A Day in Life
of a Sales Maker
Name – Paul Stewart
Region – East Coast Australia, Fiji, New Caledonia & New Zealand
Position – Sales Engineer
Years of Service – 14 Years
Morning Routine
If I’m not traveling for customer visits, I start my day around 6:30 AM. I feed the cat, grab a coffee, shower, and get ready for work. I check local and international news, and then quickly review my emails, particularly for any requests from overseas clients in different time zones. My commute from Port Melbourne to our Braeside office takes about 35 minutes, often along the scenic coastal route with views of Port Phillip Bay. I’m usually on a customer call during the drive or listening to some classic ’80s music.
Arriving at the Office
Once at the office, I first review my financials in Phocas, update and check Salesforce, and then thoroughly go through my emails. I respond where I can or forward tasks to our customer service team, asking them to chase any quotes and lead-times needed or process orders that have come through.
Collaboration and Meetings
I typically follow a routine of contacting customers to address outstanding queries, quote requests, or just to check in and ensure everything is running smoothly. These calls also provide opportunities to arrange future site visits and meetings. I also review various business websites for new projects or potential business developments. Throughout the day, I stay in touch with other Sales Makers in the Australian team, sharing information on customers or sites where we have joint involvement.
My Journey to Sales
After leaving school, I spent 16 years at a large industrial valve company, starting in manufacturing and progressing through roles as a storeman, inside sales, and finally, external sales. This experience gave me a solid grounding in business and the ability to connect with customers across different roles. Transitioning to filtration sales was a natural step, as many of my valve customers also required filtration solutions.
Sales Approach
I believe in making customers feel heard. I start by asking them about their business or site areas, then focus on our products or competitors. Finally, I ask personal questions to build rapport, such as where they live, hobbies, or if they follow any sports. This helps to create a more relaxed conversation and fosters a better understanding.
Creating Opportunities
These days, you must be active on LinkedIn and other business and social platforms. I also keep a close eye on news and business sites, as they can reveal valuable information about potential customers and market opportunities.
Feel Good Moment
Winning is a great motivator, as is the financial benefit for both me and the company. However, one of the biggest motivators is knowing that I’m making the customer’s life easier by providing the right product that improves their processes, such as better particle capture or longer product life.
Sales Personality Traits
I’m comfortable talking to people at all levels, from CEOs to site laborers. Each person has different priorities, so it’s important to be available to everyone and ask what drives them personally and professionally.
Motivation & Stress Management
Sales stress is real, as the revenue generated by the sales team impacts the entire business. It’s important to stay informed about your customer base and provide management with accurate market insights. I also believe that work should be fun, so I make it a point to laugh with my team, management, and customers. Laughter truly keeps the stress at bay.
Contributing to the Mission
At Clear Edge, we supply filtration products to various industries, ensuring the quality production of items like whey powders, baby formula, and influenza vaccines. We also support the production of electronics by providing filtration solutions to gold producers. These contributions demonstrate how Clear Edge is making the world Safer, Healthier, and More Productive.
Dream Job Beyond Sales
If my wife had her way, I’d probably be helping with her dog-walking business. However, my dream job would be a helicopter pilot in New Zealand’s South Island or Australia’s Great Barrier Reef, showing happy holidaymakers some of the world’s most beautiful sights.
Outside of Sales
I’m an avid sports watcher and still play touch rugby once a week, though I need the rest of the week to recover! I also enjoy traveling overseas and spending quality time with my family.
