I was working in a call center at a small business in Virginia Beach when my friend asked me to come work for her business for a bit more money. I said yes and put in notice at my job. They didn’t want to let me go and suggested that I could make more doing the call center gig than I could at my friends company. I was set to go though.
One of the directors at the company heard about me leaving and said (I heard this 2nd hand) “we have to find a way to keep the good ones”. They approached a manager in another department and asked him to offer me one of his open positions.
That manager called me in and started talking about sales. Sales. A dreaded word in most industries full of liars and crooks – that’s what I was thinking anyway. He explained there was an opportunity here to make more money and that he had listened to some of my calls from the call center. He said “I think you’d do well”. I told him I’d think about it but really wasn’t sure this was something I wanted to start to do. Could I be an “honest” sales person, is what I wondered.
I talked it over with people that I run things by and also expressed my concerns about the gig at my friends business. I decided I would give it a try and if it didn’t work out I could approach my friend about her position that she assured me would always be there if I needed it.
In the beginning I would make my calls similar to a call from the call center – make it quick, get em an appointment and off the phone. A colleague, also from the call center now in sales, advised me to take my time, that here it wasn’t about how many calls you could make but what you could make of that call.
They assigned me a zone to sell in, Indiana. The previous Inside Sales Rep (ISR) didn’t mesh well with the team and struggled to make goal. I was kind of forewarned that it might be tough to get into their trust and have them want to have me part of their sales.
Fortunately I had a great Sales Manager (SM) and Assistant Sales Manager (ASM) that were patient with me and also integrated; me into their culture. I was invited to their weekly meeting, where I was asked to participate and they tracked my monthly goals right along side my teammates. They were great team and soon became accustomed to me calling them, asking questions about scopes of work and letting me know of customers I might wan to follow up on.
Books on sales and selling, on winning people over soon filled my Kindle and Audible libraries. I crammed as much knowledge as I could about this new direction. My head was filled with a lot of ideas about what makes a good salesperson.
My first months were less than illustrious, they were ordinary. I think it was a sold two months before I reeled in my first sale and it was a small one. I was so proud though, I had done it and it wasn’t that hard. I had made hundreds of calls and sent many emails but this one had just been a cake walk, they wanted what we had and were ready to pay for it.
But I wasn’t an instant success, sure one sale, but what else could I do. I kept reading books, kept doing word for word what they told me and I was struggling.
We hired a new director shortly after I started. He had plenty of experience in Inside Sales and sales in general. During a one on one meeting he told me “forget about all those books, just be yourself, people like you and want to buy from you. Just be yourself”. That was something I hadn’t tried so I thought I’d give it a go.
Sure enough, just talking to people, asking them how I can help and answering their questions works quite well. My close percentage went up and I was having fun, which is something I highly recommend.
That’s how I got started with my job in Inside Sales for Groundworks, a much bigger company than it was 4 years ago today. At the time I think they had acquired maybe 4 other companies on the east side of the country and now we are an international phenomenon.
It hasn’t been the best year in my sales career, far from it. My zone went through a lot of change and there were firings, hirings (and even a rehiring) and promotions. My SM moved to California and things changed. We hired a new SM, got a few ASMs and a bunch of new guys that didn’t know me. The buy in from my Indiana team is not as prevalent as it was in years past.
My dedication and effort were being forgotten – I wasn’t making the calls I used to. I wasn’t putting my true self into conversations. I wanted an easier softer way that I’d seen others use with great results. Well that’s not for me. I need to make the calls, connect with the customer and my team and then I can succeed. I spent the last month trying to build that motivation and dedication back up.
The Inside Sales Team when I started was 6 people. Now there are 40 I think. 40 is a lot. We’ve grown as Groundworks has grown, we had to. We have great camaraderie and we’re breaking records together. Over half of the team works in other states and we only see them a couple times a year, but we have developed friendships amongst ourselves and that makes for a better team.
This month I’m covering for a teammate out on maternity leave, that zone is Iowa – in addition to my Indiana branch. Spring is almost here and that’s when things can really pick up for us across the country. I’m up to the task and will continue my efforts to help my customers and teammates.
Four years ago someone considered me one of “the good ones” and set me on a path in sales. That path has brought me to new friendships, skills and a future I never dreamed of. Thank you Groundworks, Inside Sales, and my teammates.
