May 29, 2024
From the Gridiron to the Sales Floor: Connor Gallo’s Journey
In our latest podcast episode, we had the pleasure of talking with Connor Gallo, a former college athlete turned sales professional. Connor’s story offers valuable insights for athletes and military veterans transitioning into sales careers, a primary focus of our podcast.
Connor, hailing from Troy, New York, reminisced about his early days in sports. His favorite memories include playing youth football and basketball with a close-knit group of friends, and being honored in his hometown’s Hall of Fame for an undefeated CYO basketball team and a youth football team. One particularly poignant memory was losing 30 to 35 pounds as a young teen to play at a higher level with his friends, showcasing his early dedication and work ethic. Another highlight was throwing a touchdown pass to his brother during his college football career at Union College.
Connor’s transition from athletics to a sales career was influenced significantly by his older brother, a former VP of Sales at HubSpot. Despite having no concrete plan after graduation, Connor leaned on Union College’s strong alumni network and his brother’s guidance. He realized the importance of understanding what he didn’t want to do early on, which helped him navigate his career path.
The toughest part of his transition was losing his identity as an athlete. For 17 years, Connor’s primary identity was as a football player, and suddenly, it was gone. This void made it challenging to find the same level of passion and purpose in a new career. However, he found excitement in discovering a new purpose and starting fresh in a new city and career.
Connor emphasized the importance of foundational skills from sports, such as discipline, preparation, and hard work. These skills translate well into sales, where success often hinges on doing the hard work that others avoid. He encourages young athletes entering sales to apply the same dedication they had in sports to their new careers. This includes putting in extra effort, such as working on messaging, account research, and objection handling.
When asked about his advice to Union alumni interested in sales, Connor stresses the importance of understanding their “why.” He challenges them to think deeply about why they want to pursue sales and educates them on what to expect in the profession. He also values persistence, appreciating those who follow up diligently to show their commitment.
Connor’s perspective on sales is that it’s far from the outdated notion of being a “used car salesman.” Instead, it involves being a consultant who helps customers solve business problems. With the advent of information and technology, buyers are more educated than ever, making the role of a sales professional more about diagnosing needs and collaborating on solutions.
In conclusion, being “dialed in” as a sales professional means combining purpose, commitment, and hard work. Connor emphasizes the importance of being a great teammate, working hard, and having the discipline to continually improve. His journey from football to sales highlights how the skills and mindset developed in athletics can lead to a successful and fulfilling career in sales.
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