Sales Manager Dimitri: “Stick to a disciplined routine, and sales will follow”

Dimitri has been working at the company for a full nine years, but was the beginning easy? Theodore Roosevelt once said: “Believe you can and you’re halfway there.”

Dimitri, who is a cook by profession and has no higher education, believed this as well. One day he decided to try his hand at sales, and although the beginning was tough, he didn’t give up. With gritted teeth, he believed in himself and “broke through.” Initially, he worked for the German market, later expanding his horizons.

Asked about his hobbies, he answers: “My grandson is my general and the meaning of life.”

One of the top salespeople: what is the secret?

There are no secrets. His journey began with his first sale, a moment he vividly remembers, which took three months to achieve. The experience gave him a deep sense of empathy for newcomers facing similar challenges. In Dimitri’s view, sales is akin to a lottery and a roller coaster ride. He explains:

“You can spend a year building rapport with a customer, only for a colleague at the neighbouring table to swoop in at the opportune moment and clinch the deal. Sales can plummet for three months, only to skyrocket with one unexpected order.”

From his experience, Dimitri offers two lessons.

Lesson 1: Don’t despair or feel envious if your sales take a hit while your colleagues thrive. In six months’ time, the tables may turn. The same fluctuations apply to everyone in the field.

Lesson 2: Dimitri recalls a time when a colleague received inquiries from fifty potential clients at the outset, triggering feelings of jealousy and inadequacy in him. However, that colleague’s success was short-lived. Dimitri therefore advises staying composed when colleagues boast about significant orders, as true success is realised only upon receiving payment, not through inquiries alone.

Understanding the customer and working across cultures

In his sales work, Dimitri’s approach centres on understanding and meeting the needs of customers. He finds success through real attention to their requirements, particularly in markets where the company is less established. He remains skeptical about the effectiveness of exhibitions and traditional marketing methods.

When it comes to clients from different cultural backgrounds, Dimitri and his team do well. Whether dealing with Italians prone to lengthy monologues or Finns who may communicate briefly but bluntly, Dimitri finds no significant challenges. He attributes his team’s success to a fortunate alignment of skilled individuals and believes they are one of the best teams he has worked with.

The largest number of people sent to a single project is 80, dispatched to the Netherlands. The record shows Dimitri’s ability to coordinate large efforts and his team’s capability to achieve results even in demanding situations.

Competition, cooperation and a disciplined routine

Dimitri takes a pragmatic view of team cooperation, acknowledging that competition exists even inside a company. He values harmony and good relationships in the team more than proving himself right, and stresses the importance of a positive working atmosphere for successful collaboration, a lesson gained from years of experience.

On sales innovation, Dimitri is confident he stays ahead of the curve. He keeps it simple: success requires diligence.

“Stick to a disciplined routine, like clockwork, every day, and sales will follow.”