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Karl Schaphorst 

Name: Karl Schaphorst
Title and Company: Sales Manager / Trane, div of American Standard
Education: Bachelors of Science @ Iowa State
Work Experience: 13 years
What I do: I manage 10 people who sell and support air-conditioning/heating equipment and service to the commercial/industrial building industry. Tasks include: managing sales performance; tracking sales processes of large projects; hiring/firing; developing strategic sales plans; sales coaching; debriefing; selling to mechanical contractors, building owners, and consulting engineers.
How I Got Here:  Trane hired me through the Iowa State University career placement office. Trane provides a six-month training program to all new recruits before sending them to the field sales offices. I worked six years as a sales engineer before being promoted to sales manager and then general manager. All Trane salesman are 100%-commission compensated, so career advancement occurs more on the income side and less on the “job title” side.
 

Skills Needed:  Strong understanding of the selling process

 
Where do I go from here?  I have learned that the skill of selling is more important than actual product knowledge. This being the case, most any sales or sales management position that is performance-based could be included in my sales path.
 
Advice:  Good sales training is key. Understand that not all people are cut out to be in sales. Identify your strengths and determine if they are consistent with a career in sales and then train, train, train. Product knowledge can always be learned, but gifted sales people are hard to find.
 

Biggest Misconception:  Sales must be a high-pressure job.

 
To enjoy and to succeed in this position you need to:  Enjoy working with people, handle rejection well, be good at bonding and building rapport. Learn to have fun, but be competitive because it is a competitive business.  Do not get emotionally involved. Be well organized.
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