Summa’s Sales Spotlight: We Learn by Doing – We Learn by Trial and Error


Our sales people are tooled with a great product. They are part of the number one software company supplying the pawn industry. We have thousands of clients, testimonials and success stories. We are able to leverage all of this because our clients believe in our product and our people.

We call our sales people, “sales people” but lucky for us, our product and our brand sell themselves. We teach that it is vital to for our people to establish themselves as somebody who can actually help our clients. I am proud to say that we have a group of genuinely caring sales people here. I can’t tell you how many times I’ve heard a customer say an Account Manager really “went to bat” for them. It is important that they care, because we care. The success of PawnMaster would never have come to fruition if it weren’t for the successes of our customers.

Knowing the industry is crucial to ensure you are well-rounded and can speak in a languageyou client can relate to. It takes time but you will only learn by doing. When a new rep comes on board, this is the part that may be a learning experience. It is okay to make mistakes. It is okay to admit that you’re still learning. If you don’t know the answer, say you don’t know the answer and go find it. We learn by doing. We learn by finding the answers, because next time we’ll know that answer.