My time as a Technical Sales representative
Once more I realized that in Sales there is always both the professional and the emotional side of the business. Also, having my “fresh” successor at my side, I felt transported back in time for one year when I was new and these very customers and their businesses (and parts of the Hilti business also!) felt completely alien to me. Coming from university, it was definitely a challenge to jump “into the field”. Suddenly I had to deal with specifics of tools from little battery drills through measurement lasers to huge demolition hammers or diamond drills, all kinds of anchors from mechanical bolts to chemical ones, firestop, installation systems, not to mentions services, training and software. Next to that, I had to get to know a diverse range of clients. Being in industry trade, I had the chance to gather inside into all kind of client firms, from the three-person craftmen business to big power plants or manufacturing firms. I hadn’t been aware that all these kinds of businesses had their own maintenance, installation, assembly or projects where they needed our products. And also there was the side of getting to know the processes of a highly effective direct sales and technical consultation cohort. And of course my colleagues, starting with my very team (whom I poked with questions on all the above mentioned issues a loooooooot in the beginning!), to individuals all across the Hilti value chain (Customer service, logistics, credit management, fleet management, Hilti store representatives, preparation center…).
So, a lot to digest at the beginning. Now, after this year (which feels like having gone by in an instant) I really see the point of why they send us to the front: No PowerPoint slide or any good efforts trying to explain it would have made me understand how diverse the core of Hilti’s business is: its direct sales model. This year was rich of experiences, full of ups (the feeling of a landing a big sale is unique to sales people / the feeling of actually helping people in a technical training or seeing your suggestions implemented is also kind of nice…) and downs (when no one wants to see you, because seemingly all customers are either on vacation or too busy deputizing their colleagues / when you have lunch all alone and your phone friends don’t answer / flat tire / speeding ticket…). All these experiences will always stick to my memory and will accompany me on my further Hilti path. Find a few impressions below.