A Field Sales Rep Reveals How to Make A Great Impression Č As a Field Sales Representative, how can I make a great impression? This question may be asked by any Salesperson whether in person or on the phone. Or, more specifically, it may be asked by Field Sales Executives. Other than the CEO, who may ask this question every time, I truly believe it is a question that very few people ask. This question is asked, however, in order to generate a “feedback” during the interview process.
I share this space with two other women who are also Field Sales representatives. One of them is asked to share with me a story about how she has answered this same question. Without hesitation, I ask: “Tell me about a time where you felt really confident that you were going to make it happen”. Her answer is much more educational and provides me with real value. Below is her story.
I’ve been asked several times to share one of my “motto’s” which is to find the best way to put yourself across. Lately, I decide that this is the one and only time that I am going to share it. If you have a similar ratio, you may want to listen to both sides. Which shall we?
I was 16 and in high school in a tough neighborhood getting a solid record. Suddenly, I started dreaming about athletic scholarship and being on team. At the time, I was dominating my quiz and projects. I knew I was the best of all my classmates and that no one would stand me. I was dominant and knew it.
One day, my older brother, Eddie, came to town for high school football practice. We had talked about it earlier in the week when he asked me about my interest in scholarships. I told him that I had applied to a couple schools, but ultimately, chose Alabama State University because of the prestige of the institution and program.
After practice, my performance teacher, Mrs. Lienee let me know that I did well on some theoretical level, but that I needed to improve my overall knowledge and abstract reasoning skills. The following Monday, I met with her again.
“Did you do well?” she asked.
“Yeah, I think so.”
“What about Friday?” she asked.
“Do you have any questions?” she asked.
This was a new one for me. I was a little intimidated by her. I felt that she knew too much about coaching that I did, and that made me nervous to talk with her. After some thought, I asked her to tell me something about herself.
“Well, I’ve coached football in high school and college, and have been recruiting players ever since.”
“How did you do that?”
“I knew some of the top football players in the country and got to know them by asking them questions and watching them on film. I could tell what type of skill they had that I wanted to develop.”
“So how did you get to know those players?”
“My sister is one of the best football players in the country, and before she was 21 she played for the University of Virginia. I asked her why she decided to go to Richmond and play for Coach attractions football. She said that it was common knowledge that Richmond was a great football town, but not much is said about the men in green that contribute to that reputation.”
“Why do you want to be a football coach?”
“I’ve interviewed several football coaches, and there is one thing about them that I do not understand. You see, I’ve seen them on film, and I know what you’re like when you’re really into the sport. Your coaching allows people to see that you have a lot of passion, and I wanted to learn if that was possible.”
I asked her to describe what a typical day in the life of a football coach is like. After all, she is interviewing me, and I am asking her about what a typical day in the life of a coach looks like. I had her describe some of the typical practices that she looks for in a coach.
“Before I get into the details, let me tell you about my general state of mind. I work well under pressure. I thrive on continuous learning, am patient and a firm believer in the process.”
“In meetings, I like to open my mind as wide as possible and listen to as many ideas and opinions as possible. I deal well with the unexpected and do not take things for granted.”
“I am also quite observant and quite capable of picking up on things that others may not see or consider. I have even been known to stop an errant horse! I love to be the first to alert people to new improvements in a product or system.”