Do your research
Every salesperson we spoke to said that research skills are essential if you want to enjoy a successful career in sales.
“We provide chemistry equipment to laboratories across the world, so our customers are hugely diverse,” explains Gemma Scott, director of sales at Radleys. “We don’t have ‘one type’ of customer, so I have to do my research.”
James Grew is the sales director at Impero, which provides education software.
“Dig in, do your homework and find out everything you can about your market,” he says. “On many occasions the salesperson with the most knowledge about the market will end up winning the sale, regardless of price.”
These skills are not new to top salespeople, according to James.
“They’re the same skills that I’ve learned and mastered over the past 20 years,” he says. “Those skills took me from being a fresh graduate out of university, barely being able to pay my student loans, to a six-figure income in my 30s.”