We had a conversation with the Eminia Trading sales department manager Olga Caraja and asked her what are the mistakes newbies make in sales and how to avoid them.
We made thorough notes of the conversation, so here's a rundown for you ☝️
1. One of the main mistakes made by newbies is the incorrect distribution of working hours. One of the main objectives when working in the sales department is calling various companies, our potential customers. In order to perform a successful call, it's necessary to be prepared for the dialogue, of course. To do this, it's enough to take a few minutes and get acquainted with the company's website. However, almost all the new employees are examining the client's site in too much detail, spending too much time on it. This is why it's important to work side by side with the newbies from day one to teach them distribute their working time correctly, since this is the key to success. I always teach new colleagues that having a productive call and asking all the relevant questions directly instead of boning up on the great interwebs. Personal communication provides a more understandable and correct information about a potential customer, thus helping to make a suitable commercial offer.

2. Another widely spread mistake made by new employees is uncertainty. In our niche, self-confidence and confidence in the product that you work with make 50% of success.

6 years ago, when I just started working in the company, I've had colleagues in my team that I learned from, gained work experience as well as confidence. They did great at building dialogues with customers, masterly describing the benefits of working with us, so I started adopting these skills from them. Using the obtained experience and knowledge, I soon drew my first customer and started to think big, thus gaining confidence in my own self.

So, my advice to the newbies is communicate with your colleagues and adopt their experience and skills even if you initially lack this confidence. This way, you will be developing self-confidence, which will help you to achieve good results.

3. Unfortunately, many new employees are making the mistake of not working with objections. It's crucial to build a dialogue with a customer in such a way that the collaboration sounds mutually beneficial and long-term. Oftentimes, newbies are walking the path of asking for better conditions and various discounts for their customers, forgetting about the interests of the company they're working in.

We are training new employees and helping them to work with any client objection. It's necessary to find arguments and convince the customer to collaborate with us in a way that is beneficial for both parties.

Our holding has a well-tuned training process, including the techniques of sales and purchases. In the Eminia project, we have an entire training system named "T&D Program Content" that describes all the possible objections and the ways of working with them in detail. Therefore, use this information to the fullest, as well as the information you get from your experienced colleagues and manager.

The next common mistakes made by the newbies is the lack of patience and the expectation of lightning-quick results despite incomplete command of work processes. Both people with experience and without it come to work at our holding. Both are striving to achieve a quick result, which is great. But oftentimes, it takes time to achieve success on a new or especially the first job: for training, for learning all the work processes, for adaptation, and for building the confidence in whatever you do. Therefore, if the result doesn't come right away, you shouldn't lose heart and give up. Judging by my team, I can say that perseverance, working efficiency, and the desire to achieve results always bear their fruits.

5. And the last mistake. It's not as common, but still quite frequent – perceiving manager's correction as criticism rather than the desire to help. Manager's task when working with a new employee is to train them from scratch and set them for correct work. The first days of work determine how the work is going to be lined up in the future and, subsequently, the results the new employee will be achieving. So, you shouldn't get offended if you're asked questions about the work you've done, point to the faults, and correct you on the fly during the day. The manager and the new employee are one team and, instead of being nervous and storing up resentment, it's best to absorb like a sponge everything you're told and you will ultimately become a professional of your craft.