Patrice Stapleton, Regional Sales Manager for CPM’s Residential team for eir, has been recognised at the ICSA as the Champion Field Sales Manager 2016. After this well-deserved award, we had the opportunity to talk with Patrice about what winning this prestigious award means to her and how she managed to achieve it. Here is what she had to say:
What was the winning formula you applied to achieve this recognition?
A mixture of hard work, team work, field activity and strategic planning.
What have been the tangible results from your endeavours in this successful project?
I took a team of 6 underperforming field sales representatives who were tracking at 70% of target, completely demotivated and lacking team spirit. I now have a team of 13 currently tracking at 146% of target. Sales quality jumped from 86% to 94%, sales issues dropped from 14% to 9%.
Did these positive results come from you solely or from your team’s productive efforts?
I have a fantastic core team of guys who have worked with me over the past 12 months. My determination, energy and positive attitude played a big part in where the team are today. It is infectious. This was a team effort.
What was the greatest obstacle you had to overcome and how did you overcome it?
My biggest obstacle would have been area management. Being from the Offaly coming up to Dublin city I had no idea where to start. Through the support of my fellow RSMs and local reps we strategically planned our areas in order to provide the client with good quality business. We managed the selling areas predominantly targeting mid to high demographic areas and retraining the reps.
Describe your proudest day on the job
My proudest day on the job was winning the 2016 Champion Field Sales Manager award at this year’s Irish Sales Champion awards.
Describe your toughest day on the job
My toughest day on the job was my first day as Regional Sales Manager for Dublin North. I would be managing an area I had no clue of, with 6 underperforming, demotivated men on the job. I had a big task on my hands and a massive hill to climb. I didn’t know where to start.
What particular skill sets have you harnessed this year?
I have learned a lot about time and people management. The key to success is being organised and structured. Having a weekly/monthly plan and a plan to succeed. Failure is not an option.
What did winning this award mean to you?
Winning this award means the world to me. I was up against some really strong candidates and I am privileged to have being crowned victorious. I have really given this role 110% and approached it with a can do attitude and it all paid off.
What advice would you give to salespeople that are starting their career in order to achieve the great results you have had along your career path?
Always believe in yourself and remain focused. Approach everything with a can do attitude, if you keep going you’ll get there. Consistency is the key to success. Invest in yourself first, expect nothing from no one and be willing to work for everything.
Commenting on Patrice’s recognition, Neil Campbell, Head of Residential Field Sales at CPM for eir, said: “Patrice has the self-confidence and assertiveness that make her a natural leader, which combined with an openness and enthusiasm to learn and absorb new ideas and feedback, have enabled her to rapidly develop from a rookie manager to an award winning sales champion in little more than a year. With her energy, drive and self-belief, Patrice will undoubtedly continue her upward career trajectory in the months and years ahead.” Also, Linda Joyce, National Sales Manager for eir, added: “Patrice’s competitive instinct coupled with the will and determination to succeed has led her team to unprecedented results. With strong leadership qualities, Patrice dedicates herself to developing new people and giving them the inspiration to achieve new goals”.