So you’re starting a new sales position? You’re not alone, the Bureau of Labor Statistics estimates that more than 14.5 million people work in a sales-related occupation. While any new job is nerve-wracking, sales, with its results-driven, highly competitive environment, can be particularly anxiety-inducing.
Whether you’re a seasoned salesperson or a newbie, anyone can benefit from some pointers for their first few weeks with a new company. Try out the below ten hacks to excel at your new sales job.
1. Do Your Due Diligence
The art of sales is all about preparation. First, get to know the product or service you’re selling, inside and out. You also want to be well-informed about your company history. While it might seem like overkill, you need to be ready to answer any question you might receive, including: why should someone chose to work with your company.
Next, move on to researching your target audience and prospects. You can’t sell to anyone without understanding their unique problems and how you plan to solve them. Even if you’re eager to get out there and start selling, take all the time you can to train and learn; it will make a difference.
2. Learn to Negotiate
Negotiation is an critical aspect of sales. You want to give your prospect the sense that they’re getting a great value without affecting your bottom line. For those not practiced in negotiation, try playing games like poker to sharpen your skills. Mats Johnson, Executive Director for Global Poker, explains, “Poker is a strategy game. The idea is to play each hand as perfectly as possible—and sometimes that means driving your opponent to play their hand as imperfectly as possible.”
In this case, the “opponent” is a lead, looking for a better deal or rate. You don’t want to show your hand too early and give them the lowest price possible, leaving no room for further negotiation.
3. Know and Track Your KPIs
What are your benchmarks? You need to know these so you can understand the metrics by which you’re judged. To succeed, you need a target. Once you fully understand the key performance indicators (KPIs), make sure to keep track of them. Don’t rely on your manager or someone else to track your progress; keep it front of mind for your own knowledge. This helps you in two ways. First, when you exceed your goals, you can advocate for yourself to leadership. Second, if you’re falling short, then you know ASAP so you can kick it into high gear (or ask for help).
4. Get Comfortable with Rejection
Especially for those new to sales, thick skin is a must. You will hear “no” and deal with rejection daily. When you don’t land a deal, it can be very easy to blame yourself. However, you’ll get a fair amount of rejection before you experience success, so you need to have a coping strategy. Check out this Inc article, 7 Ways Superstar Salespeople Easily Handle Rejection, for strategies to establish a healthy mindset.
5. Promote Benefits-Based Selling
WIIFM is a famous sales acronym and foundational theory. This is based on the age-old sales exchange where the customer asks; “What’s in it for me?” Every prospect thinks that even if they don’t come out and say it, which is why you need to sell benefits over features. Whatever your product, highlight how it will solve their problems or make their lives easier. Personal benefits are far more powerful than individual features of a product or service.
6. Seek Out Advice
If you’re in a new sales job, it’s likely there’s someone above you, or who’s been in your role before. Use that expertise to your advantage and ask for their advice. (Depending on your company culture, you might want to find a superior or someone who’s not on your team, to avoid any competition). Be humble and ask for any insider insights they can offer. You could even ask if you can conduct call reviews where you listen in on their meetings with prospects.
7. Ask for Feedback
Don’t wait for quarterly reviews; ask for candid feedback from your manager on your performance. When you start a new job, it can be tough to understand the dynamics of the office and really get a sense of how you’re doing. What’s more, all employees crave feedback; 83 percent say they want it, regardless if it’s positive or negative, according to a recent report. Contact your team lead or direct report and kindly ask for an informal assessment on your first few weeks.
8. Become a Better Storyteller
No amount of sales content, one-sheets, high-quality images, or PowerPoints will make a sale, not alone. You, your personality, and quality conversation are what converts a warm lead. What’s the best story you can tell? Successful case studies. Become an expert in happy customer/client testimonials, and have a library at your disposal to share with prospects. If you have proof of ROI for other individuals, and a story to go along with it, you’re more likely to keep the conversation going.
9. Leverage Your Mentor
Several studies show the positive effects of mentorship—employees experience better advancement opportunities and higher overall engagement. The good news is, many companies recognize the value in mentorship and have implemented programs, but it’s up to you to take full advantage of the opportunity.
Unlike ad-hoc advice from peers or feedback from your manager, a mentor is a cheerleader that’s always on your sidelines. They are someone you can go to for small questions that might seem silly, or for support after a tough day. Mentors can also help you adapt to the office culture and even push out of your comfort zone.
If you can find someone and build that relationship, know that it’s invaluable and leverage the support to improve your performance.
10. Manage Your Expectations
Maybe you think you’ll close a deal in your first week (or month). However, it might be that you need to train for six weeks before even talking to a prospect. While part of the onboarding process should be leadership setting objectives (see #3), sometimes you can’t help but have your own aspirations. The key is to make sure your goals are just aggressive enough to stay hungry, but also realistic for you to achieve.
Know your pipeline, understand the opportunities, look at co-workers’ numbers—set yourself up for success by setting appropriate expectations.
