ADP sales executive speaks to aspiring sales students

Meg Farabow ’11 provided valuable counsel to students looking to take charge in sales.

Meg Farabow, a 2011 Elon graduate and an account executive at Automatic Data Processing (ADP), an American provider of human resources management software and services, shared her sales insights with Elon students on Feb. 28 as part of the Chandler Family Professional Sales Center Speaker Series.

Since joining ADP, Farabow has achieved five President’s Clubs, while both selling and managing a team of sales professionals. She began her presentation attributing her success to her Elon education and experiences, which have shaped who she is today. While at Elon, Farabow was a Business Fellow and a standout member of the Elon Sales Team.

Emphasizing the importance of establishing one’s brand, Farabow quoted Warren Buffet’s famous line, “It takes 20 years to build a reputation and five minutes to ruin it.” She advised students to invest in themselves and outwork everyone around them to demonstrate a commitment to success.

She also prompted students to define their non-negotiables when it comes to finding the right company fit. Farabow referenced her non-negotiable value is integrity above all else. “In sales, there’s always an easy way and a right way to do things,” Farabow said, “so do the right thing always and start creating those habits today.”

Building partnerships is also an integral part of sales, Farabow explained. She noted the importance of identifying mutual goals and outcomes when working with clients. “Set expectations in the beginning, so throughout the partnership you know what to go back to,” said Farabow.

Another important aspect Farabow mentioned was communication. “Consistent communication is also key to a good relationship,” she said. “I make sure every single week we are at our banks at the same time, same day, so they know where we stand on the leads they send us.”

After describing a typical day in the life of a sales representative, Farabow shared some of the highlights of working with ADP. Among these highlights were the competitive environment, career advancement opportunities, variety of tasks and travel.

“The beauty of sales is the freedom and flexibility,” Farabow said. “Every day is different.”

Farabow also provided students with interview tips, especially regarding presence in the interview room. “Be confident,” said Farabow. “If you can’t sell yourself in an interview, it’s hard to imagine you selling to a client.”

She also mentioned the importance of showing your personality, bringing notetaking materials, coming prepared with questions, articulating experience with specific examples and finally, closing the sale.

“You’re not getting the job if you can’t tell me why I should hire you,” Farabow said.

The Chandler Family Professional Sales Center was endowed in 2008 by Thomas E. Chandler, owner of Chandler Concrete Company, and his family. The Chandler Family Center’s goals are to provide experiences that are relevant, practical and engaging, offer firms the latest sales knowledge and skills, connect students with local and national employers and conduct research that advances the field of sales.