: researching prospects’ specific roles and titles before calling and then listening for cues about whether they were more individualistic or collectivistic in their thinking,” she explained.

“When calling a department head who used a lot of ‘we’ and ‘our team’ language, I’d combine my role research with a collectivist approach. But for individual contributors who talked about personal goals and used more ‘I’ language, I’d focus on how it would make their specific job easier or help them hit their targets.”

This approach equipped Kalish with a framework that connects theory to practice.

“What seemed like abstract theory in school became a practical framework for connecting with people,” she said. “It helped me recognize that what matters to someone isn’t just about the product, but about how you present it relative to their role and how they think about success.”

Redefining ethics through everyday choices

In her role as a Business Development Representative with Detroit Labs, she has learned that ethics often exist in the subtle decisions made throughout the day. “Early on, I saw it as pretty black and white—don’t lie, follow the rules,” Kalish explained. “What’s evolved is realizing that most ethical decisions in sales aren’t that clear-cut.”

Her guiding principle is both practical and human-centered. “I ask myself, ‘If this person knew what I know, would they still be okay with this?’ That guides how I qualify leads and what information I pass to our closers,” she said. “Sometimes it means disqualifying someone who might have converted or being honest that we might not be the best fit. But it’s built trust with my team and with prospects.”

That experience enhanced her understanding that ethics is not only about avoiding mistakes—it’s about choosing integrity when no one is watching.

Finding meaning in connection

What made the difference for Kalish was realizing that her passion for sales is grounded in relationships, not transactions. “What sparked my passion for sales wasn’t closing a big deal or hitting a quota,” she said. “It was when the people in my life started getting genuinely excited about what I was doing.”

Her family and friends became part of her journey, asking questions, testing features, and sharing their own experiences as customers.

“That’s when I realized sales isn’t just about selling to someone, it’s truly about finding people’s pain points and understanding their experience so I can actually help them,” she said. “Having that support system that’s actively engaged and wanting to contribute made me realize this work matters beyond the transaction.”

That opportunity allowed her to see sales as an avenue for empathy, problem-solving, and authentic connection—values that continue to guide her growth.

Advice for emerging professionals

Kalish’s reflections on authenticity have already become advice she shares with others. “Be yourself in anything,” she said. “People don’t like fake people. They can tell when you’re putting on a face or acting a certain way, and it doesn’t work.”

For her, curiosity is the foundation of success. “When I’m authentically myself on calls, asking questions I’m genuinely curious about, and being honest about what I know and don’t know, people respond so much better than if I’m trying to be someone I’m not.”

Her advice remains simple yet powerful: “Be yourself, be curious, and focus on making genuine connections. That authenticity has made all the difference for me, even in these early months.”

Appreciating diverse perspectives

 “Everyone comes from different experiences, challenges, and backgrounds—and that’s what makes everyone unique,” she said as she explained how her mindset extends to the people she works with. “When I stay curious and genuinely listen to where people are coming from—whether it’s their role, their company culture, or their personal work style—I can have much better conversations and find solutions that actually fit them.”

In addition, Kalish values how each interaction offers new insight. “Recognizing that diversity of experience and staying open-minded has made me more effective and, honestly, made this work more interesting. Every call is a chance to learn from someone with a completely different perspective.”

Reflections that continue to guide her

Reflecting on her college experience, Kalish offers one final piece of advice: “If I could go back and give my college self one piece of advice, it would be to really live each moment,” she said. “Looking back, I wish I’d been more present and actually enjoyed the activities and experiences as they were happening. It’s something I’m trying to be more mindful of now—taking things in and appreciating where I am, not just rushing through to get to the next thing."

That awareness continues to shape her journey—reminding her, and others, that growth is most meaningful when it’s grounded in presence, purpose, and connection.