One of the great things about sales is that talent can get spotted and promoted fast. We spoke to Jenny Knighting, founder of B2B sales firm Nutcracker Agency, to get some pointers on how to make a swift transition from new kid to old hand.

Step 1: Be prepared from day one

“Know as much as you can about a product or service before you start selling it,” says Knighting. “Have a think about who you want to sell it to and who might want to buy it. It doesn’t matter if you get it wrong, or if the prospects have been taken, it shows you’ve been thinking about it.
“Learn the language too. So if you’re doing media sales, know what CPM means. It’s basic research, yet it’s amazing how few people bother to do it.”
Step 2: Dress for the job you want and stay positive

This is an industry where first impressions count for a lot. “Look really smart and professional all the time so people take you seriously,” says Knighting. “Walk in with a smile on your face and don’t moan about your lousy commute. Stay positive.”
Step 3: Be nice to everyone – not just your managers

A lot of people think sales is an individualist trade – that to get ahead you need to be ruthless and competitive. Yet, according to Knighting, being a team player and liked across the company is as important in this sector as it is in any industry.
“Lots of people only make an effort with those they think can impact on their career,” she says. “But this is a mistake. Don’t lose sight of the internal customer. The people inside the company are as important as the people you’re trying to sell to.”
Step 4: Stay in control

A definite perk of sales is client hospitality. After all, who doesn’t love going for lunch and jollies on the business account? But according to Knighting, entertaining clients is an area where many sales newbies fall at the first hurdle. “You’re not at university anymore. Don’t get drunk; hold it together and limit the cigarettes.”
Step 5: Sell

It might seem obvious, but following steps one to four will get you nowhere unless you know how to sell. But according to Knighting, it’s not just about learning how to close a sale. “An ambitious salesperson should be thinking about how to increase revenue from existing customers too,” she says. “As well as how to grow the product range and find fresh angles to attract new prospects – it’s all about revenue, after all.”
And don’t be afraid to ask for more work. “Many salespeople make the mistake of thinking that volunteering to do tasks normally left for their managers may seem threatening to them. It shouldn’t do. Most managers are looking for people who can make their jobs easier. For them to progress to director level, they need somebody who can step into their shoes.”
We also recommend you read books on sales and marketing strategies, they tend to broaden you mind and give you new perspectives on selling. Secrets of Closing the Sale by Zig Ziglar and To Sell is Human by Daniel Pink are very good reads, do check them out.

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