Sales is a complex and ever-changing profession. Years ago, before caller ID and email, people picked up their phone when it rang and a conversation was easy to be had with a prospective client. With the evolution of technology, we as sales professionals had to find new ways to get in front of the right people, as well as make connections to move the sales cycle forward. I am fortunate to be a part of a fantastic core group of professionals that have much success doing just that.
A few years ago, we developed the Managing Vice President role at IST. The main purpose of this role is to offer support, knowledge, and encouragement to new sales reps entering the field, and throughout the course of their sales cycles. This can take on a variety of angles. Not only does it allow us to be involved in the training process prior to them entering the field, but also on a daily basis. We use the platform as an opportunity to build teams across the country, and share success stories as well as struggles.
As hard as one may try, it is nearly impossible to impart all aspects of the sales position in just a few short weeks of training. Ongoing education is pertinent. The Managing VP role has allowed the successful members of our team a direct line to not only improve new reps sales, but ultimately the entire division. The eDiscovery industry has evolved dramatically over the past 10 years, not only in terms of technology, but also mergers and acquisitions of competitors and cost. Working together to create proposals and executive assist on high-level presentations has been a key component to this program remaining competitive and relevant.
Genuine friendships have been forged along the way. These camaraderies exist because we work closely together, to help each other succeed. The pride that everyone on the team takes in their clients, relationships, and work is truly impactful. Creating this mentoring position has helped retain key talent as well as create powerful partnerships with clients across the country. I am very much looking forward to see where 2020 takes this division of IST!