Saturday Morning Sales

Kevin Latchford


Q&A Week 7 - August 11, 2018

For the past few years, since I began using this weekly blog to share stories about sales and sales management, I have been receiving numerous questions from readers including my own clients. Over the next several months I am going to use my weekly ramblings to post one reader question with my answer. Please note – my answers are based on my personal and professional experiences and in no way reflect my company or specific clients.


Q: What advice do you have for a forty-something sales person changing careers? I am staying in sales, but moving into a new field, and I am terrified. Thank you.


A: Fear is okay as long as it does not consume you. I commend you for taking the leap and being willing to bring on a new challenge in your career. Keep in mind that you are not new to sales just new to this specific area. Sales is sales in so many ways. You know how to make cold calls, develop leads, and bring new business through the door. What you lack is product knowledge. My advice is to study, study, study. You need to become an expert with the products you are representing and you also need to know your competition. As you gain this perspective with the new industry, you will also need to learn the ins & outs of your new company. Gaining an understanding on who’s who and what’s what in the company will give you the necessary insight to pave your own way. Last thing – they hired you because of your skills. You have what it takes to be successful, the tools of the trade so to speak, now have the confidence to apply those skills.

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