WOMEN WHO SELL WITH CLAIRE GODDEN

‘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, Claire Godden, Business Development Manager at SelectScience shares her take.

What is your job title?

Business Development Manager.

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

With hinds sight, I always had a natural ability to sell, although, without training, I was just confident and able to understand what people wanted.

I fell into sales when I was very young and just back from my travels. A job came up through an agency for TNT parcel carriers in a telesales role. I won’t say they were a great company to work for but the training was good, and the job was tough so it was a steep learning curve but I knew I’d discovered what I was good at.

After a year I felt I had enough experience to get out on the road as a proper rep and after many interviews, I finally persuaded, harassed and bullied someone into giving me a chance.

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

Sales can be full-time and then some, and as a single mum, working part-time around two children was difficult. I did estate agency and new build sales part-time but ultimately put my career on hold until they were both in secondary school.

When I look at my peers and where they are in their sales journey, they clearly continued to progress whilst I stalled or even went slightly backward.

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

I enjoy being underestimated and proving people wrong. I used to work in the motor trade, and I don’t look like someone who would know their way around an engine. I used to take a lot of pleasure in seeing the faces of the people I surprised when I showed off my bit of knowledge. I’m determined to pick up as much science as I can to help me in my current role.

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

Don’t wait! If it takes 100 interviews, you’ll get there.

It's as much about the right fit between you, the role, and the company, as it is about you ‘getting the job’. Do your research about the company and be honest, people respect that, and integrity shines through.

Use an agency if you can; they know the company and can guide and advise you as to what the business is looking for and they can also help you adjust or improve your CV if needed. Knockbacks happen. In life, in sales and interviews. Pick yourself up, brush yourself off and try again until you get what you want.

Once you get the job, look at who is successful whilst you’re learning the ropes; what do they do to be successful, and would that fit with how you sell?

Don’t copy but learn from successful people around you, listen to how they position the offering and see if that feels right coming from you. Try and understand the proposition as quickly as possible so you can start talking to your clients, that’s the best way to understand what you don’t know and where your knowledge gaps are. And if you get it wrong, it's not the end of the world, you’re human and buyers actually like people to be human, show that humanity, and be a bit vulnerable.

It's honesty and integrity again, you used it in your interview and it will help you in your meetings and sales pitches. Work hard, and exceed your KPIs; the more opportunities you create, the more you will close. Surround yourself with like-minded and supportive people. I’m lucky that lots of best friends are also in sales, and are driven career women.

Good luck and keep positive out there!

- Written by Tim Macmillan

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