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Career Story: Sales Manager For A Hospital Services Provider

Sales Manager For A Hospital Services Provider

Job Title: Sales

Type of Company: My company sells document handling services to hospitals.

Education: AS, Engineering

Previous Experience: I started in production at a $10M company and moved up.

Job Tasks: I manage ten sales people who, between them, cover half the country. Each salesperson works with large hospitals to help with their documentation needs. These documents help the hospital get their money from either the insurance carrier or the government. The end of each month and the end of each quarter things can get crazy, since, as a public company, we need to show investors on Wall Street that we are making money for them.

We always try to determine what it is that the hospitals are trying to fix -- fix or avoid or accomplish -- and then show them how our solutions meet their needs. Part of my job is making sure that our sales people know what part of the sales cycle they are currently in. There are seven steps to making a sale and you are bound to go through them regardless of what you sell. Sales people try and skip steps, especially when they think they've got a sale in the bag. Afterwards, when they look back at what's transpired, they realize that they're retracing steps they skipped along the way. People buy from people they like and trust and who they think are like themselves. The very first thing you sell is "yourself"; the next thing you sell is an understanding of their business. And the third thing you sell, the last thing, is your product or service.

Best and Worst Parts of the Job: The best part of my job is clinching a sale: getting a hospital to change from what they currently do and use our products or services, assuring them that everything will be OK with the change. Having them put their trust in you is one of the better parts of the job.

The worst part of the job is feeling you've misled them or lied to them.

Job Tips: Stay true to yourself, do not allow money, titles, etc. to change who you are. Always stick to your guns; if you feel you are right, speak your mind, give your advice, idea, etc. But always remember that someone will have to make the final decision. It may not be the same as yours but by stating your opinion, you can rest easy and not be up all night saying I should have said this, I should have said that.

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