Outside Sales Representative (Lansing, MI)

The Outside Sales Representative at LGH is responsible for driving sales in the hoisting and rigging equipment rental sector. Key responsibilities include developing relationships with existing accounts, targeting new clients, conducting market analysis, and utilizing sales techniques to maximize territory sales. Representatives also engage in continuous communication with internal teams, manage sales reports using Liftware CRM, and provide excellent customer service.

To qualify for the Outside Sales Representative position at LGH, candidates must have a high school diploma or equivalent, along with at least three years of B2B or non-retail sales experience. Knowledge of industrial equipment and general rigging is highly preferred. Additionally, familiarity with industrial construction and maintenance will enhance a candidate’s prospects for success in this role.

Yes, LGH prefers candidates for the Outside Sales Representative role to have a minimum of three years of experience in B2B or non-retail sales. Previous outside sales experience in equipment rentals is a significant advantage, as it indicates familiarity with the industry dynamics and customer needs.

As part of LGH, an Outside Sales Representative can expect a competitive salary combined with commission opportunities. Benefits include paid holidays, sick and vacation time, a comprehensive medical, dental, and vision package, a 401(k) plan with a company match, and ongoing training programs to enhance professional growth.

A typical day for an Outside Sales Representative at LGH includes visiting clients within their assigned territory, following up on leads, conducting sales presentations, and maintaining relationships with existing customers. They are also responsible for documenting account activities, compiling sales reports, and staying informed about industry trends and project developments.

To boost sales in my territory, I would focus on building strong relationships with existing clients while actively targeting new customers. Key strategies include conducting thorough market research to identify potential leads, utilizing tailored sales pitches addressing specific client needs, and engaging in regular follow-ups to stay top-of-mind for clients.

Maintaining relationships with existing clients requires consistent communication and personalized service. I prioritize regular check-ins to understand their needs and challenges, provide timely solutions, and ensure they are satisfied with our services. It's also essential to keep them informed about new products and offerings that may benefit them.

One successful technique I've implemented is the consultative sales approach, where I focus on understanding the customer's business challenges and offering tailored solutions. For example, I once identified a client struggling with project delays and proposed a rental solution that streamlined their operations, resulting in a significant increase in sales for both parties.

I utilize CRM tools like Liftware CRM to manage leads and track sales activities effectively. This allows me to document interactions, schedule follow-ups, and analyze customer trends, ensuring that no lead falls through the cracks and I can make informed decisions based on data.

Staying informed about industry trends is critical for success in outside sales. I subscribe to relevant trade publications, attend industry conferences, and participate in webinars to enhance my knowledge. Networking with industry leaders also provides insights into emerging trends and best practices.

In one challenging scenario, I faced a client who was hesitant to switch suppliers due to established relationships. To overcome this, I organized a meeting to discuss their concerns while showcasing how our offerings could provide better value and service. Through personalized attention and a detailed proposal, I was ultimately able to win their business.

Customer service is vital in outside sales as it directly impacts client retention and satisfaction. Every interaction should prioritize understanding and addressing client needs. A proactive approach to problem-solving and maintaining open lines of communication builds trust and often leads to upselling and referrals.

I welcome objections as opportunities to understand the client's perspective better. I listen carefully to their concerns, acknowledge them, and then respond with tailored solutions or information that addresses those objections. This method fosters open communication and often leads to finding common ground.

I am driven by the thrill of closing deals and exceeding sales targets while building meaningful relationships. The challenge of meeting customer needs and providing solutions that make a difference to their operations fuels my passion for sales. Additionally, contributing to the company’s growth and success is a major motivator.

Effective time management is crucial in outside sales. I prioritize my daily tasks based on urgency and potential impact, utilizing scheduling tools to organize client visits and follow-ups. I ensure to allocate specific time slots for prospecting new leads while maintaining time for ongoing client relationships to keep everything balanced.