Shellie Spear is a Sr. Sales Manager working for the Orange County Convention Center in Orlando. Central Florida’s Convention Center is a massive 7,000,000 square-foot complex that offers 2,100,000 square feet of exhibit space. The Hospitality of Orange County Convention Center provides Central Florida with a remarkable amount of economic benefits at no cost to the country’s citizens. It is estimated that activity in the center yields an annual tax savings of $87,50 (is it $8,750 or $87,500?) per Orange County household. From massage services to three full-service restaurants, eight food courts and remote airline check-in, the “Center of Hospitality” (why is this in quotes?) boasts signature amenities. It was also the staging area for relief operations for hurricanes Charley, Frances and Jeanne.
2. How long has he been there? How specifically did he get the job? Spear has worked for the Orange County Convention Center since November last year (list year instead). A former colleague introduced Spear to one of the complex’s employees. From there, Spear applied through the company’s website. She commented that the whole process, from starting her application in June till she was allowed to start working in her new office in. She stated that the process took longer than an average application turnaround because the job is for the county.
3. How long has he been in sales? Describe his other sales jobs. If no other sales jobs, describe his previous employment Spear has been working in sales over the past 20 years. She started in California where she worked for different hotels that gave her different perspectives into business people and the sales job. Thereafter, she moved to Florida and worked at Disney World for 11 years. Because consumers generally seem to have high expectations for the services provided by Disney World, she learned to have an eye for the extra detail she called, “Disney Magic.” It gives the customer the impression that he or she is important to you and your business.
4. Give a detailed description of his typical customer. In other words, who specifically does he target / sell to most? The answer cannot be “everyone.” At first, Spear stated that the convention center’s typical customer was anyone that needed a gathering space. When we asked her to elaborate on her specific customer base she commented that she is responsible for sport agencies and events. Currently, she is working on closing (did you mean to say closing?) the world’s largest volleyball tournament. She made a point to tell us during this question that the convention center operates on a loss. However, the center is responsible for bringing in $2.1 billion each year to Orange County. In addition, she also sells to medical and consumer companies. The average customer needs around 100,000 to 200,000 square feet. She is responsible for the all clients east of the Mississippi River.
5. Describe several of the specific things that he likes and dislikes about the job. Spear shows her enthusiasm when she talks about her job. The customer relationship is the most important element of her work. She truly loves it. Whether it is going to an Orlando Magic Game or having dinner in a high-end restaurant downtown, she like to show her clients the appreciation they deserve. According to Spear, “you get to know different people with different cultures and learn how to deal with new experiences.” Spear mentioned her team as a relevant factor that helps make her job what it is. There is no way to get the “kill,” a word she uses for closure on a business, if you don’t have a good team behind your back. Moreover, you learn to appreciate people’s values and try to adapt as much as you can. Nevertheless, there are also negatives to Spear’s job. She commented that the follow-up is one of the things she dislikes most. Calling and recalling people several times in order to get to the point of either securing or losing the business she was attempting to sell.
6. Discuss his selling philosophy? How has it changed over time? Spear gave us a strict answer to this question. “Everything is about the client! LISTEN.” Her goal is to find the solution for each of her client’s problem. Listen and understand his or her needs, such as the difference to her competitors (what does this mean?). By following this rule, Spear has being able to work honestly through her career as a sales person. In the last year, it has become more difficult to understand the customer needs purely because customers are increasingly hiring third party companies. She is now focusing on the needs of the third party, which could, on one hand, lead her to more clients. However, on the other hand, it could also make negotiation substantially more difficult.
7. Describe the types of training he has received, either at this company, at another company or through life experiences. How effective does he feel each type was? ? In other words, how has he learned /taught himself to sell? Spear attended hours of training at Disney World before even starting to work. In her eyes, this was a great way to begin work in a nice organization from day one. The Disney employee training focuses on the Disney culture, instead of focusing purely on the specific working position. Employees at Disney World need to understand and live the Disney mentality. One of the things she will never forget is to ask questions, but never those questions that obligate the speaker to repeat themselves.
8. What is his attitude about each of the following: quotas, paperwork, and sales managers? As Spear heard the word “quota,” she began to laugh and said that the organizations that still use quotas should change their philosophy. It seems to be an expression they don’t use in her current organization. She referred to it as a goal instead of quota, which makes her feel less pressure and stress. She said that quota has a negative connotation and she could not imagine having that in her actual job. The paperwork is plentiful and one of the most boring parts of her job. However, it is important and expected from her boss in the same way she expects it from her assistant. When we said the words “sales manager,” she only commented that it was the title of her position.
9. In general terms, what can an entry-level salesperson in his industry expect in the way of compensation? This can include a salary range / structure as well as other benefits, if any. We are not expecting the sales rep to reveal his salary…only the range for someone new entering the field.) The salary starts at $40,000 and since it is public work for Orange County, there are no bonuses offered for the position. The only reference to a higher salary is the time she experienced working for the Orange County Convention Center. Nevertheless, Spear appreciates a lot of her benefits. Employees enjoy free healthcare with one of the best insurance companies in the United States of America. Orange County’s staff is provided with discounts for restaurants and shops all over the place (the state? What “place”). Additionally, employees have the possibility to use their passes for SeaWorld and are able to invite up to four people. Moreover, meetings with clients often include funny and interesting evenings, such as NBA or NFL games.
10. Describe the perks that come with the job. Spear is proud to have the opportunity to represent the Orange County and work to build a better environment in Central Florida. She couldn’t imagine working anywhere else because she is accustomed to the feeling of accomplishment and the work-life balance that makes her happy and allows her to spend enough time with her family.
