WOMEN WHO SELL WITH CHRISTINA TRUESDALE

‘Women Who Sell’ is all about showcasing women who sell and are thriving and challenging stereotypes. We feature real perspectives of what it’s like being someone that identifies as a woman in Sales, the barriers and the breakthroughs.

Here, Christina Truesdale, Senior Business Development Manager at Contracts Advance shares her take.

What is your job title?

Senior Business Development Manager.

How did you get into sales and what makes it the career of your choice?

I’ve dipped in and out of sales positions since I was 19 years old but never took it seriously.

In my early 20s, I got married and my husband served in the military; so effectively I was also married to the military. 

This resulted in an abundance of moves and instability on the job front. Becoming a mother also had an impact on how I viewed myself and my ability to have a career.

When my husband left the military, I decided it was time to focus on what I wanted for myself and what sort of career I wanted to pursue. It’s never too late.

I found an advert on Indeed looking for a Client Success Manager for a small cleaning company. I interviewed with the Managing Director and we discussed the role and my history. The MD was so passionate about the business and his plans for growth that I took a chance and joined. With my previous experience, I knew I could make the position work. 

So I jumped in with both feet and we have grown to a 7 figure business.

Working at building this business re-ignited my love for sales and my drive for new business. I was given autonomy over my actions, and it paid off. 

I have great satisfaction in the growth we have made, the processes I have implemented and seen first-hand the effects of the hard work I put in.

I’ve learnt so much in my role about the FM industry and sales techniques and processes. I have been fortunate to have excellent support from both the company and others external.

The freedom, satisfaction, and financial benefits of being in sales has improved my quality of life and my work-life balance is fantastic.

Are there any barriers you have faced as a woman working in sales, and how have you overcome them?

I’ve had more issues in other industries due to being a mother and the lack of understanding from employers that family will always come first.

From an employer/ colleague perspective in sales, I have experienced nothing but respect. But from a prospective perspective, I have had some uncomfortable experiences. I’ve also been found on social media by prospects and received inappropriate messages from them. Unprovoked I am nothing but professional in my engagement with potential clients. But I handled it immediately and informed the company I worked for, who took it seriously and offered support.

What do you like the most about being a woman in sales?

I’ve never thought about my gender in respect of a sales career, but it is true that it is a heavily male-dominated environment. But I think times are changing and more women are moving into the field.

Unlike the common perception that to be in sales you need to have the “gift of the gab”, I have found that listening skills and emotional intelligence have been the keys to my success alongside progressive processes.

Salespeople are changing and the stereotype is no longer relevant.

What advice do you have for a woman wanting to get into sales and those wanting to advance?

If you haven’t worked in Sales before but are interested in a career, just go for it. Find the vertical you’d like to work within and take your shot.

Read some books, 'The Challenger Sale' is a good book and a good model. Listen to podcasts and research methods. I’m currently looking at NEPQ which is based on emotional intelligence and asking the right questions.

People buy from people. Be approachable, be accountable, be honest, and be customer-centric in your approach.

For those wanting to advance, the same message: Be accountable, be honest and be customer-centric. 

Keep developing your skills and knowledge, the way companies buy has changed. They don’t want to be talked to, they want to be listened to. Be creative in your delivery. You have so many tools at your fingertips with social media. Memes, voice notes, video messages and outside of that, a nice portfolio with a handwritten message.