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15. Melanated Professionals Series | Sales Exec. Territory Manager
This episode is the first of the Melanated Professionals series where I will sit down with 9 Melanated Professionals, find out what they do, how they got there and how other Melanated women can do the same.
Brea is first in line and she is a Sales Executive & Territory Manager. Please tune in as Brea explains the ins and outs of a great sales woman and all the green you can make if you kill it in this field :)
Brea's Cardinal Rules & Resources:
1. Dig Deep! - Sales is not for the meek or weak at heart. You must have very thick skin and be tenacious, resilient and have the ability to persevere when you don't reach your desired outcome. Remember not to take a "no" personally. Keep pushing! This applies to interviewing for new Sales jobs as well as while working with your Customers/Clients.
2. Interview the Interviewer - Interviewing for a job is a two-way street. You have every right to ask the questions you need to ensure that you are not only a great fit for the job, but that you will feel comfortable working with your Hiring Manager and adapt well to the company culture. Great questions to ask the Hiring Manager during a Sales interview: - What brought you to this company? - How has your experience been to date? - What do you like most about your role and how has your role contributed to the overall goals of the company? - Tell me about your managerial style (i.e. are you a micromanager? are you more hands-off?) - What expectations would you have of me in the first 30, 60 and 90s days while in role? - MOST IMPORTANT QUESTION: Is there any reason why you would not move me forward with this role? Is there anything from my resume/CV or background that you would like me to expand on?
3. Negotiate! - This pertains to both working with your Customers/Clients as well as yourself. Remember: when negotiating your final offer and compensation package, there is always 20-25% left on the table. NEVER TAKE THE FIRST OFFER! You have the power to negotiate any offer given to you. And get creative! Ask for more Paid Time Off (PTO), ability to work from home a couple of days a week, more stock options (if the company is publicly traded). There is always more out there, so be sure to go after it! You'll thank yourself in the end :-)
4. The ABCs of Selling - Always Be Closing! Sales can be quite transactional, so you have to become skilled with catering to your Customers/Clients while thinking about the next close. So move in a timely fashion, while keeping the Customer/Client's needs as the focal point, and continue to push towards your next close!
5. Build a Brand - As Salespeople, we can often get boxed into just being a Salesperson, but you have talents, skills and abilities that span far beyond the scope of your Sales role. Ask yourself, "what brand to do I want to build while in this role?" If you desire to move into a Management role, then take on projects beyond the scope of the role to demonstrate that you are capable and ready for the next natural step in your career progression. Remember: CLOSED MOUTHS DON'T GET FED! So ask for what you want and make sure all of your actions cater to the brand you want to build for yourself.
6. People Buy From People - Remember: your likeability and ability to build rapport with your Customers/Clients is half the battle! The other half is selling a solution (not your product and/or service) to your Customers/Clients that is mutually beneficial for everyone involved. Work on your ability to gain trust from your Customers/Clients very quickly and early on in the Sales cycle. This will go a long way as you progress in our Sales career.
7. Create Boundaries and STICK TO THEM! - Sales can be a very demanding career field. You have to learn to set boundaries for yourself to maintain a healthy work/life balance.
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By Tierra Owens-De La Rosa
5
22 ratings
This episode is the first of the Melanated Professionals series where I will sit down with 9 Melanated Professionals, find out what they do, how they got there and how other Melanated women can do the same.
Brea is first in line and she is a Sales Executive & Territory Manager. Please tune in as Brea explains the ins and outs of a great sales woman and all the green you can make if you kill it in this field :)
Brea's Cardinal Rules & Resources:
1. Dig Deep! - Sales is not for the meek or weak at heart. You must have very thick skin and be tenacious, resilient and have the ability to persevere when you don't reach your desired outcome. Remember not to take a "no" personally. Keep pushing! This applies to interviewing for new Sales jobs as well as while working with your Customers/Clients.
2. Interview the Interviewer - Interviewing for a job is a two-way street. You have every right to ask the questions you need to ensure that you are not only a great fit for the job, but that you will feel comfortable working with your Hiring Manager and adapt well to the company culture. Great questions to ask the Hiring Manager during a Sales interview: - What brought you to this company? - How has your experience been to date? - What do you like most about your role and how has your role contributed to the overall goals of the company? - Tell me about your managerial style (i.e. are you a micromanager? are you more hands-off?) - What expectations would you have of me in the first 30, 60 and 90s days while in role? - MOST IMPORTANT QUESTION: Is there any reason why you would not move me forward with this role? Is there anything from my resume/CV or background that you would like me to expand on?
3. Negotiate! - This pertains to both working with your Customers/Clients as well as yourself. Remember: when negotiating your final offer and compensation package, there is always 20-25% left on the table. NEVER TAKE THE FIRST OFFER! You have the power to negotiate any offer given to you. And get creative! Ask for more Paid Time Off (PTO), ability to work from home a couple of days a week, more stock options (if the company is publicly traded). There is always more out there, so be sure to go after it! You'll thank yourself in the end :-)
4. The ABCs of Selling - Always Be Closing! Sales can be quite transactional, so you have to become skilled with catering to your Customers/Clients while thinking about the next close. So move in a timely fashion, while keeping the Customer/Client's needs as the focal point, and continue to push towards your next close!
5. Build a Brand - As Salespeople, we can often get boxed into just being a Salesperson, but you have talents, skills and abilities that span far beyond the scope of your Sales role. Ask yourself, "what brand to do I want to build while in this role?" If you desire to move into a Management role, then take on projects beyond the scope of the role to demonstrate that you are capable and ready for the next natural step in your career progression. Remember: CLOSED MOUTHS DON'T GET FED! So ask for what you want and make sure all of your actions cater to the brand you want to build for yourself.
6. People Buy From People - Remember: your likeability and ability to build rapport with your Customers/Clients is half the battle! The other half is selling a solution (not your product and/or service) to your Customers/Clients that is mutually beneficial for everyone involved. Work on your ability to gain trust from your Customers/Clients very quickly and early on in the Sales cycle. This will go a long way as you progress in our Sales career.
7. Create Boundaries and STICK TO THEM! - Sales can be a very demanding career field. You have to learn to set boundaries for yourself to maintain a healthy work/life balance.