Career Advice, Career Counselling, Career Development, Career Education, Career Guide & Career Planning
Denham - Account Manager / Matthews Australasia
What did you do before you started your sales career?
I worked at a Call Centre in Customer Service
What was your first sales job and how did you land it?
I was a Real Estate agent. I was working in a call centre and worked a couple of nights a week telemarketing for the Real Estate agency a friend of mine was working for. My outstanding results in getting appointments for sales staff prompted the business owner to offer me a job selling Real Estate.
Explain what you like about your current sales position.
I like dealing with large corporations and creating opportunities out of nothing. Being curious about things; it is fascinating to visit such a variety of businesses and see how things are made.
As part of my role in the Health & Safety industry, I get involved with anything from brewing companies to power stations and even car manufacturing.
Tell us what you don’t like about sales jobs.
Some days it can be a grind after following up customer after customer and you feel like you just can't get a break. You simply have to have to take a deep breath, smile down the phone and speak to the next customer and keep in mind that what happened on the last call has nothing to do with this one. It takes a lot of determination to keep getting up to get after being repeatedly kicked down.
That one call you get when the sale comes though makes it all worth while!
What are some common sales myths in the Health & Safety industry?
All the products are the same and they sell themselves. You really have to create a need in the customer’s mind to change them over to your product or service. You have to get them excited, develop relationships and deliver what you promise.
What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?
Start in a junior role with one of the larger industrial suppliers i.e. Blackwoods. They are well known, they get lots of enquires and have a huge catalogue that a lot of companies will look to first when searching for products.
A phone sales role (inbound phone enquiry) will provide you with basic product knowledge and be a good stepping to a business to business (B2B) selling. Make sure you ask lots of questions of top performers who are generally happy to tell you what they do.
Sales people like to be admired!
Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career?
Surround yourself with positive successful people and distance yourself from negativity. It is never the marketplace, good sales people sell regardless.