Is your goal not just a sales job, but a successful career? When big successes are not perceived as something unusual, but come one after another?
We chatted with Ben Stokes, who shared his 3R rule for achieving exactly that—Reputation, Results, and Riding the Wave. Ben is a seasoned VP of Sales who scaled his company to over $60M in revenue, led teams of 200+ reps, and coached hundreds—if not thousands—of sales professionals throughout his career. In other words, he knows his stuff.
In this article, let's break down how to build a successful career as a sales rep. How to turn skills step by step into a powerful tool to reach new heights.
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In sales, reputation is your calling card. It opens doors to new opportunities, helps you build trust with customers, and makes you a valued member of the team. But building a strong reputation takes time and effort. And it's also important to remember that every step and every interaction counts.
How do you build your reputation?
Be reliable. When you always deliver on your promises, customers begin to trust you. Colleagues take notice too - people who can rely on you will recommend you, and that's the first step to expanding your circle of influence.
Help the team. A good sales rep is not only someone who knows how to sell, but also someone who is willing to help fellow sellers and managers in difficult situations. Even if it's outside of your job description, initiative is always noticeable. Take an extra mile - and it will more than pay you back.
Maintain customer relationships. Your reputation lives not only inside the company, but also outside of it. Regular interactions with customers, showing interest in their needs, responding quickly to questions or concerns - all of these things strengthen your position in the marketplace.
Remember another important point - reputation takes a long time to build, but it can be destroyed in a matter of minutes. Therefore, it is important to work daily on how you are perceived by clients and colleagues. Constant demonstration of professionalism, willingness to help and reliability are the basic building blocks of a successful career.
Sales is about results. The results of a seller are the factor by which they're evaluated.
Your success is measured by how much you help the company grow by generating revenue. Even if your reputation is impeccable and your customer relationships are strong, numbers remain the primary indicator of your professionalism. That's why a critical element of the 3R rule is to consistently strive to deliver results and sometimes exceed expectations.
Clear goals. Sales is a numbers game. If your company only focuses on quarterly or monthly plans, take it one step further and set your daily or weekly goals to make sure you're always on track. Break down your goals into specific, achievable tasks. This helps keep activity levels high and keeps you motivated.
Utilize technology. Analytics and AI tools can be your best assistants. For example, AI sales coach can help you improve your communication skills, analyze mistakes, and suggest optimal customer interaction strategies. Such technologies give you a competitive advantage and help you achieve the results you need faster.
Be flexible. Sales is a dynamic field, and things don't always go according to plan. If the quarter was less successful than you expected, don't give up. Analyze your actions, find out what can be improved and try new approaches. Being able to adapt quickly is one of the key skills of a successful sales rep.
What to do with failures?
Not every period will be successful, and that's okay. But even in such times, you can show your best side. Help the team, take initiatives, offer solutions to problems. If you continue to bring value to your manager and colleagues, your reputation and willingness to work for results will play to your advantage despite temporary setbacks.
Results are the foundation of success in sales. They show that you don't just talk the talk, you do the work. Stable and high performance will not only help you strengthen your position in the company, but also open up new career opportunities.
Riding the wave is about adapting to the constant changes and challenges within your company. Your quotas may increase every year, processes may change, and new responsibilities may be added to your plate. The key is to embrace these changes with a positive attitude, rather than resist them. Master this mindset; ride the wave, and it will help you navigate the highs and lows without becoming overwhelmed.
How to Ride the Wave:
The 3R Rule - “Reputation, Results, Ride the wave” - is a powerful strategy for those who want to build an outstanding career in sales. By building a strong reputation, consistently delivering high results, and taking initiative, you not only solidify your position in the company, but also open the door to new career opportunities. Remember, sales is a dynamic field where success is determined not only by your skills, but also by how you leverage your accomplishments. By following these three steps, you can create a bright future for yourself in any company.
In this episode of SellMeThisPen Podcast, Michael Ben chat about upskilling sales teams, how sales methodologies are often overhyped, and why focusing on the basics might be the real key. They also talk about finding those ‘wow moments’ with buyers and making the whole process way simpler and more effective.
Ben Stokes is a seasoned VP of Sales. He's been building high performing teams for companies like ProofPoint and AdvancedMD. And now he is the VP of Sales at Responsive and the CEO of ForgePRO.
