Women working in Sales
Karen Scrutton offers exceptional customer service and so can you
Karen joined British Gas in 2002 with four years' experience as a sales professional in the energy industry. Sales wasn't an obvious career choice for Karen. Previously, she'd spent 10 years running her own cleaning business and had also lived abroad with her family.
What attracted you to a sales career?
To be honest, I'd never considered working in sales; it was my two eldest children who persuaded me to give it a go. Initially, the thought of knocking on someone's door to promote products and services terrified me, but my first experience couldn't have gone better. The customer was welcoming and very keen to change energy supplier. From there, my confidence grew and grew - and so did my earnings.
You worked in the energy industry for four years before joining British Gas - why the change?
Everyone knows and recognises British Gas as a leading energy supplier; I grew up with British Gas myself and even bought my first cooker from them! It was an easy decision for me, but most of the eight sales teams I was managing also came with me.
What does your role as energy sales consultant entail?
I offer customers a consultative, advisory service to help them become more energy efficient and save money. I'm allocated specific customers in my area and visit them in their homes, although it's far from a door-to-door job. My role is to conduct energy savings reports and promote our trusted range of products and services - it's very much managing the British Gas customer experience and I always leave my contact details should they need further advice. Occasionally, I get phone calls from customers I met 2-3 years ago and even Christmas cards, which adds to the satisfaction.
The financial rewards are great. When you join, you get a basic salary of £11k which rises to £15k in line with performance. Add bonuses and reward schemes and you should be looking at earning £2,500 a month - and there's a competitive benefits package and lots of opportunities to progress your career by becoming an Energy Specialist or an Energy Expert.
So describe a typical day
9.30am: I plan and prepare for the day's customer visits, familiarising myself with the travel route and understanding what products and services customers already have.
10.15am: I'm out on the road, travelling to my first customer. In the morning, customers are usually busy mums and retired people. Sometimes you talk on the doorstep; other times you're invited in. Either way, I enjoy meeting customers and explaining how I can offer products and services that are tailored to their needs and save money - so important in today's economic climate.
12-1pm: I stop for a lunch break, review how my morning's gone and then it's out to my next visit.
3pm: I stop for a coffee as mums are out and about on the school run. I wouldn't dream of visiting them when they're rushing around collecting their children.
4pm: I may work a few more hours depending on whether I've achieved my personal goals for the day. I'm very focused and want to feel satisfied with my day's work.
In your opinion, what type of person is suited to this role?
Not everyone is suited to this role. You need to hit the ground running, listen to needs and identify sales opportunities. People also need confidence, empathy and the ability to connect with customers while giving tailored, professional advice.
What career opportunities have you experienced?
Plenty, including management however, one role I never expected to do was that of a Trade Union representative, but I was put forward by my colleagues at British Gas. I combine this with my sales consultancy job. There's a real sense of achievement working alongside the management team and representing my colleagues, plus I have an in-depth understanding of the Sales role.
What advice would you give someone considering this role?
I've been with British Gas for over six years now and seen the business really evolve. New recruits get a fantastic training package and coaching during their first few weeks. I'm often asked to coach new recruits, and I really enjoy talking about my experiences and sharing my knowledge to give them the best start on their career path.
The job itself offers an enormous amount of flexibility, including part and full-time roles. As a mother of five and a grandmother of 10, I now only work four days a week so that I can spend time with the family.
Sales is all too often seen as a male-dominated world, but I feel women can be just as successful in this role. You're quickly respected by your team members for your achievements and performance, the camaraderie is second to none and there's always someone willing to offer advice and support.
I'm a firm believer that you can shape your own future and make things happen if you've got self-belief and drive, and are prepared to work in all weathers. The earning potential is unlimited so you get out everything you put in. All I can say is apply today.