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INTERVIEW WITH TOP SALESLEADER
Scott Carpenter
Scott has been in sales 12 years. He has consistently been one of the top salespeople at a worldwide company who is a leader in training and measurement.
1. What would you say has most contributed to your success?
I would describe it as an intense focus on the customer or client. Everything else complements that. As an example, when one client, a major pharmaceutical company, wanted to return materials and get a credit, I helped them to get it, but I then went on to understand what their goals were, what their strategy was and what the gaps were between where they were and where they wanted to be. This request for a credit happened when I just took over this account, so you can imagine how important it was to move beyond the temporary setback and onto a longer-term view. This account is now a six-figure account.
2. How have goals played a part in your success? How far into the future do you focus?
I think they are critical to success, to me specifically. Having a goal keeps me focused on the goal. This also means there is a consistency in following it and clarity in knowing what to do. It also increases the probability of achieving it. By working a plan you can come back and evaluate it. I can go back and evaluate it years later. I don't achieve all my goals, but I can understand why. I write my goals. When I write my goals each year, I do that free form. I do bring them ultimately over to my planner. I identify critical success factors (CSF's) every quarter. For example, I wanted to install an integrated solution for one of my clients, not just a single product. So everything I did was planned to support that goal. As a result, it is likely that we will install an integrated solution. How far into the future do you focus? From a business point of view about a year, from a professional point of view, three years.
3. To deliver the results that your clients want, it takes a team effort. How do you communicate your vision to the other members of your team?
I lay out the goals, share with them information about the client, what I'm trying to do and why, and the plan, how we're going to do it, and, this is key, ask them if they want to be a member of the team. I don't have to, but I want someone who is committed and who will be productive as a result.
4. What lessons have you learned about success?
You can't always guarantee success, but if you do the right things consistently you may not always achieve the particular goal you started with, but you will be successful. For example, the client may not want to buy what you originally thought about selling, but if you do your homework with the customer, they will likely want to buy something else because you understand them and their goals.5. What advice would you give to people who want to increase their sales by a quantum leap?
Get focused on the client; get to know them nine ways from Sunday, so that anything you suggest to them ties back to their personal and company goals.
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