Five Life Hacks to Help You Thrive in National Sales

National Sales is exciting work; while much of my role mirrors my AE days, everything now is on a much grander scale.  A few years ago, my farthest meeting might have been in Hoboken, but today I'm calling on both national and regional brands across the country.

The stakes are magnified, too.  So, if you're ready to take your sales strengths to the national level, here are the five fundamental truths you'll want to get acquainted with -- and quickly:

1. Be Prepared to Pitch Anywhere (And to Anyone)

Knowing how to pivot is almost as important as knowing what you're selling.  You might walk into a meeting expecting 10 people, but there's only one person sitting there; likewise, what you thought would be an intimate presentation could wind up being a pitch to a packed house with 30 people hanging on your every word.

Bottom Line:  Be ready for anything.  From issues with tech to not being able to rely on a deck: You need to be able to deliver an effective pitch to any room (or dog park, Starbucks or airport) with or without A/V support.

2. Be "On" All the Time

Be "client ready" anytime you're on the clock:  The next big pitch may be just around the corner.

Jetting from coast to coast can be taxing, particularly when faced with a deluge of meetings and activities across time zones.  But you have to keep putting your best foot forward despite fatigue.  Remember, you represent your company wherever you are -- from boardroom to baggage claim. Likewise, you'll also be dealing with a multitude of varying personalities; being able to adapt is key.  No two people are alike, and everyone is important, so always make that first impression count!

3. Make Room In Your Head For (A Lot) More Information

As a local AE, I thought handling three to five major agencies was no easy task.  Today, with my national presence, multiply that by 100 and you'll have a sense of what my typical day looks like.  Keeping track of a lot more moving parts -- clients, agencies, associates at all levels (from assistants to C-level) -- means a lot of correspondence (and small talk) to manage.

That's why I make sure to read every e-mail and use them to create my own personal checklist.  And I archive everything!  Every client has their own folder, so I can always look back on historical conversations that, in turn, will help me with future ones.  In this digital age, I still prefer to use a pen to write out my notes in meetings; it helps me remember people's names and next steps better.

Bonus Tip:  Don't feel pressured to have all the answers on the spot when speaking to clients.  There's nothing wrong with saying, "I'll get back to you," to ensure you're providing the correct information.

4. Master the Art of Timing

It's all about timing, folks.  Often, local or regional teams have the opportunity to make routine visits to their clients -- and plan in advance accordingly. But on a national level, outside of your home market the logistics alone can be a lot to handle, especially when you're trying to book multiple meetings in a day.  (Hey, if you're going to sit in a plane for six hours, you might as well maximize your time once you get there.)  Throw in a client lunch (or three) and you'll find that your time gets used up faster than it takes to zip up a carry-on.

Having all those meetings is great, but you still need to find the time to get the work and follow-ups or administrative tasks done when you get back home.  Setting realistic expectations for a client will get you much farther than saying you can get something done in four hours when you really meant 48.

Bonus Tip:  Speaking of time, make the most of unexpected layovers (as was the case with my recent 23-hour stay in Chicago O'Hare Airport).  Catch up on e-mails, get your steps in for the day, check in on your parents --  the possibilities are endless.

5. Give Yourself the Work/Life Balance You Need (And Deserve)

Nowadays, it seems we're always connected to something -- work, friends, family and social media.  It's a whirlwind of distractions that can devour your time.  While I love representing NYI wherever I go, and working with amazing people every single day, having my own personal quality time is just as important, particularly when I'm always on the road.

Even with a packed itinerary, I try to do one thing for me, whether it's seeing a historical landmark, grabbing a drink with a local friend or trying a spin class in a different state.  I used to let life on the road dictate my personal schedule, but in the process, I found that I was missing out on the little things that brought me joy.  Finding the balance between my professional and personal lives, my days became that much easier -- and much more fun.

Bottom Line:  Don't let the geographic demands of your job keep you from living your best life!

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