A bilingual sales rep who started as an administrative assistant shares some of the wisdom she gained during her 18 years in sales.
What is your job title?
Sales Consultant
Would you describe what you do on a typical day?
I do a bit of everything: check the market (what industries are performing better, employment trends) follow up on proposals, lead generation, update leads, identify clients, creating sales messages, sending out campaigns, follow up with clients,etc.
What is your ethnicity? Has it ever hurt or helped you?
I’m Hispanic “white” which may be kind of confusing for some. I believe it has helped me and hurt me, but both experiences are just as good. I have seen how stereotypes are still alive and well in many people, and that we just need to do our best demonstrating how many good things and advantages being Hispanic and multicultural brings to the table.
What languages do you speak? How has speaking another language helped you?
I’m a native Spanish speaker, English fluent and “mumble” some French. Speaking more than one language has been an enormous help to me professionally. Without English I may have had to flip burgers for a while when I arrived to the US, though I wouldn’t mind doing that because I believe all experiences teach you something.
What did you learn the hard way in this job and how did that lesson happen?
I have learned to happily accept change and gracefully adapt to new situations. Don’t cling to old stuff or deals that didn’t come through. Analyze what happened, learn and move on. It happens every day with work situations.
What don’t they teach in school that would’ve been helpful to you?
My parents taught me to always say “please”, “thank you” and life taught me to smile. Those three have proved to be very helpful and no school teaches you that.
How did you get started in this line of work? If you could go back and do it differently, what would you change?
I happened on a sales career by chance. I was extremely shy when I was younger and would have never guessed I’d be able to sell anything to anybody. In a position as an administrative assistant, and while performing a number of tasks that involved face-to-face customer service, I learned to deal with people from different countries, education levels, backgrounds, etc. That led to enjoying interacting with different people very much and sales/marketing came as a consequence of that.
On a good day, when things are going well, what’s happening and what do you like about it?
I especially like when I try new things, figure out new ways of completing a task. Also, when I effectively connect with clients. Even if I don’t get them to buy, knowing that I am advancing in a relationship with a client and that sales potential is there, that’s great.
When everything goes wrong, what’s happening and what do you dislike?
When everything is going on there is usually a lack of connection and communication. Which just gives you the opportunity to analyze and identify why things went wrong, make necessary corrections and, again, adapt.
What is your favorite part of your job? What areas do you struggle in or wish you could avoid?
My favorite part is connecting with people and the feeling that I am contributing. On the negative side, salespeople have been demonized for showing lack of professionalism. So that’s my struggle, to earn the trust of my clients working in a consultative manner, listening to their needs, reading between the lines, understanding their goals, and helping them reach them. I have to build their trust so they know I’m there to contribute to their success, and not to sell them a product they do not need.
How stressful is your job?
Sales can be stressful as every month you start from zero again. So you are as successful as your sales are every 30 days. To me, believing in what you do and how you do it is key in handling the stress.
Are you able to maintain a comfortable or healthy work-life balance?
Yes. I believe that work is what I do, not who I am. So having a right work-life balance and spending quality time with family/friends network, having fun with all sorts of hobbies or interests, helps your balance and directly impacts your job performance.
What’s a rough salary range for the position you hold? Are you paid enough considering your responsibilities?
Various sales consultants have varying levels of financial responsibility and are paid based on that. Some work only on commission. Being paid enough is subjective. The key is to live a lifestyle that is within your means and finding satisfaction in what you can afford. To me is a continuous learning process to adapt and make smart choices. Considering my responsibilities and skills, I believe I’m paid enough when the market is good, which is not the case right now, but it will happen again in the future.
What’s the most rewarding moment you’ve experienced in this position? Of all the things you’ve done at work, what are you most proud of?
I have several to choose from, however it all comes down to the moment when I realize I have earned the trust of a client. Without trust there is no business relationship, no recurrent sales, etc. Also, having a sense of purpose in what you do is very important. And I find great purpose in my job.
What’s the most challenging moment you’ve experienced? What would you prefer to forget?
It was when I went through very serious personal things, (my mother’s illness and a divorce) and I needed to find the strength to deliver at work in the best possible way while going through all that. It was my network of colleagues, friends, and family who helped me carry me through those times.
I prefer to forget nasty clients, though it is important to make the best out of the interaction with them and learn from those negative client experiences.
What education and skills do you need to get hired and succeed in this field?
Formal education is important in any field. However, in sales, without the right attitude there is no success. You need to like people and enjoy interacting with them, be confident, organized, read your clients and have a strong work ethic.
What would you tell a friend considering your line of work?
You need to believe in the product in order to sell it successfully.
How much vacation do you take? Is it enough?
I take 2 weeks vacation. The time off is very important to me as this time, when well-used strongly contributes to my well-being and the right state of mind to excel at work.
Are there any common myths you want to dispel about what you do?
I want people to know that good salespeople are professionals, and we are ethical and care about our products as well as our clients.
If you could write your own ticket, what would you like to be doing in five years?
I like what I do so I hope I would continue doing it together with following a career in psychology.
