Wednesday, November 23, 2011

Ode to The Salespeople Customers Can’t Wait To Meet…

SalespeopleHelp me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else.

Salespeople- Be generous! Go where your competition fear to tread and give me the extras. The extras, the overs, the information, the ideas, the shortcuts, help me help my clients, because it won’t be long and your competition will be! We now expect the extras.

SalespeopleThank you for challenging my thinking and not backing down and being a ‘yes’ person. I need to know you won’t change your stance when I cross question you. I need to know I can trust your character and your judgement no matter what!

SalespeopleI love it when you can hear what I say simply by listening to what I don’t say. Not many of you have that gift – the gift of sensory acuity, just like not many of you have the gift of acknowledging a mistake, recognising and remedying it immediately. And while we are talking gifts, the gift of taking feedback is paramount.

SalespeopleI am just like you. I don’t like being ‘sold to’, I am wary of salespeople using all those ‘ity’ words with me like productivity, reliability and versatility. I like to hear new words that are flavoured with growth and contribution, certainty and consideration, persuasive not prescriptive.

SalespeopleWe will follow you on your journey, we will treat you as trusted advisors because you converse with us, you humanise the process, you speak WITH us not broadcast TO us. We really do need you and are willing to reciprocate by paying well those who serve us well.

Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. Email her or visit her blog at

1 comment:

  1. I have proven that I am an excellent sales professional by relentlessly maintaining the number one spot among 1500 representatives for four full years while currently at Cintas Corporation, Career Education Corporation with their Online Campus and at The Cooking and Hospitality Institute of Chicago, and Sepracor Pharmaceuticals who merged to become Sunovion Pharmaceuticals in January 2009 and then again merged with HTI Japanese Pharmaceuticals Animal Product Specialists, and Medical Device developers Now, with a Master’s Degree in Marketing, always using superb relationship building skills, learning from and how to effectively train 35 sales representatives on the sales cycle, creating Sales Strategies, forecast current and future revenue reports, and with four years of outside sales, and four years of inside sales expertise building, I have developed into a person dedicated to maximizing individual, company, and governmental agendas, goals. I focus and maintain the absolute responsibility of meeting critical deadlines, whether controlling the State Budget or implementing and being directly responsible for the complete overhaul of the Illinois State Education System through a futuristic digital transition I am fully prepared to whole-heartedly embody the role of a driven, successful, trainable, and results-oriented Sales Representative. While in the Sales Industry I learned to utilize technology as a resource for improving my sales and the teams I managed techniques and numbers. Commonly CRM, Goldmine, Salesforce, Excel, SPSS, PowerPoint, Office, SAP/Oracle, LexisNexis, HRSmart, Sageabra, MBAware, Synergy, and Word, were used to track my successes and those I directly impacted offering detailed areas of successful practices and areas of needed attention. To date I have accumulated more than eight years in the sales industry beginning in Business to Business and Business to Customer sales and extending into direct, inside, and outside sales. Currently at Cintas Corporation, I was asked by the CFO to compile and present to Upper Management custom Sales Report reflect, Profit/Loss current and projected, Sales Revenue Data for FY10 through the projected Fy12, and a detailed list of New Client acquisition, each sales representatives FY10 sales revenue compared to and through the projected FY12 sales revenue, and offer strategies on where and how to either eliminate, expand, or focus on areas within the Cintas Corporation’s eight service divisions in an effort to ultimately expand our name, products, and services globally. While at Career Education Corporation I was promoted three times within a one year period to overall recruit over 780 students at $25,000 a year commitment. Thus, I was responsible for over $195,950,000 in CEC profit when being held to my own four year quotas set at over 198,500,000 and the self-made mandatory direct impact I had increasing student recruitment from its low in February 2007 at just 90 applicants to in January of 2008 to 435 applicants with a retention rate of 73.8% while at the Cooking and Hospitality Institute of Chicago. While acting as the Sales Training Manager for 35 sales representatives. While at Sepracor Pharmaceuticals I maintained a monthly quota of 135% or greater of my monthly budget while ensuring clients- Psychiatrists, Neurologists, Oncologists, and Primary Care Physicians- where given the most up to date products and services available industry wide . Additionally, I sold Negative Pressure Wound Therapy Devices and DME while a student at Loyola University Chicago. I was the Midwest Territory Sales Representative the area assigned to me was a new area that Sepracor opened under me being responsible for DeKalb to Kankakee, down to Springfield, all of The Southwest Territory, Dupage, Will, Kendall, Kane, Cook, and Lake county Illinois and Indiana.. Just as an aside, I have worked with online marketing and advertising for new business development and increased sales for over four years. I can be reached at 331-725-9103. Sincerely, Julia D. Weiss