The average sales person has to deal with a number of interpersonal, supply, and corporate issues in their daily lives. Sales people in every industry need to speak with a diverse group of clients, including corporations and individual consumers. Despite their best efforts, sales people may not always be able to see eye to eye with these groups and have to deal with the issue of losing a client based on personal differences. As well, sales people need to deal with warehouses and production facilities on occasion when a new product or a product in high demand is not available for a customer. Finally, sales people also need to deal with changing corporate policies, competition from other sales people, and the whims of their supervisor in pushing daily quotas.
Due to these numerous stresses, a sales graduate can often find their first few days on the job to be incredibly difficult. It can be tough to adjust to professional life when a company throws a graduate into a situation that is tough for even the most experienced professionals. However, there are a few tools that sales professionals can use early in their career in order to avoid pitfalls and excessive stress. Sales people who are new to their field need to maintain a strong organizational structure in order to ensure the timely care needed for every client they service.
Indeed, maintaining a contact schedule is a necessity for any sales person. This contact schedule keeps track of sales calls, calls to prospective clients, and checkups with returning customers about their latest purchase. As well, sales people need to be able to keep their information straight. A strong filing system and a reliable online archiving system established in conjunction with fellow sales people can increase efficiency. However, organizational issues do not explain many of the interpersonal stresses a sales person has to deal with.
Sales people need to keep updated with information on their company's direction and their specific product lines. This knowledge breeds confidence in a young sales person because they feel comfortable answering any questions a client may have about a specific product. As well, sales people need to study up on the background of corporate clients in order to land major accounts. A sales graduate who enters a board room and wows purchasing managers with their knowledge of client needs is only a few steps away from acquiring a reliable customer for years to come.
Mark Doherty is a Director of Alexander Chapel Associates. A specialist sales recruitment company with a focus in IT sales jobs, logistics jobs and supply chain recruitment.