Ever wonder why some sales teams consistently outperform others, even with similar
products, resources, and sales strategies? It’s often not just about hiring those with the
flashiest CVs but about identifying individuals with the right blend of skills, experience,
and personality—people who can truly connect with customers, drive sales growth, and
improve sales performance.
What if I told you that your next top sales representative might currently be working on a
retail sales floor? Meet “Susan,” a retail expert with a track record of success and a
skillset perfectly suited for a high-performing sales role within a successful sales team.
Susan isn’t a specific individual; she’s a composite of the high-calibre retail professionals
who are often overlooked for field sales opportunities. She represents a vast pool of
untapped potential—individuals with proven customer service skills, a deep
understanding of the sales process, and a natural ability to connect with people.
From Shop Floor to Field Sales: A Seamless Transition
Picture Susan as a sales executive at a John Lewis store. With eight years of experience,
she embodies exceptional customer experience. She’s far more than just a transaction
processor; she’s a sales specialist and a relationship builder. Her approach involves
greeting buyers warmly, actively listening to their needs, and providing personalised
recommendations that exceed expectations.
Her consistent top performance—surpassing sales targets and exceeding the industry
average for conversion rates month after month—speaks for itself. This role’s inherent
nature means she doesn’t require constant micro-management, making her an ideal
addition to any dedicated sales team.
Susan is looking for her next challenge. She wants a role with greater earning potential,
one that directly rewards her results-driven nature through commissions and incentives.
She craves more autonomy—the freedom to manage her schedule and personalise her
sales strategies. Furthermore, she’s eager to apply her well-honed skills in a different
environment, cultivating long-term client relationships and contributing to a healthy
sales culture.
The “Susan” Advantage: A Winning Combination
Susan’s strengths extend beyond the typical sales professional profile. Her unique blend
of skills and personality makes her a formidable candidate:
● She excels at sales activities and customer engagement, possessing a natural
talent for connecting with people, fostering rapport, and making them feel
genuinely valued. This goes beyond mere politeness; it involves truly
understanding buyer behaviors and offering sales solutions that precisely
address their needs.
● She demonstrates proven sales acumen, mastering the art of closing deals,
understanding the sales cycle from initial contact to final purchase, and
consistently exceeding quota attainment in a demanding retail setting.
● The retail environment has instilled in her adaptability and resilience. She thrives
under pressure, readily adjusts to changing circumstances, and rebounds from
setbacks with unwavering determination.
● Susan has a genuine passion for both products and customer success reps. She
derives satisfaction from assisting buyers in finding exactly what they need and
providing an exceptional customer experience. She doesn’t just sell a product;
she offers a sales solution and a superior service interaction.
● Her self-motivation and drive ensure she’s not one to shy away from hard work;
she’s consistently driven to achieve impressive sales performance.
Maximising Susan’s Potential: Effective Sales Team Management
Susan’s personality, while a significant asset, thrives with the right sales leadership
approach:
● Recognise and appreciate her accomplishments regularly. Celebrate her successes
and offer positive reinforcement, as this significantly fuels her motivation and
boosts team performance.
● Provide ample opportunities for sales training and sales coaching, as she is eager
to expand her skillset. Offer mentorship and chances to tackle new challenges that
enhance her sales productivity.
● Foster a healthy sales culture, where, despite valuing her autonomy, she can
connect with a dedicated sales team, share ideas, and contribute to a shared
purpose.
● Ensure clear and direct communication. Articulate expectations explicitly and
provide constructive feedback, which she will readily receive and act upon.
● Promote a strong work-life balance, ensuring that she and her sales team remain
motivated, engaged, and productive over a sustained period of time.
Thinking Beyond the Traditional Sales CV
When reviewing applications for sales roles, it’s crucial to look beyond conventional sales
organisation experience. Don’t dismiss candidates with a strong retail background.
Instead, look at their track record, their ability to track sales, and their potential to
contribute to sales growth.
Delve deeper than job titles—focus on demonstrable skills, personality traits, and
untapped potential. The sales leaders of tomorrow may not always fit the traditional
mould, but with the right approach, they can become invaluable assets to your entire
team. Your next top performer might be closer than you think.
CV DROP OFF ⮁