Top Tips For Starting A Career In Sales

By Barbara K. Mednick, Star Tribune Sales and Marketing

Last update: July 17, 2005 - 11:00 PM

Just starting a career in sales? If so, there are certain strategies that can result in greater sales success. Here are the "top ten" lists of tips for those just starting a career in sales from two local sales experts.

Danita Bye's Top Ten Tips

First and foremost, be uncomfortable every day. That's according to Danita Bye, president, Sales Growth Specialists, in Medina. "When you push your own boundaries, you find out that you can do more than you thought you could," she says. "Secondly, learn how money works. Salespeople who are comfortable talking about money outperform their counterparts in sales by 20 percent," says Bye. "Money is the talk of decision makers. The more you understand about how money works, the more money you can make."

Third, be a voracious learner. "Be a sponge, and soak up knowledge by attending sales seminars and reading sales articles, etc.," recommends Bye. "Fourth, find a company that believes in training. You have to continue learning to keep abreast of trends and to keep pace with your competitors."

5. Track sales metrics (i.e., how many calls it takes to get a good lead, a good prospect, etc.)

6. Develop a support group of people.

7. Be clear on professional and sales goals.

8. Be comfortable hearing "no."

9. Know yourself. "There are many different types of sales, so just because you don't succeed in one type of sales, doesn't mean that you won't succeed in another type of sales," says Bye.

And, last but not least, practice asking good questions and listening. "The stereotype is that good salespeople are talkers, but the truth is that great salespeople are good listeners," adds Bye.

Stephanie McNeil's Top Ten Tips

Here are the top ten tips from Stephanie McNeil, director of sales, North America, Compendium Corporation, in Bloomington.

1. Don't take things personally when calling on prospective clients. "You are representing your company, not yourself," says McNeil.

2. Try different approaches.

3. Learn about personality types.

4. Know what you are selling. "It is important to know your product or service well, so you are confident when you are speaking to prospective clients," she says.

5. Ask questions and listen. "It is critical that you ask questions, so you learn about your prospective client's needs. You are then better able to provide a solution," says McNeil.

6. Don't lead with your product.

7. Don't tell them the solution to their problem. "Talk to them about building a solution together, so they feel they are solving their own problem," she says.

8. Talk to the people delivering the product or service.

9. Understand prospective clients. "If you are selling an accounting package, learn the job of an accounting clerk, so you know the difficulties they face every day in their jobs," she explains.

And, last but not least, "Believe in what you are selling. If you are excited about your product or service and what it can do, your enthusiasm will be contagious, and your prospects will get excited too," she says.

Barbara K. Mednick is a Twin Cities marketing communications consultant and freelance writer.

Recent Jobs: Sales + Marketing Careers stories

Generate Fresh Leads With A 'Smile And Dial' Blitz - July 17, 2005

Generate Fresh Leads With A 'Smile And Dial' Blitz - The telephone is a salesperson's lifeline - from sealing deals to everyday account management. But daily demands can make proactive lead development daunting. Inspire your sales team with a creative calling blitz. More