You have to be positive about what you are doing, or it’s all over.
Tyla’s secret to success as a sales manager in the Government Commerce (GCOM) sales department is no secret at all. Tyla builds relationships with customers by giving them service that exceeds their usual experience with other suppliers. As a result, customers want to do more business with her.
Tyla understands that exceeding expectations is an advantage for Noble. Other suppliers are moving farther and farther away from personal support leaving customers on their own to figure out answers to their questions using self-service apps. Tyla’s customers appreciate the personal touch and often say so. That’s what drives Tyla each day – the opportunity to make her customers satisfied.
Tyla’s approach to selling pays off big time. She achieved her full-year quota in the middle of the summer and routinely exceeds her weekly target by a factor of 2X. Tyla attributes this performance to her experience in retail prior to joining Noble. She proclaims, “In retail, you do whatever it takes to meet customer’s needs. It’s a highly competitive environment.”
“One of the most important things I do is provide one-on-one customer service. Customers value having someone to call and be assured they will get a same-day response and often same-hour. It makes them feel special,” asserts Tyla. “And, it feels really good when they show their appreciation by coming to me specifically with a difficult requirement. They know they can count on me to find the right solution, track their orders and maintain communications with them.”
Fast response is critical in sales. Tyla is a confident sales manager because she has seen it all and knows what it means to go the extra mile for her customers. Since joining Noble early in 2016, she has worked on the US Postal Service contract, sold to other Federal Government clients, worked with janitorial / sanitation supplies (JanSan) and more. Though each step of her Noble career, Tyla honed her methods which lean heavily on her skills. She is detail oriented and a highly organized person. No wonder Tyla is always on time in her business and personal life.
These essential traits helped Tyla close a large deal with the Army Services Lab. A customer sent in the specifications for a unique furnace not offered by any of Noble's suppliers. Tyla took on the challenge, researched possible solutions, negotiated terms and conditions, and presented the options to her customer. The Army Services Lab was so pleased with the product and the support they received from Tyla that they bought a second furnace, making this a significant sale for Noble.
“Customers come back,” Tyla declares “because of the personal touch in an age of almost robotic service.” Sometimes making a sale comes down to price. Tyla’s customers know she is a tough negotiator on their behalf seeking volume discounts and more favorable terms from the suppliers.
Tyla isn’t afraid to admit when she doesn’t know something. New requirements hit her desk every day.
Tyla describes her responsibilities in sales as ‘doing a little bit of everything’ from customer engagement to price negotiations to shipping logistics. She has a huge territory including the Mid-Atlantic states and some southern states.
Tyla enjoys talking with her regular customers. They depend on each other. New customers provide the opportunity for Tyla to nurture whole new and untapped business relationships which gives her the variety of work experiences she wants at Noble. “Return customers are huge!” Tyla remarks. This was undoubtedly true for her mega-deal with the Department of Homeland Security, the largest sale of her career at Noble. The customer had a challenging set of requirements that constantly shifted. Tyla assembled the winning bid and outpaced seven competitors. The satisfied customer keeps coming back to Noble for more. In her modest way, Tyla is proud, knowing the customer’s loyalty is because of the difference she makes.
Sales careers are often thought to be stressful, but Tyla doesn’t get stressed out. She takes a measured approach to her work. Midday walks with coworkers help too. Tyla enjoys the outdoors and some quiet places around Noble’s headquarters. Living in New England is perfect for quick trips to the beach or mountains. Driving ATVs is an active pastime in keeping with her love of getting things done fast.
“Every day different. I know I can figure it out. It just takes hard work, and I’m okay with that.”