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."
2. Closing Deals
The more you close, the more you earn. Doesn't get much simpler than that. To improve your close rates, consider focusing on two things: your preparation and your overall presence with clients.
"It is always OK to ask if a client needs any additional information to make their decision," said Trujillo-Ottino. "Be prepared with samples, virtuals and mock-ups. And it is OK to call and ask if they have made their decision."
Frank explained the importance of presence. "In order to get deals to close on, you have to first prove yourself to be a valuable, efficient and easy-to-work-with part of your client's marketing team, one known for providing amazing solutions, meeting deadlines and providing quality products," he said. "And it doesn't hurt if you can make working with you a fun and enjoyable experience. Once you've established yourself in that position, clients will be offering you a shot at projects they had developed with someone else, simply because they appreciate what you offer them, and they like working with you."
3. Being Inspirational
Inspiring your co-workers is not only a great way to boost sales overall, but also a way to increase your overall value to the company.
"Everyone wants to be around positive, happy people," said Trujillo-Ottino. "Business is hard. Be open to sharing ideas and success stories," she said. "Foster an environment of collaboration. As with our clients, remember to thank those people that help you."
"Set an example by working hard every day, treating co-workers, vendors and clients with compassion and respect," said Frank. "Keep the atmosphere light and convivial whenever possible, and when you can, be generous with your assistance and support to co-workers."
4. Being Irreplaceable
In some ways, being irreplaceable is a result of success, rather than a cause. But, there are some things you can do to make yourself irreplaceable, outside of what you achieve with your sales successes.
"You want to always recognize and feel real partnership within your company," said Trujillo-Ottino. "Acknowledge and show gratitude for the role your company plays with your success and take advantage of all the tools they offer you to build your business. Every company wants to build solid symbiotic relationships with their employees."
5. Getting the Best Margins
Numbers one through four on this list are important, but the ultimate indicator of a great salesperson is whoever makes the most money. And money comes from sales, sure, but more accurately, it comes from sales margins.
"Always dig for margin, on orders large and small," said Frank. "If you're providing the kind of service detailed [above], you deserve to be justly compensated. I never want to sell on price, always on the value of my solutions and service," he explained. "Once you're close to a nice order, go back to your supplier partner and see if they'll offer any better margin to you for working to secure the order with them. Then if you can offer fulfillment/distribution services, special packaging, additional cards, tags, accessories items, you can upsell and create something special for your clients," he said.
- Places:
- Los Angeles