What did you learn from your early days as a sales representative?
Thanks for asking! I love this question and I haven’t talked much about this chapter of my career. When I used to work as a Sales Rep for New Balance, I was young and not very experienced. The role of a Sales Rep is quite clear, sell more than the previous season. Nobody really cares how and when you do it. Hence you have to learn how to become more organized and disciplined.
As I’m quite a competitive character, I really enjoyed the new challenge and spent days and weeks in my car visiting existing accounts and acquiring new sneaker stores. Back in the day, no account really needed New Balance as the brand image wasn’t the best and it wasn’t very known. Hence you had to learn how to sell products. I loved it!
The key takeaways from that time were, be honest, be respectful, but also make it clear that you have a vision, a plan and your own opinion, because this is what buyers want to hear. As a Sales Rep, you have to be an information source. Talking pre-Instagram, not many people knew much about the market, brands, products, and latest trends. In hindsight, it’s crazy that NB gave me so much responsibility. I appreciated the trust I received from my managers and returned the favor with my performance.