RobertStiffSalesman to millionaire, Robert Stiff
If Robert Stiff has learned anything from a working life-long career in sales, it is the power of understanding how to incentivise both himself and the people around him.
His is a story that begins with a fairly standard sales job but a tale that ends with fabulous success and ample rewards to inspire any young entrepreneur considering sales as a career.
Speaking to SI, Stiff told us how his success was firmly rooted in a professional approach to sales. He said: “My first foray into sales was in financial services and it was probably the best grounding I had because it allowed you to sell within a very compliant area. When you are dealing with people’s finances like pensions it was really important that you got it right for them.
“So the integrity part of the sales was instilled in me from an early stage. I was never, really, that type of person who could sell anything to anyone but I understood the importance of actually getting a message across to people and making that sale. So if it didn’t fit it wasn’t sold.”
He said that appropriate training was a key factor in giving the young financial salesman the tools to achieve his goals.
Stiff said: “The amount of training I got in that type of face-to-face consultative selling really put me in good stead for when I kicked off in recruitment.”
Yet, times change and a sales professional has to be alive to movements within industry sectors and act before earning potential gets compromised.
“I actually loved that role with Prudential and worked there for 12 years and going into management,” said Stiff. “But there came a point when I realised that financial services was really being knocked back because a lot of people, who didn’t have the integrity that I had in sales, sold things that they shouldn’t have sold and everyone was getting tarred with the same brush and it was only a matter of time that direct sales in financial services was killed off.
“So rather than being culled, I decided it was probably a good time to take a new direction. I then went into a family-run recruitment business Ambition Recruitment Services where my sister was working and which is now one of the largest healthcare agencies in the country. But then it was a very small business back then.”
The business may have been small but Stiff saw the potential for growth by applying the training techniques and lessons he had learned in the financial sector.
To read the full account of Robert’s remarkable sales story sign up now to SI!