3 Expert Strategies For Improving Your Career As a Brand Rep

Brand representatives who work outside of the office need to be proactive about holding themselves accountable when they fall short of goals. Because while they have the freedom to go the extra mile and knock their targets out of the park, that also means no one is pushing them to overachieve except themselves. 

Therefore, reps that are able to constantly improve on their past work are especially valuable to their brands. We recently spoke with Bob Phibbs, CEO of The Retail Doctor, a retail consultancy based in New York. Here’s what he had to say about self-improvement in the field:

1. Set Aggressive Goals

It’s hard to make improvements when you haven’t defined what needs to be changed. Perhaps you aren’t hitting your numbers or have lost some valuable contacts. Phibbs explains that setting goals starts with identifying that you need to make a change.

After accepting that aspects of your process need to be augmented, the next step is to define what you want to achieve with your goal. Maybe you’re looking for more freedom on the job, more money in your pocket, or simply bragging rights. Whatever it is, you need to make your end-result clear so that you’ll stay motivated to work toward it.

Finally, goal setting requires discipline. More often than not, you’ll have to sacrifice something you enjoy to accomplish your goal. You might have less free time, have to wake up earlier in the morning, or have to make a variety of lifestyle changes. To prevent conflict later on down the road,  let your friends and family know that your day-to-day life might be altered as a result of your pursuit of your goals.

2. Compete Through Collaboration

Self-improvement might seem like an independent venture, but in order to compete at the highest level, Phibbs explains reps have to learn how to collaborate. Collaboration might come easy when you and your co-workers are similar, but what about when you have very little in common? Phibbs defines four distinct personality types every rep has to work with in order to succeed:

Drivers

• Bold, assertive character traits
• Enjoy taking credit for themselves and not always willing to share it
• Can be self-obsessed
• Characteristic of many speakers and politicians

Analyticals

• Process-oriented
• Appreciates facts
• Typical of many CPAs or CFOs

Expressives

• Full of energy; concerned with what’s new and trendy
• Don’t always follow through on commitments
• Most actors or comedians fall into this category

Amiables

• Can be described as “salt of the Earth”
• More interested in you than in themselves
• Many work as teachers, nurses, salon owners, customer service personnel

As a field marketing representative, you probably identify as being a “driver” or “expressive”. It’s important, however, to remember to acknowledge the “analyticals” and “amiables” who you’ll work with either on your client accounts or on your own team. Understanding that each personality type operates differently can help you collaborate with each type most effectively. Moreover, you’ll be more attuned to recognizing those more reserved personalities who helped you reach your goals.

3. Ask Yourself Tough Questions 

Asking yourself tough questions creates possibilities to replace excuses. If you happen to fall short of your goals, Phibbs suggests asking yourself three big questions to guide how you bounce back:

First off, Phibbs recommends you look inward, asking yourself, “What could I have done better?” Limit yourself to answers that you alone have control of, so you can create a checklist that's entirely in your power to complete.

Next, consider resources. Ask yourself, “What information do I have now that I wish I had before?” This question will help you turn that old adage, "Hindsight is 20/20" into a helpful process you can follow to ensure you'll be more prepared next time. 

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