Melissa Nay is currently a Key Account Sales Representative at LSJMedia. I had the pleasure of interviewing her about her year of being a Sales Manager for LSJMedia for my Sales Management class. We talked not only about the importance of excellent customer service but what it really means to be a sales manager and a sales representative.
What do you think are the most important characteristics of a sales manager/ Salesperson?
In a sales manager-patience, organization, having an open-mind, and attention to details.
In a sales person-excellent customer service, attention to detail, and being organized
What do you wish you had time for from a sales & sales management standpoint?
To go out with the sales people on sales calls instead of staying in and working on reports
How do you manage your sales force?
I managed 5 sales reps very carefully with one-on-one weekly meetings and team meetings. I had an open door policy with my sales force. I also would work on different strategies with them, showing them here is where you are and these are the steps you need to do to get here.
Doyle: How do you manage your business from a sales standpoint?
I was good at motivating my sales team. If goals were met, I would take my team out to lunch. I would keep a bowl of chocolate on my desk; give out praises of a job well done and thank you cards. I knew how to adapt to how each individual sales representative responded to motivation and used that to learn the best way to encourage them.
What’s most valuable when dealing with Customers?
Customer service is the most valuable. She mentioned that she would call back right away if a client called, and answer the same question fifty times with the same answer if they asked.
Melissa continued to tell me how technology has affected how she communicated with her sales reps when she was a manager. Melissa craved the interaction with the clients which is why she chose to go back to being a Key Account Sales Representative. She also keeps busy with different organizations such as serving as the Co-Chair of the Community Relations Committee for Delta Waverly Rotary Club.