Logistics Know-How and Competitive Edge Secret to Sales Success

Rachael Scott spent more than 15 years in freight logistics before stepping into a sales role at United Rentals.

"I found it really daunting," says the Wellington-based Inside Sales Representative. "I wasn't sure if I wanted to do it because I'd never worked in sales before."

It's this sort of straightforward honesty that makes Rachael so good at her job.

An unexpected fit

Rachael's role combines sales and branch logistics in a way that suits her problem-solving nature and a drive to make things easy for customers.

"No two days are the same, which I love. I thrive in a busy environment," she says. "It's a juggling act with so much variety. I don't think I could sit in front of a computer all day long."

After her first successful sale back in 2023, Rachael’s uncertainty about sales started to ease.

"I was so excited. It was a real rush,” she says.

She found her footing quickly at United Rentals. Her hybrid role means she can give customers real-time details on stock, condition and delivery, and her direct communication style has helped her establish lasting relationships resulting in repeat business.

"I really do think it's because I'm straight to the point. I don't beat around the bush, but I still build a great rapport with my customers. I tell them what we've got, what condition it's in and when we can get it to them."

The whole journey, not just the sale

For Rachael, hiring a container is just the beginning. She makes a point of staying available long after the initial conversation.

"Customers can always call me if they want to look at something, have questions or need measurements," she says. "It's not just about selling - it's about the whole process.”

Her manager recognised early on that sharing monthly performance data tapped into a motivating factor for Rachael - competition, even when it’s with herself.

"I'm so competitive that I'll always try to beat how I did last month or beat another branch's percentage on sales. Having that competitive element is so motivating."

Backed by the team

The role can be demanding, but having a good team around her and a genuine connection with work makes it rewarding and fun too.

"If I'm really swamped, I know I can ring up the team in Auckland and say, 'Hey, can you take my calls for the next hour?' and they will always do it, and vice versa," she says. "It's that kind of environment that makes all the difference.”

What connects the logistics side and the sales side for Rachael is people. Some of the customers she works with today she has known for many years, long before her role had any sales component to it.

“I’ve worked with some of my customers across multiple different jobs, and forming those relationships makes such a difference to the work I do now.”