--- title: Your Dream Client Didn’t Hire a Sales Rep | The Sales Blog description: You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! Your sales skills, attributes, and abilities carried you this far […] image: https://www.thesalesblog.com/hubfs/The%20Sales%20Blog-2.jpg --- ### [Now booking SKO meetings for 2026/27! 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You discovered the [truth](http://thesalesblog.com/2010/05/discovering-the-ground-truth/) of your dream client’s [problems](https://www.thesalesblog.com/blog/your-are-not-treating-the-presenting-problem), you helped create a [vision](http://thesalesblog.com/2010/02/storytelling-the-ability-to-create-and-share-a-vision/) of a better outcome and a better future, and you won the deal. Congratulations! Your sales skills, attributes, and abilities carried you this far and they carried the day. You won the business because of your sales abilities, but that isn’t why your dream client hired you. They hired you to get them result that you sold and that you promised. They didn’t hire a sales rep. #### They Hired a Manager Your dream client hired you to [manage an outcome](http://thesalesblog.com/2010/02/manage-outcomes-the-ability-to-achieve-results/). They hired you to make an improvement in they area in which they were dissatisfied. They expect you to manage that outcome, and they expect you to own it. You are now part of their management team, at least as it pertains to the result that you sold. Management means ensuring that the resources are in place to get the outcomes that your dream client needs, and that those resources perform effectively. You can’t drop the contract off on your sales manager’s desk and leave; your job is just beginning. #### They Hired a Leader You helped create the vision and you helped to sell the vision. Your role in sales does not end there. By helping to create and to sell the vision, you own that vision. Now you have to [lead](http://thesalesblog.com/2010/02/leadership-the-ability-to-generate-results-through-others/) the realization of that vision. Your role is to lead your team, and to participate in the leadership of your dream client’s team (and sometimes you have to lead both teams outright). Walking your talk means ensuring that your team and your company delivers. You are the de facto leader, and your phone is the phone that is going to ring [when the problems occur](http://thesalesblog.com/2010/04/what-to-do-when-the-train-comes-off-the-tracks-or-how-to-make-clients-for-life/). Want to be a [consultative seller](http://thesalesblog.com/2010/06/is-what-you-are-doing-really-consultative-selling/)? Want to have [influence and credibility](http://thesalesblog.com/2010/06/influence-equals-credibility/)? Then you will have to lead. #### They Hired a Team Member Your dream client hired you to be a part of their team. They have brought you in to their trust, and they want (and need) you to make a contribution as a team member. They expect you to be engaged in their business. They expect you to have a presence—especially early on when your new initiative and endeavor is most at risk. They expect you to help them manage [change](http://thesalesblog.com/2010/02/change-management-the-ability-to-help-others-improve/). Your success in sales requires you to be the member of many teams, including your dream client’s teams. Your dream client hired you to be part of their team, not just a sales rep from a vendor. #### They Did Hire a Sales Rep Your dream client did in fact hire a sales rep. All of the razzle-dazzle you gave them with your situational knowledge, your [business acumen](http://thesalesblog.com/2010/02/business-acumen-a-general-understanding-of-business-principles/), your killer diagnosis, your creation of a vision, and all of your other sales abilities now have to be employed to influence your team and their team to create the change that you sold together. They expect you to help them sell within their organization, and they absolutely expect you to [sell within your organization](http://thesalesblog.com/2010/01/selling-inside/) to get them the outcome that they need. Your influence and your credibility as a salesperson doesn’t begin or end with your dream client, it begins and ends within your own organization. Your job is to sell, and sell, and to keep selling until you get whatever you need to ensure that you achieve the outcome that you sold. You may have to resell a group of people over and over again, using all the persistence and [determination](http://thesalesblog.com/2010/02/determination-the-ability-to-persevere/) that brought you this opportunity in the first place. You dream client did hire a sales rep. One who will help them to sell everyone necessary to making their vision a reality. #### Conclusion Your dream client hired you because of your sales skills and abilities. Now they expect you to deliver, and that means your role, your duties, and your responsibilities require more than just your sales skills. #### Questions 1. 1. What are your dream client’s expectations of you after you win the deal?   1. 1. What attributes and skill sets are required of you to succeed for them and to accomplish the results that you sold?   1. 1. How do your sales skills and attributes compliment or strengthen the other abilities you need to succeed for your clients? What attributes do you most need to develop?   1. What sales skills and attributes are necessary to achieve results for your dream client after the deal has been made?   For more on increasing your sales effectiveness, subscribe to [the RSS Feed](https://www.thesalesblog.com/feed/) for The Sales Blog and my [Email Newsletter](http://thesalesblog.us1.list-manage.com/subscribe?u=76cf0c62588f9f49b6d04a3d9&id=ecb6981006). Follow me on [Twitter](http://twitter.com/iannarino), connect to me on LinkedIn, or friend me on [Facebook](http://www.facebook.com/iannarino). If I can help you or your sales organization, check out my coaching and consulting firm, [B2B Sales Coach & Consultancy](http://www.b2bsalescoach.com/), [email me](mailto:anthony@gmail.com), or call me at (614) 212-4279. Read my interview with Tom Peters ([Part One](http://thesalesblog.com/2010/03/the-sales-blog-interview-tom-peters-on-the-little-big-things-part-one/) and [Part Two](http://thesalesblog.com/2010/03/the-sales-blog-interview-tom-peters-on-the-little-big-things-part-two/)). Read my [Blogs.com](http://www.blogs.com) featured guest post on the [Top Ten Sales blogs](http://www.blogs.com/topten/top-10-sales-blogs/). Read my monthly post on [Sales Bloggers Union](http://www.salesbloggers.com/author/iannarino/). Get [The Sales Blog iPhone App](http://itunes.apple.com/us/app/the-sales-blog/id349930905?mt=8) to read The Sales Blog and [Twitter Feed](http://www.twitter.com/iannarino) on your iPhone.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Leadership](https://www.thesalesblog.com/blog/tag/leadership) [2010](https://www.thesalesblog.com/blog/tag/2010) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 9, 2010 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-08-28T4:29:22 AM", "datePublished" : "2010-07-09 22:26:20", "description" : "You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! 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