World Class Sales Force

FiberTite Sales Team

Just what is a World Class Sales Force and how do you know if you have one.  Personally I believe this is as much a journey as a destination.  I also do not believe that the top line sales numbers alone are the ultimate measure for determining “World Class”.

I read an article the other day submitted by one of our regional managers that did a pretty good job of outlining some of the characteristics of a World Class Sales Team. (Building a World Class Sales Force by Benson Smith and Tony Rutigliano)

In the article the authors discuss three key factors to measure as the starting point.  The first was Talent.  And there’s no doubt that talent can outweigh experience when it comes to sales.  To be successful you have to have an innate instinct for dealing with potential customers and establishing credibility from the first meeting.  This is something difficult to teach and although experience will help in the long run, you’re either born to sell or not.

The next factor is Engagement.  This one’s pretty simple to understand.  Top sales individuals are driven and it can be as simple as getting out of bed in the morning and going for it.  They also understand that in the sales arena, it’s not the big that eat the small.  It’s the fast that eat the slow.

The last factor discussed in the article is Customer Loyalty.  We can’t overlook the fact that people buy from people and it seems that trust is a rare commodity in the roofing industry.  But how do you really establish Customer Loyalty?

These are just three factors in building a World Class Sales Force and over the past 30-years I have had the opportunity to work with the best of the best.  There were plenty of other factors that were required to compliment the success of any sales individual.  Character and integrity are givens but we cannot overlook the team of individuals that make any sale" World Class".  From customer service to technical services to operational support are significant factors in establishing Customer Loyalty.

We just finished up our Regional Sales Meetings for the year and when I think about it, FiberTite does have a World Class Sales TEAM.  High quality, driven individuals that support all facets of the sales process and embody the corporate acronym CARE; Customers are the Reason for Excellence and Competitive Advantage Requires Excellence.  I am very fortunate to be a member of this team and respect an appreciate all the individuals that continue to make the FiberTite story what it is today.  Yes, that even includes you Johnny!

Comments

Thank you Jerry.

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About Mr FiberTite

After 10-years in Local 88 out of Canton Ohio, the opportunity to drink the FiberTite Kool Aid came in 1984.  Since then I've been a student as well as a teacher in all manner of roofing with a focus on the engineering, design and installation of thermoplastic single ply roofing systems.  The industry is growing in complexity so there's plenty of opportunity to learn and sharpen your skills no matter who you are.  Hence, one of the most important things I've learned is that "to sharpen the blade, you have to rub steel with steel".

Disclaimer

FiberTite® is a Registered Trademark of Seaman Corporation.  The views and opinions expressed on this site are not necessarily those of Seaman Corporation.

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