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Home  > Insider profile
Betty Anne Bailey

"I learned that the best salesperson is someone who understands what they're selling and what their customer needs. If you can match the two together, you'll make the sale."

What have been the most defining moments along your career path?

Seeing a problem and trying to fix it. This upsets people who are satisfied with the way things already are and see no reason to improve anything. If I have learned anything- it's that everything can stand a bit of improvement.

How did you get your big breaks?

I was a marketing intern working for a financial services company. When I graduated college, I was hired fulltime in on the product side. I did that for a few years and really got to know the products well. I found myself constantly frustrated with the sales team because they would sell things we didn't have. It was so frustrating! I mean, if you're going to sell something why not try and sell something you can deliver? It seemed so crazy to me. The sales team would refer clients to me directly to address what they mistakenly thought were technical issues. All most everytime, I discovered the client was receiving a product that was not the best one for them. I was constantly changing or upgrading the clients to different products. When they made the switch, the salesperson on the account received the commision not me. I realized this was crazy, so I spoke with my boss and the head of sales. They decided we should split the commision on any services or products that came as a direct result from my discussion with their clients. The salesteam didn't like it at all and complained, some refused outright. The VP of Sales watched this go back and forth and finally said something that really made sense to me: if you think you can 'do it' better, then do it. I did. I moved into sales the very next week and within the quarter I was the top salesperson company wide.

What was the best advice you received when you were first starting out in your career?

If you can do it better, then do it. You bet I did!

What have you learned from your experience?

I learned that the best salesperson is someone who understands what they're selling and what their customer needs. If you can match the two together, you'll make the sale. It's not about the golf game, or the dinner meeting, or the other fancy details, it's about give the client the service or product they need. If you can determine the need and communicate how what you are offering addresses that need, you can make a sale. It's just that simple. In my view, that's what makes a client happy- a product that does what you say and makes their lives easier.

What most excites you about your job right now?

I like outselling the other salespeople who wouldn't split commision with me when I was helping them. They're the reason I'm now in sales fulltime and I'm showing them up everyday! I know I shouldn't enjoy it, but I really do!

What would you like to have achieved by the last day of your career?

I'd like to be VP of Sales and have a team of salespeople who understand our full line of products.

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