Building Relationships That Drive Results: Rebekah Nelson’s Decade of Sales Excellence
What drew you to IPC and what keeps you passionate about sales?
My husband has always told me I have natural phone skills and a great voice for sales. When he encouraged me to pursue any phone-based opportunities that came my way, I knew he was right. I genuinely love sales and thrive on the challenge. I also enjoy creating my own marketing materials, which adds a creative element to my role. That drive extends beyond work for me, so the daily goals and targets at IPC keep me energized and motivated.
What’s the most important lesson you’ve learned in your 10 years that you think every member should know?
The key is learning what their needs actually are before you try to sell something. Even when I’m making calls about our contests, I find it’s a breath of fresh air for members to discuss something that isn’t only about money. You can earn respect by talking about things that help them benefit, showing you care enough about them to discuss topics totally irrelevant to spending. Money is tight with everybody, especially independent pharmacies, so they appreciate that human connection.
What’s the most rewarding part of your role that members might not realize is happening behind the scenes?
Everyone here takes pride in what they do (that’s why we’re one of the top nationwide places to work). We don’t just have anybody work here; every person is special in their role, and it shows. I love coming to work, and that passion translates to the business we’ve enhanced and gained year over year. Mondays aren’t dreadful when you genuinely enjoy what you do.
What keeps you focused and energized in this role, especially when the work gets complex or challenging?
In sales, you can’t really be relaxed because even if you exceed your goals one day, the next day you still have to try to do the same thing. There’s no rest because today’s a new day and you have to take it as it comes. That constant challenge is what energizes me.
If you could change one thing about how members approach using IPC as a secondary, what would it be and what makes us stand out?
We have a lot to offer through our exclusive programs, and we constantly evaluate what our competitors are doing versus what we’re doing to stay ahead. If members can utilize our programs, many stores find real value there. For stores struggling with their primary, we can help them order brands from us to offset costs. Knowledge is power. If we can teach them about our options and listen to their needs, we can provide solutions to better their business, which ultimately makes our business better too.
Where do you think the future of this industry is headed and how is your work preparing members for that future?
I think IPC, with all of us working together, plays a crucial role in supporting independent pharmacies as they navigate an evolving healthcare landscape. On a personal level, I’ve always been passionate about helping independent businesses thrive (whether in newspapers, independent banking, or now pharmacy). Every department has their own role in this mission. We’re focused on ensuring independent pharmacies have the tools and support they need to remain competitive and continue serving their communities effectively.
When you’re not at work, what do you enjoy doing?
I’m pretty low-key, but my faith and family mean everything to me. I love Jesus, and being a mother and wife brings me incredible joy. We enjoy doing lots of activities together as a family, and I also love fishing, hunting, and spending time with my nieces and nephews.
What’s one piece of career advice you would give yourself on day one?
Approach each day with a fresh perspective. Change can sometimes be hard, so focus on what’s right in front of you. That’s all you really have to face. Don’t get overwhelmed by everything at once; just concentrate on what you can control today.
