How Nordstrom Prepared Me For My Career In Sales

I was always told that a salesperson had to have a certain level of charisma in order to be successful.

As a naive newcomer straight from high school, I believed that was true, which caused me to run away from anything involving sales. It wasn’t until I began working at Nordstrom in my mid twenties that I discovered qualities in myself that helped me excel as a salesperson.

In this article I’m going to share four traits that will set you up for success as a Sales Development Representative.

Trait 1: Eagerness to learn

As human beings we often find ourselves questioning our worth whenever we’re told we need to improve in some areas. Instead, I’ve learned to see feedback instead as an opportunity to tackle an issue from a different angle.

My very first day at Nordstrom was on the busiest day of the year: their Black Friday annual sale. I was hoping to be coached through the experience, but I was instead thrown into the mix and told to improvise. I’m sure I looked like a newborn fawn struggling to walk compared to the more experienced sales representatives.

I vividly remember an instance, when a customer brought me a pair of shoes and asked if we had it in a different color. After numerous stutters, I simply told her I would check on that for her. After scurrying around, I came back and told her that we unfortunately did not carry it in a different color. The look of utter disappointment she had on her face is still engraved deep into my memory. I was absolutely embarrassed but I learned valuable lessons that day. There is nothing wrong with not being the smartest in the room, and I actually believe it’s an advantage.

As a sales provider there will always be someone more skilled than you in the art of communicating with customers, and it is wise to pay attention to that person’s every move. Think of yourself as a sponge, soaking in every little detail you learn along the way.

Trait 2: Emotional detachment from small failures

During my days at Nordstrom, I’ve had my fair share of what some might consider “losses.” I vividly remember an instance in which I experienced an undeniable feeling of worthlessness.

It was mid-afternoon on a very slow day on the sales floor, and a woman in her mid forties had walked in. I noticed that she was looking at a particular pair of shoes for what seemed like an eternity, so I walked over to her and offered some assistance. She had a very kind spirit, which gave me some much needed positive energy for the day.

After a brief consultation, I headed back to the stockroom to get the desired shoe in her size. As I came out of the stockroom, I noticed that she had set her sights on a different pair of shoes. I was puzzled, but asked her anyway if she also wanted that design in her size, to which she replied “yes, yes I would.”

After a few minutes I came out, and helped her try her shoes on. To my surprise her demeanor went from cheerful to outright unhappy. She expressed her discontent with both pairs, to which I simply reassured her that I would find a better pair of shoes for her. After almost five minutes, I came back out to see that she had left.

Nothing could express how defeated I felt at that moment: all the work I had put in was in vain. From that moment, I realized that no one owes me anything, and that I should appreciate both my wins and losses.

As a sales provider, it is important to detach yourself from feelings of defeat after a missed opportunity. Doing so will ensure you’re able to maintain a consistent level of tenacity throughout your growth as a Sales Development Representative.

Trait 3: Being a good listener and conversationalist

Being a good listener is the foundation of being a great conversationalist. A conversationalist is someone that enjoys connecting with individuals through words. I mean, what’s the point of being a Sales Development Representative if you can’t communicate effectively with customers? I’m saying this because the beginning of a successful transaction is through active listening and effective communication.

I remember a time at Nordstrom in which I made a $300 commission by selling $3000 worth of items to a customer. He was a man in his mid fifties and was looking to buy a gift for his wife for her birthday. I began by asking him what his wife liked and I made sure to listen. After spending close to five minutes in the stockroom, not only did I come out with the pair of shoes he picked but I also brought out three other pairs similar to the original choice.

He expressed his content with the selection I presented, and he actually bought all four pairs of shoes. I was able to quadruple my earnings through actively listening and suggesting. The most interesting part of this was the fact that we honestly spent the entire time talking.

This is what being a Sales Development Representative is all about: being able to build connections, and meet the needs of every single customer you’re fortunate to meet.

Trait 4: Being self-motivated

I’ve had to learn from a very young age that no one, absolutely no one is going to hand you the keys to success. I’ve been in close proximity to people that some would refer to as “privileged.” Kids that had everything handed to them, and the number one complaint they had was that they heavily lacked motivation to do anything.

Have you ever seen the crazed look in a lion’s eyes after not eating for hours? Foraging in the scorching sun for its next prey? That is the hunger you need to have if you want to be a successful Sales Development Representative.

What motivates you? We all have something that motivates us to pursue our goals every day. One of the many ways I used self-motivation while working at Nordstrom was through prospecting. Every single day I clocked in, I would spend thirty minutes or so calling potential customers who signed up online. I was turned down numerous times, but also found great success through this method. I was able to generate revenue even on our slowest of days.

Self-motivation can’t be taught. It can only be created deep inside of you once you realize what your driving force is. Like I mentioned earlier, no one is going to hand you the keys to success, but you can create opportunities for yourself to attain them yourself.

Some of the greatest salesmen I’ve had the privilege to meet had all four of these traits, and the results they produced were truly remarkable. As long as you apply yourself and wake up hungry to learn every day, you can also be successful as a Sales Development Representative.