Sales – a job that everyone thinks they understand, or they at least know enough to quote David Mamet’s infamous play, Glengarry Glen Ross – “Always be closing.”
But, the sales process is more involved than meets the eye, which is why this week features Shawn Bowlus, an account executive in the OxBlue sales department, to discuss his role and how it fits into the construction industry. He has several years of experience as a salesperson at different companies and has a comprehensive understanding of how that world works.
Put in the work
Managing a sale from start to finish means chasing down leads and working every angle to help the potential client see why they need a construction camera and why OxBlue is the right choice. The complex process requires the orchestration of everyone – architects, general contractors, and developers – involved on a project. Account executives could easily talk to three to five people who are actively involved and necessary to sell a time-lapse construction camera. All parties need to be convinced and see the value. The technology might be the best in the construction industry, but it still needs someone to champion its value to the end user.
Reward for your efforts
What’s the most rewarding part of working in sales? On one hand, the answer is a no-brainer – closing sales. On the other hand, the simple answer has several layers within it. Yes, a sale translates to confidence in the role and all the perks that come with it. However, closing sales also represent a win-win for everyone involved. The client receives a piece of technology that helps how they track, document, and monitor their projects. The company has the satisfaction of making a client happy and knowing that they offer a valuable service to people in the industry.
What does it take?
When talking about sales, people assume that salespeople are good at holding conversations with others, but it takes a lot more than that to make a sale. The role needs someone who is a good hunter, an individual who seeks out all the information about a project either online or on a call. They know the right questions to ask and can get the needed knowledge to drive the process forward. In order to attain this information, the sales team practices active listening. The exercise lets account executives learn about clients and identify what questions need to be asked. This way they can steer the conversation and better inform the client about how the camera can work for their project.
What can we take away from a day in the life of an account executive? The job isn’t a walk in the park, in fact, it might be one of the hardest professions. The skills required really make the job more of a trade than a role one can easily step into. Individuals in the profession must learn how to quickly absorb information and turn it around to reach their final goal. Still, at the end of the day, the job is rewarding because salespeople are providing a needed product or service to the public.
If you like the sound of the account executive role at OxBlue, we’re always looking for new talent. Apply for a position on our careers page.