I work in a specialist entertainment business and therefore need a strong knowledge of the markets. What has helped me is a passion for the products, such as music and film, and a genuine understanding of them. Given the fast-moving nature of the marketplace, I also have the ability to change and adapt to meet the needs of the hundreds of new releases every week, the new formats emerging, and the new companies entering the market. I am also a team player and can mould teams to get specialist knowledge and commercial acumen to go hand in hand.
Simon Kincaid, commercial manager, Virgin Megastores

I've always been obsessed with thinking outside the box and this has been a huge factor in my success. I have been fortunate though, in that the time and the circumstances have been right, and that the company has shared my foresight and desire to grow the business (the company has been voted the fastest growing urban business in London). A more restrictive environment could well have stifled my ideas.

The major challenge in my current role is that of directing and motivating a team. The main thing that I try to instil is enthusiasm for the job, the product and the industry. Done in a fun and relaxed way, this makes it easier to acquire knowledge and to feel involved in the industry, which, in turn, helps to project that vital confidence to clients. At the end of the day, if salespeople are not enthused, they will never truly achieve.
Xavier Wiggins, director of exhibition sales, Blendon Communications, publisher and exhibition organiser

Although I operate at a senior level, I never think that I am at the top of the tree. Instead, I constantly motivate and challenge myself to achieve. This has been the main reason for my success and for having continually exceeded my performance targets at a rate of 150-190%.

As my role has become more strategic, so too has the emphasis on vision and the need to manage both internal and external relationships. This insight and relationship management are vital to offer clients the most appropriate solution. Dedication and tenacity are also important, particularly in terms of recovering from setbacks and disappointment. In sales, there is absolutely no place for self-pity. The thing that distinguishes high achievers is that they are quick to get back up and running when they take a knock.
Nick Stainton, corporate account manager, Xerox

I made it to senior sales through consistent over-performance on new business sales, beating my peers while still remaining a team player. I stress new business, as this is an area that most salespeople are frightened of and hide from. However, competitive wins and brand new wins grow businesses and get you noticed.

At senior level, targets, expectations, and pressure increase dramatically. And as the role becomes more about targeting large potential users for your solution and no longer just a numbers game, strategy, tactics, relationship-building and being competitively fleet of foot become key. The sell now happens more often in the boardroom, so top-level presentation skills are paramount. For those who make it to senior level, always remember the challenges you experienced and help ease the pain for juniors. Mentoring has always been a rewarding part of this role for me.
Patrick Hodgson, UK sales director, Sysop, storage management and data centre support systems solutions

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