Rainmakers. Playmakers. All-star, irreplaceable sellers. Call them what you will, it all means the same thing: They're absolutely fantastic salespeople. They work the biggest clients, they close the most deals and they bring in the most money (both for the company and themselves). They inspire the rest of the sales staff with their talent, and they enjoy the privilege of being a major company asset.
Sound like a good deal? Of course it does. Here are five areas any salesperson can focus on to push toward being the biggest and most valuable salesperson on staff.
1. Working With Big Companies
A cornerstone of being an MVP salesperson is the ability to work with big, valuable clients. (The larger the client, the larger the potential payout after all.) So what are some things you can do to succeed with big companies?
"I would advise that the salesperson be meticulous in addressing and getting confirmation on all pertinent details of the order, so there are no surprises and no disappointments," said David Frank, senior account executive at Jack Nadel International, Los Angeles. "Product specs, decoration details, timing, shipping/logistics details, delivery schedule, etc. I would also insist that product proofs be created first, to be reviewed and signed off on before proceeding with any large or important order—to ensure that the supplier can make the product properly and the client knows and approves of what they're getting," he said.
Along with attention to detail, the standard rules of good business also apply to working with big companies. "I think you have to make it very easy for any company to deal with you," said JoLou Trujillo-Ottino, corporate branding specialist, HALO Branded Solutions, Albuquerque, N.M. "Be accessible, respond quickly, provide guidance for art layout, and always thank them for their business."