I started my career in July 1982 with Bradma Of India Ltd. in Ballard Estate, Mumbai. Like for most, the experience of first job is an everlasting memory. Bradma was considered one of the best breeding grounds for sales people. I started my career as a trainee sales executive for a salary of under Rs.500/- per month. The training at Bradma was one of the best I can remember for freshers; it was a complete course which one had to undergo and then you were unleashed in the marketplace. I had applied for this job through a newspaper advert and was selected among a large number of applicants. I stayed in Bradma for a year, primarily because I needed more money to survive in Mumbai where I was new at that time.

Key challenges

Sales pressure was high, hence one had to be very objective in assessment of one’s prospects. However, the supervision was great. Hence, there were people to tell you if you were going wrong.

We had to individually carry demo equipments in a mid-size travel bag with us every day on field sales calls. This was quite back-breaking, travelling in trains to distant territories and going office to office with a big bag, security check most times etc. Wonder how many IT sales managers would take so much trouble in today’s day & time.

I was new in Mumbai and competing with boys who were well-heeled, educated in well known schools. Even though my colleagues were very co-operative and supportive, one had to work extra hard to succeed in a highly competitive environment, while continuously improving your grooming.

Important lessons

You cannot be a successful sales person unless you continuously generate new prospects. You cannot achieve your targets without planning. You cannot close a sale unless you repeatedly ask customers to buy, giving them powerful value proposition. No sales other than that of emergency goods or essential food items happen on its own, every sales happens only because a sales person badly wants to make it happen.

Lasting impression?

My trainer & regional head Mr. Purshottam Lal was a great boss, very tough on exterior and yet very caring.

I still remember my first day on the field where without understanding the complexities of territories, demand etc. and not knowing that there is some place called Nariman Point, I was allocated to make cold calls on foot in small-small offices in Mazgaon & Bhindi Bazaar on a rainy day. I made my first sale here.

There is one instance which is truly unforgettable when during lunch time on the first day of my field sales prospecting in August 1982, I landed up in the Maharashtra Sales Tax head office at Mazgaon, Mumbai and unknowingly barged into the unguarded office of the Commissioner himself. I started to deliver my sales pitch and what is worth mentioning is that the great man attended to me properly. Next day, when I narrated this incident in exuberance to my bosses, an entire army of Bradma Managers were at his door apologizing. But I should also mention that, we bagged the opportunity to do an entire requirement analysis because of this one call