Working on the Road
Some sales jobs require that you travel more than others. The travel can be annual, seasonal, or all of the time. If you enjoy travel and don't have family obligations, the life of a traveling salesperson can be rewarding. However, for many, working on the road is difficult. Travel is a logistical strain with irregular accommodations, unpredictable food, and the frustrations of scheduling and delays. How can you get anything done on the road?
Good planning can help you survive and even enjoy road sales. You can go to exotic locations that you may not otherwise see — and be paid to do it. You can use your off-the-clock time to expand your horizon and see the diversities of this world and its inhabitants. Professional salespeople who travel offer the following suggestions:
Know where you are going and why.
Make sure you have the things you need.
Be efficient in your work.
Enjoy yourself.
Like planning any trip, a sales trip requires that you know where you're going. In addition, you must know why. Is it to meet a long-time client in Hong Kong to further the relationship? Are you inspecting outlying sales offices to ensure that they are operating efficiently? Are you traveling to Cincinnati to find prospects for a new sales territory? To get the most from your trip, you must first understand what results you want from it.
Selling on the road often is different from selling near to home. Your presentations may require equipment that you must ship ahead. Or you may need adapters for the different electrical systems in foreign countries. Maybe you will be required to attend or even host a formal dinner and need appropriate attire. Make sure that you have a comprehensive list of your needs before you make the trip, especially if you will be away from replenishment sources.
What kind of assistance can I expect from my employer on a sales trip?
It's as much your employer's responsibility to organize a productive sales trip as it is yours. Interview your employer about business expectations as well as off-time opportunities at your destinations. Sales managers typically are experienced salespeople who can help you know what to pack, what to expect, and what to do if problems arise. Also use your sales support staff to help you make arrangements so that your sales trip is rewarding.
Plan your sales days efficiently to ensure that you get done what you need. However, many traveling salespeople recognize that their productivity is cut about in half by the vagaries of travel, especially foreign travel. Plan your days loosely and allow time to fix unexpected problems.
Make sure that you enjoy your trip. Sales trips often can be overwhelming, especially if it is your first trip to the area or country. Take a camera. Shop for souvenirs. Stay in contact with family and friends. Find opportunities to enjoy what you do and where you are. Enjoy your job and your life on the road.
