Before I set up my own business I had worked in sales roles for close to 20 years. I loved it! Anyone that has worked in sales knows that when working with key accounts there is often blood, sweat and tears as you work to strengthen those relationships and build the business.

I have many examples but one, in particular, stands out in my career that left me heartbroken.

I worked my butt off to build a working relationship with a customer. They were 80% of our business revenue as the stakes were high. Our friendship grew over lunches, multiple site visits weekly and the amount of time we spent on the phone.

Six years into the role, the business I worked for was sold and my role became redundant. I had the opportunity to email key clients to let them know.

I sent the email to my “friend” in purchasing to let her know the news before I finished.

Zero response. Ever.

Gone without a trace.

It made me question everything. All the effort I had put in and zero acknowledgement with even a simple goodbye.

You see whilst I made the process more enjoyable and she had fewer headaches, the fact was we were the only business that manufactured their products. She would have placed purchase orders every week regardless.

Yes, it broke my heart. Something that would happen in other roles as the relationship lines of business and friendship became blurred.

It wasn’t me they were doing business with – it was the company.

Yes, I have equal stories where the reverse is also true. I left the company for a competitor and customers followed me.