Common Pitfalls in an Industrial Sales Career

No one starting a new career expects to do poorly. Some, however, manage to do just that. Sometimes poor results are the product of poor self-assessment or shortcomings on the part of the company, including inadequate support and delivery mechanisms. Occasionally, negative local, national or global economic forces affect salespeople. However, these are not the primary reasons that many salespeople fail. According to social scientists Dudley and Goodson, most salespeople fail because they are unable to separate the following sales myths from sales realities.

Here are some common industrial sales myths:

• Good products and services sell themselves.
• Success in sales depends on having a positive mental attitude.
• Rather than trying to "sell" a customer, a salesperson should take the approach of advising and consulting.
• If salespeople just remember that every referral is worth $$ and every phone call $$, they will do what it takes to be successful.

Here are some of the most important industrial sales realities:

• New business is the lifeblood of every company.
• Selling is a numbers game. The more people you contact the more you will sell -- You must be a hunter (of prospective buyers) at heart.
• Presentation and closing skills are worthless apart from prospects.
• Great products and sales supports are worthless without prospects.
• Getting salespeople to prospect -- not showing them how to prospect -- is sales management's greatest challenge.
• Approximately 80% of salespeople who terminate the first year do so because of insufficient prospecting activity.

Industial Supplies - Industrial Sales>

Every Hi-Line representative manages a territory, similar to a route sales position, where quality industrial supplies are delivered directly to the customer's bins.

If you enjoy the industrial community, working with people, and being your own boss, then contact Hi-Line at industrialsales@hi-line.com for a rewarding career in industrial sales.