PTC Framework Alignment:
Gold Standards: Know Your Territory, Be Present and Responsive, Champion the Community
Ecosystem Outcomes: Enhance Profitability and Sustainability, Strengthen the Paddlesports Ecosystem
It has long been said that there is no manual on how to be a sales rep out in the field and that definitely shows with all of the different styles and approaches that people have taken in the job, but if you look at the ones who have made a successful career out of this position it is clear that there are similar fundamentals that guide the way that they operate and inhabit their role. While the ideas listed in this blog are far from constituting as a “sales manual”, they should help provide a solid framework for those looking to be in a sales role long-term.
Why It Matters:
Having a set of fundamentals in place is not just a foundation to work off of, but rather a guide to help make practical decisions in the business world. It is not only a way to navigate through some of the small parts of the job but also a way to continue to see the big picture and achieve long-term success.
Best Practices and Actions:
- Partnership - The best sales reps do not see themselves as having “clients” and “vendors” but rather as having “partners” in which they can grow and achieve common goals with. They understand that their own success is tied to the success of their partners and they make decisions and take actions with that thought in mind. Instead of making money off of another party, they are looking to make money with another party.
- Listening - While it can be very tempting to launch into long sales pitches highlighting all of the ways that a product or brand is unique and stand out in the market, it does not always mean that it is the right fit for the person you are pitching it to. Asking questions and understanding the customer base of a store can help you suggest products that will fit that market the best and see the most success. People are willing to tell you exactly what they want or need if you are willing to listen to them.
- Availability - It seems simple to say but cannot be overstated enough: being available to your partners is absolutely essential. Answering phone calls and returning messages and emails promptly is more than just a courtesy but rather a way to let people know that you value them and want to be there for them. At times it can feel like a juggling act but in this modern day when people want answers instantly, a quick response goes a long way.
- Flexibility - There is an old saying that “the only constant in life is change” and sales reps who have been around a while will absolutely know that to be true. Brands and stores will open and close, market trends will change, buying habits will shift, markets will boom and bust: good reps will know all of these things to be true but the best reps will always be on the lookout for what is changing and shifting. Keeping a pulse on the industry and the market is what keeps a rep at the top of their game and prevents them from being left behind.
Real-World Example:
There have been a couple instances in my rep career when a store will send me an order with a product that they have not carried before that I do not think would be a good fit for them, and each time I will call them up and try to talk them out of buying that product. While that seems counterintuitive for a sales rep to try to not sell something to someone who wants it, what those stores have quickly realized is that a) I have listened and understood their business and who their customer is and b) I am invested in the success of their store. Everytime that this has happened I have noticed that there becomes more trust in our relationship and there becomes more of an openness to what I have to say or show to them.
Key Takeaways:
With these foundations listed above, the one theme they all share in common is that they are focused on long-term success. Not only are they tools to help a rep make their job a career but they will also help someone to be the best partner with their stores and brands. While there are a number of different ways and styles to attack this role, keeping these ideas in mind can help elevate one's success.
Author Bio:
Bahen Privett is based out of Asheville, NC, and is the owner of the sales agency Southeastern Paddlesports, LLC. He is currently a board member of the Paddlesports Trade Coalition and a member of the Paddlesports Committee for the 360 Adventure Collective group as well as being an ACA kayaking instructor. Bahen has worked in paddlesports since 2008 and is an avid paddler.