What’s the first thing that pops into your mind when you hear the term “salesman”? An overbearing, poorly dressed, non-stop talker obliviously working on commission is what most people immediately think. That was my thought in 1984 when I started my career in the drilling business. My title was “sales engineer.” I hated the term “sales” and, quite frankly, I was neither a sales professional nor an engineer. While many people equate the term “salesman” with the prototypical used car guy, sales professionals are needed in today’s fast-paced business environment. A wise man once told me “a rig doesn’t leave the yard until a sale is made.”
Does a drilling contractor need a professional salesman? Maybe. It depends on the clients the contractor services. Some domestic well drillers don’t have or need a salesman, as most of their business is word of mouth and long term reputation. However, larger firms that serve industrial/municipal clients or environmental drillers may have or need teams of sales people. Some companies think they can eliminate the need for a sales group by using the Internet and social media to generate leads and close deals. Does your company need a dedicated person or staff to perform the sales function? Only you can answer that question, but you probably already have a team of salesmen on your staff.