Four Ways to Kickstart Your Sales Career

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Four key ways to set yourself up for early success in a sales career

It’s no secret that sales jobs are tough. A sales career can provide the best, most well-rounded business experience one could hope for, yet nine times out of 10, people fail because they don’t have access to the right tools, guidance, coaching, training, mentorship, leadership and other resources that could ultimately contribute to their success. The good news is that there is a way to control your own destiny, whether your manager is someone who has been with the company for two years or 20. It starts the second you walk in the door as a new hire.

Here are four ways to kick start your sales career.

  1. Dive in Head First. Leaders love to see young salespeople who show up with a great attitude and take initiative. Be willing to take risks and put yourself out there, by introducing yourself to your new teammates, including those in leadership roles. Take the time to learn about the business in as much detail as possible. Ask about the origin of the company, its significant milestones and the guiding principles. Respect the history of the organization and feel empowered to build on it.  
  2. Build Your Own Frankenstein. Earlier this month we talked about building your own Frankenstein, and it’s something that especially applies to those just getting started in the business world. Find the most successful people in the office and ask to spend time with them. Prepare questions in advance, then ask them to coffee or lunch. Shadow them at meetings, role play different sales scenarios and ask for mentorship. Not only will those senior level individuals teach you a great deal about the business, but they may also create opportunities for you down the line.
  3. Define Your “Blue Chip” Customer. Way too many salespeople, especially inexperienced ones, waste time selling to the wrong people. While effort and activity is a big part of making traction within your sales territory, operating with efficiency and effectiveness is the primary goal. It starts by having a crystal clear understanding of your ideal buyer so that you can create measurable and repeatable results. Once you’ve zeroed in on the common characteristics of your “blue chip” client, figure out where your product and service fits, and how to present your capabilities in a unique way.
  4. Leverage Your Personal & Professional Network. Once you know your “Blue Chip” target, it’s time to enlist the network you’ve built over the years for help. First, let them know what you are doing—which is a great way to practice your elevator speech. Field their questions to get practice explaining your product or service. Then, follow up with a thank you note asking them for help and introductions, but make sure to offer to help them in any way that you can. Remember, there is nothing more effective in reducing the sales cycle than an introduction or referral. Spend time nurturing your relationships, then use those 2nd Degree Connections to reach your top target prospects. LinkedIn is a great place to start.

Sales is a great industry for young professionals who want a crash course in the business world. While it comes with a unique set of challenges, succeeding in the field comes down to taking control of your career and arming yourself with the right tools. If you’re interested in learning more about the sales process, follow us on Instagram for daily tips and insight. Questions? Contact us for more information.

By | 2016-01-27T10:00:12+00:00 January 27th, 2016|Blog, Featured|0 Comments

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