A lot of us struggle to work-out where we see ourselves career-wise. It’s a normal struggle, especially early on in your career. With my experience, I can at least shed some light on sales as an option. However, I must add that I’ve only ever worked in sales and am highly biased towards it. So, from what I’ve learnt across two global multi billion-dollar companies and two different regions, sales is one of the best industries to get involved in – here’s why.
Finding your feet:
The word “sales” is all too often associated with feelings of manipulation and pressuring. We’ve all been there, on the receiving end of some awful sales pitch. Now most of us pre-judge sales as a career choice and would never consider going into such a field. But it’s up there as one of the highest paying careers world-wide with added commission benefits that offer you the chance to push salaries very high. It’s a work hard and reap the rewards culture.
Like many others, I accidentally fell into this bracket of early 20-something graduates who have the ability to go places but are unsure of how to get to that place. It’s not a bad thing by all means, in fact, keeping your options open and being careful before making important decisions is the best way to progress.
It’s not selling
There’s a number of things we have to distinguish first of all. Sales is not about exploiting people for our own benefit or promoting products that we know won’t fit our client’s expectations or real requirements. It’s not about tele-marketing and making crazy amounts of phone-calls or cold-calling people who don’t want to be called.
In reality, the key to good salesmanship is a dissociation between yourself and “selling”. Get as far away as possible from calling yourself a salesman. It’s a dirty-word and many agree on this. Unlike so many other articles on sales where you will find a nice picture of smiling, innocent-looking employees with never-used headsets on, I will focus on the real-side of successful sales.
When I question my friends on why they haven’t considered sales, they often lean towards, “I am so bad on the phone” … or “I hate making phone calls, it’s not for me”. To tackle this, let’s get away from “selling”. People do not like to be sold to – fact. Ever had that bloke called Steve on the phone or in the streets woefully trying to make eye contact with you? Remember how painful it was to listen to that horrendously scripted pitch to the point of near-vomit? Yep, that’s the bad side of sales. The one that wants your money, your contact details and nothing else.
In fact, good sales is the ability to match your client conversations to your own personality. Because when you are natural over the phone, you suddenly appear genuine and trust-worthy, which is essential with a capital E. All good sales book will defend the point that “people don’t like to be sold to … but they do like to buy things” … The sooner you stop saying you’re a salesman and tailor your methods around that of a “consultant” or a problem-solver, the earlier your numbers will fly in. You look at solutions before numbers and margins.
“Get as far away as possible from calling yourself a salesman. It’s a dirty-word and many agree on this”
The art of consulting:
In truth, a good salesman, no wait – I hate that word. A great consultant is one who is comfortable with talking over the phone and personifying confidence, fantastic listening skills and a knack for problem-solving. If you hold these characteristics then you’re built for account managerial, consulting and any client-facing role. Which are noble careers, especially to begin with.
The beauty of this world of consultative-selling, is that the skills you pick-up are so transferable. Suddenly you find yourself becoming more assertive, more organized and independent. For example, when booking flights recently, I was speaking with said airline employee in person at the airport, as I wanted to add-on a return-flight to my current one-way ticket. I wanted to ensure everything was correct before the airline employee booked them. I was asking questions I would never have asked before to ensure everything was perfect. Now I knew there would be queues on my return flight so I had to get to the airport early and to spend my time in a recommended restaurant before the flight for full enjoyment.
I learnt all of this because I was intent on getting the right result. In this case by asking questions I never would have before my time in consulting, I had almost guaranteed that my return flight home would go smoothly and be a success. And all of this happened naturally and inquisitively. I owe it to the preparation behind daily calls, extracting information and getting the right results. It’s fair to claim my experiences in sales has forced me to become more organized and questionable in my own life, and to my benefit.
Progression can be fantastic. It’s takes a while to begin with, but once you start to understand your clients to the point of knowing when it’s their dog’s birthday next week, you become important as you have begun to build that magic sales word of rapport in the market. If you’re competent, your clients and partners will start coming to you for advice, a sort-of parent who knows the answers to their deepest fears. You are the consultant after all and as long as you can help clients understand how you can help them, the business will flow.
Alongside the aforementioned, transferable skills also fall in-line with a detailed understanding of your market – its dynamics, usual sales cycles and buying periods. You become an expert in the market outlook and its longevity. This is extremely valuable information to any organization and beneficial towards your future career as well. You’ll be able to talk in detail about market dynamics and sales strategies with friends, other businesses and in future interviews. Useful, right?
These are the kind of skills that makes sales the perfect job to launch-you in any direction you wish to follow, especially if you’re still ripe in your career or just starting out. It’s a win-win situation if you’re built for this kind of role. I think as an overall view, these are all essentially skills that build you to becoming a leader in your field. Listening, pro-activity, communication and time-management. It’s up to you whether you wish to pursue a career in leading people or maintaining a client-set. After all, statistically most CEOs and leaders come from Sales-driven backgrounds.
Happy selling and we hope you enjoyed this CTS article. If you need more assistance or information – email us email@example.com
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I’ve been living in Barcelona for around 13 months now. That’s enough time to get to know the coastal sun-city that’s big enough to get lost in yet easily available to being explored fully. Below are some of my experiences of living abroad you may find useful if you’re planning on making the leap overseas. Here’s what I’ve learned so far from my time in Barcelona (you probably didn't expect a few)!
A home away from home:
After a busy 13 months I’ve gotten to know this city well. Barcelona has this intoxicating and laid-back atmosphere which is relished by those who wonder its streets and are amazed by unique architecture. The infamous Antoni Gaudi has touched parts of the city with his truly special master-pieces.
"Barcelona has this intoxicating and laid-back atmosphere which is relished by those who wonder its streets and are amazed by unique architecture"
My 13 months out here so far has been a journey I had never expected to be so good. My move from the grey life in London out to the sun-infested and vibrant culture of Barcelona was something I cannot understate. While in winter it barely drops below 10 degrees Celsius and for six months of the year it’s over 20, the warm climate is perfect for all. Espresso or “cortado” is appropriate at any time of the day out here, as is "cerveza" (no translation needed). There are no “normal shops” in this city, only endless streets lined with tapas bars that are inter-twined with Catalan spirit and life. Barcelona is in no rush to do anything. And I love it.
Be ready to change:
When or if you choose to move abroad, there’s so many things you have to figure out, especially when you live somewhere with a different language. Looking at the latest stats on MoveHub, it’s clear that living overseas is good for your health, wealth and happiness. And according to their study of 1,000 expats, “life is a lot sunnier, more relaxed and far less pressured and more enjoyable”. But things run differently and you have to adapt. You can never anticipate it being perfect or prepare you for what to expect. You learn to just go with the flow. Slowly but surely you can look at yourself and realise you’re changing around the new environment. And when you realise this it’s a special feeling knowing that a city has the power to change you.
"There are no “normal shops” in this city, only endless streets lined with tapas bars that are inter-twined with Catalan spirit and life. Barcelona is in no rush to do anything. And I love it"
Those Spanish or French classes you might have taken once? Nah, they don’t mean anything when you have a local Spaniard going full force at you in some lyrical madness. Or was that Catalan? If you think that today’s world of Skype and Whatsapp can somehow make up for not being back home, then you’re wrong. Can anything bring you closer to home? Nope, it’s just not the same. You have to fork out for the flights and get used to knowing the airport better than your own home. You also end up with two of everything. It’s a nightmare having to buy a new clothes, a new desk and new lights when you have all of this back in your old life. Not all of it can realistically be shipped to your new flat. Especially when you take just one bag like I did. You have to pack light and collect the rest trip-by-trip as you eventually visit home again and again.
The power of a new city:
When most people move abroad, they often speak highly of their new homes, but there’s always that niggling aspect to any new move. And Barcelona is no different, it has those long-waits for any kind of restaurant and café service, that crowded feel in areas by the beach and the ceiling above you in your career. But despite this, Barcelona has that power to swallow you whole.
It’s easy to be lost among the mess of colour and uninterrupted life, with the freedom to explore the coast line at your fingertips. Unimaginable beauty surrounds Barcelona and the Southern Spanish coastline, with the mountainous Pyrenees and Basque country to the North offering a unique blend of environment in which you needn't escape the Spanish borders ever in a lifetime. It’s hard to find a reason to leave the Catalonia region even – you can never get bored.
"Most of my new friends at work won’t ever make the trip back home again. The trip to Barcelona really has the ability to be a one-way ticket"
This bustling international metropolis kindly mixes foreigners and locals in a cosmopolitan clash. They’re ambitious but they’re relaxed about it. They’ll know they will get where they want to be, someday. And they’re in no rush to skip the pleasures of life to pursue that career as quickly as possible. So why am I confused about Barcelona? Well, life is honestly harder. Yes you get that love and mystery of foreign land, but it’s kind of like starting life again, elsewhere. With the unfamiliarity comes insecurity. And in a new life where I've left my things behind, including a busy lifestyle, things just seem … incomplete and somehow short-term.
Prepare to become that guy:
If you get the chance you have to leave your home and work abroad. The mix of new cultures on offer changes you personally in ways you can’t imagine. From my own experiences, I would never have experienced that young and ambitious culture anywhere else. The possibilities to travel and do endless enjoyable things keeps you on your toes. But you will be endlessly asked if you speak the language or love the beach. No I don’t speak Spanish, merely Spanglish at a push. Yes, I love the beach, but I’ve probably only been once every three weeks at best. Yes, I do enjoy my tapas and sangria, but no I don’t drink it daily like everyone expects. Aside from the questions, you’re also seen to be a hero. People find out about your life when they visit, the little insights and pay-check at the end of the month – you become that expat who’s living the dream. It’s cool to have that status. When I come back and visit the UK, the people are bored, the food sucks and the weather is … well, you already know.
You’ll learn to love the things you used to hate, like rain:
It’s true, however, that I miss my home island of the UK. After a year away you realise it’s the little things back home that you don’t realise how grateful you were for. And from my experiences in Spain, I miss the green, I miss the rain and the grey (hard to believe, right?!), I miss not having to cool down every 5 minutes from the burning sun. And let’s not forget the every-day supermarket food. You don’t realise the beauty of Cadbury’s chocolate until you leave!
Stuck in limbo:
Living in a multi-cultural and tourist hotspot is kind of depressing. Barcelona is on any top-10 for amount of tourists visiting. And in any top 3 spot for tourist-per-indigenous head. With so many new faces every day in a not-so-big city, people come-and-go and it’s everywhere. If you work in this kind of environment, surrounded by people on holiday, you crave traveling too and begin to miss home and your friends. It’s a strange feeling I’ve never experienced before. I worked out that it’s almost too true that expats are less likely to plant roots in a city like Barcelona. The reality is, the economy is struggling and the desire for expats to fully integrate into Catalan culture is lacking, if not, non-existent.
There’s a point where you can kind of be stuck in limbo, neither here nor there. It’s difficult to comprehend at times. Friends back home get on with their lives and you start to miss out on all the excitement, the birthdays, the weddings and the births.
But the aforementioned are so unimportant in the grand scheme of things. Nothing can compare with the decision you make to move. Treat this as a call-out to all those wanting to move abroad and thinking twice before they commit.
Don’t think, just do it. The sacrifice in home-comforts, salary or whatever it may be, are too worth it. It’s an experience you’ll never get again.
Barcelona is now my home away from home. And I’ll always come back here with a smile on my face, from wherever I may go next in my journey.
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Perspective – “a particular attitude towards or way of regarding something; a point of view”.
One day recently I found myself driving down a road I knew only too well – I know every turn, every shop and every house along its path. It’s the same road leading to the same destination I’ve always known. But despite my knowledge of the road and where it led, I had never driven back in the opposing direction, I’d usually take a different way back (don’t ask me why). This time was different, however, as the road I normally take back was closed, forcing me to return the same way I had come.
Before long, I had to stop halfway and check Google Maps on my phone. I was convinced I was lost. How could this be the same road I always came down? The houses I thought I knew had huge gardens behind them with fields stretching out to a river. I didn’t know there was a river? It’s funny how I can live for over two decades in one tiny village area, and only discover most of the landscape after looking back on the way I’d come.
It goes to show the importance of turning things upside down once in a while. It’s a little thing called seeing things in a different perspective. Amazon CEO and founder, Jeff Bezos was an active spokesperson for its importance. He once said, “perspective is worth 80 I.Q. points”. And it’s easy to see why. Some of the most important business/ scientific discoveries came from shifts in perceptive and turning ideas on their head.
The next time someone dislikes a film you loved, maybe it’s because they weren’t seeing or picking up on the things that you were. Me and my friend recently watched a film in the cinema. To my surprise, I liked it and they disliked it. I couldn’t understand why? The cinematography was immense and I found the story line thrilling. Normally they would have really liked it – we’ve always like the same films. But then I discovered that they had just watched their favourite film the night before. What normally would be a great film can only at best appear average and worse than it was in reality against the best. The fresh memories of the highest-quality film from the previous night had changed their perspective in the cinema as they could compare them together.
A rather amusing TED Talk featuring advertising guru, Rory Sutherland, particularly caught my attention on the topic. He draws attention to the “power of reframing things” and gives a funny example of being alone at a party. You can either stand there, outside on the balcony looking bored and unsociable, speaking to no-one. Or, if you simply find yourself with a cigarette in hand, sporting a new posture and everyone “suddenly thinks you’re a f***ing philosopher”.
“In other words, things are not what they are; they are what we think they are and what we compare them to”
So why is perspective important? Well for one thing and as we saw just then, you can appear to not care or have less interest in things or people as they slowly fade from your immediate memory and thought. It doesn’t necessarily mean that people or objects are less important and useful to you, but it suggests we can forget at how important people once were to us, or how much we loved something in the past that slowly appears less amazing as the feeling produced from it has worn thin.
Consider the former as a tool to evaluate what you’re doing, how you act, how you are perceived,your posture, and use it to benefit yourself. After all, life is all about making decisions, perhaps considering different perspectives can give you the added insights required to make informed decisions. Or perhaps carrying some cigarettes on you can increase your ability to look candid and intriguing.
Perspective is beautiful, it’s a human quality. And of course, anything human is naturally flawed, as we are after all … the perfect imperfect beings.
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Find the link for that TED Talk on perspective here > https://www.youtube.com/watch?v=iueVZJVEmEs
“My life is so hectic right now … I don’t have time to do what I want … I am constantly drained”. We all experience this once in a while and need to get ourselves “back on track” – read the below and in about 4 minutes you’ll have the essentials to lead that balanced and healthy lifestyle you may have been missing.
Seven a night, at least
First and foremost, seven hours of sleep a night is essential! Set yourself a timer on your phone, cut out the late-night Netflix and get in bed with time to reach that magical 7-hour threshold. Whatever you have to do or undo, plan your evenings and mornings so that you’re waking up with the right amount of sleep and your body will thank-you later.
Drink, then drink again
It’s known that two litres of water a day is necessary. You’re not drinking enough if your urine is anything but a transparent colour. I find that finishing a fresh 1.5 litre bottle of water before, during and after sleep puts me in a better state to survive the rest of the day. And don’t stop there, fill it up again when you start to feel thirsty and make sure you get it down, you’re a warrior and you need to be alert to whatever may come your way. Whether it’s an angry manager, your girlfriend insisting on trying some of your Godly “too-good-to-be-shared” food, or the firing of 9am, algorithm-like questions headed straight your way that you realllllllly don’t want to answer – you’ll be ready for anything! As famously said by Bruce Lee, “be water, my friend”.
Eat the good stuff
Diet is sooo important. Stick to the boring food groups and get the right amount of protein, carbs, healthy fats, fruit, veg, vitamins, minerals, bla bla bla – just eat it and you’ll soon look like Arnold Schwarzenegger, before he hit the old-man status. It’s up to you to make the boring exciting by adding in some spice. We’ve recommended some great food blogs below that’ll ensure your body is consuming only the healthiest and tastiest foods. Don’t forget to plan to eat smaller portions more frequently and thank me later. Food is life.
As you may have noticed, everything comes down to that word we like to use, PLAN.
Scheduling your day in periods/ sessions/ sets (call it whatever you want, I’m easy) is the best way to lead that all-amazing balanced and healthy lifestyle that will have others gaping at your time-management and all-rounder status.
Physically writing things down on your phone and setting reminders will keep you aware of what and when you’re doing something while encouraging you to actually do it. Not bad huh? Need some gym time? Plan an hour after work – write it down and stick to it. Meeting friends? Plan a time where you can cram in that much-needed catch-up and socialising without compromising on other aspects of your new, let’s be honest, inspiring lifestyle.
Break the rules, a little
Things will come up you can’t plan for. Make time for these – if you have to swap time for friends with periods you had saved for exercise or reading (knowledge is power!) then swap them. But think of quick alternatives that ensure you maximise your ability to combine things at once.
If you’ve not listened to anything I just said, at least take this away. “Own” your life to the point that if someone asks you what you’re doing at 8pm, you’ll be able reply that you’re either cooking dinner, catching up on the news, having “chill time” or … you’ve just scheduled in a slot to go for that drink (inevitably you’re about to be asked as people want to ask you about your new amazing life) at 8pm with said person. It’s a win-win.
And who doesn’t like sleeping, drinking, eating good food and chilling with friends? Welcome to your new superman/woman lifestyle.
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Great food blogs:
See you next time, newly improved human!