Personal Summary
Sam Sutton (26) graduated from the University of Newcastle with a degree in Marine Engineering.
Current Employer and salary
I work for Zentek Solutions, an organisation that provides a range of ICT (Information and Communication Technology) equipment to primary, secondary and specialist schools. We also offer a variety of software for use in education, specialising particularly in e-safety. I am an External Account Manager, with an OTE of £50,000.
Why did you choose sales as a career?
"I previously worked in customer services in tourism, which was something I really enjoyed, but I wasn't satisfied with the potential prospects and really wanted to push myself to see how much I could achieve. I wanted to develop the skills and managerial techniques I had learnt in customer services and apply them to a new environment. Sales has always been something I have been interested in as both my father and uncle had successful careers as sales directors and I was keen to follow in their footsteps. When I found out about Pareto Law and what they had to offer, I was intrigued by their different approach to sales careers and was keen to find out more."
When did you start your career?
"After university I worked in retail management for two years before taking the customer services role in tourism. Once I realised that I was not completely happy in this position, I applied to Pareto Law. I was successful in my application and attended a Pareto Law assessment day, which is a great experience as it not only assessed my skills and suitability for sales, but also helped me understand a lot more about the career opportunities available and confirmed to me that this was definitely the area I wanted to go into. I was successful at the assessment day and placed with Zentek Solutions in January 2006."
What was the biggest challenge in the sales environment?
"As a fairly competitive person, I have found the hardest thing is dealing with being outperformed. In a sales environment there is a constant focus on sales success, but even if you are meeting your targets, it can be disheartening if someone else in the office is selling twice as much as you are! I've now learnt not to let this get me down, instead I see someone else's success as a great motivator. We're all part of a great team, but healthy competition with peers definitely gives you more drive and encourages you to want to achieve more."
What have you found to be the best part of your role?
"For me, the best part of the job is the relationships I have with my clients. Over the past year I have built strong foundations with each customer and I strongly believe that excellent communication skills are essential in building a successful sales career. Relationships with clients and internally as a team are a major part of any sales role, and for me they are also the best part."
How has your career progressed?
"I joined Zentek Solutions in January 2006 and worked in the new business area carrying out cold calling along with all other new starters. I participated in a Pareto Law training course during this early stage of my career, which gave me a great overview of the sales industry, giving me a lot more skill and confidence in this area. Within six months, my achievements in this role allowed me to progress to shadowing an account manager and soon afterwards I was promoted to an internal account management role with a number of important clients to handle. This provided a fantastic opportunity for me and I achieved a lot of success and recognition within the role. As a result, within a short space of time I was promoted again to External Account Manager - with twice as many accounts to handle."
How do you see your future developing?
"When I initially started with Zentek Solutions, I had a two-year plan for what I wanted to achieve. However, having worked here for 2 years, I have already achieved a great deal, which has inspired me to aim for higher successes. My aim now is to play a pivotal role in the future success of Zentek Solutions and ultimately, would one day like to progress to a Sales Director role."
Is there any advice you'd offer to others considering a career in sales?
"One of the most important things to remember in sales is to never give up. Always be determined. There will be times when you have setbacks and this can get you down, but even though it can be hard at times, the thrill of the successes far outweighs the difficult times. Sales is hard work, but the harder you work, the more likely you are to see the rewards. Having said that, it is no good working all hours if you are unhappy in your personal life; you have to get the balance right. If you are happy outside of work, this will be reflected in your performance and you will enjoy greater success all round."