As a sales representative, I was recently asked to describe the life of someone in sales. The first thing that pops up?
Roller coasters.
Being in any sales role can easily be compared to a roller coaster ride – full of ups, downs and lulls. However, before you get on a roller coaster, there’s a lot of standing and waiting in line. There are times of silence or “ghosting” from prospects. If you’re not familiar with ghosting – it’s the sudden stopping of communication with someone, and yes it always hurts. It makes you wonder whatever happened to saying, “not interested” or “not at this time.” I promise we’ll leave you alone as soon as we hear that!
If there is one thing that any sales representative can relate to, it’s maintaining and nurturing the relationships you have with prospects, partners and clients. As time goes on, there is a particular “business bond” that transforms into a unique relationship where people start to collaborate regardless of what vertical they’re in. At the end of the day, if one company needs something that another doesn’t have, you become a go-to.
In today’s industry, finding ways to grow together and learn more about other businesses is crucial. Sometimes, it’s as simple as keeping an open ear and passing anything that may seem viable off to a valued partner or connection.
When you approach a sales role for the relationships and not the end number – it becomes an entirely different process. Your clients become more than just a number that goes into your quota, but rather a connection in the industry that will help grow and prosper. With an NPS score of 83, IVR Technology Group strives for those relationships, as should any business. From sales representative to sales representative, don’t be afraid to check in after the sale to see how things are going or if they’re a Patriots fan – tell them the Patriots are awful (Go Bills!).
What I’m trying to say here is – build a relationship, not a number and you’ll see how things change on both a personal and professional level. I call it the “IVR Tech Way.”
And remember – don’t be a Casper, communicate.
