June 26, 2024
In Episode 3 of Merchants of Change, host JR Butler sits down with Chris Davis, a former hockey player who has transitioned into a successful sales career. Chris shares his journey from playing hockey at Avon Old Farms and UMass to working in sales, offering valuable insights for athletes and veterans considering a similar path.
From the Ice to the Office
Chris Davis grew up in Simsbury, Connecticut, a town with a rich hockey culture, where he developed his passion for the sport. He played at Avon Old Farms under the legendary coach John Gardner, and later at UMass, where he played alongside notable players like Jonathan Quick. After college, Chris played professionally in the East Coast Hockey League and then in Sweden, where he embraced not only the sport but also the cultural experiences.
The Challenge of Transition
Transitioning from professional hockey to the business world was challenging for Chris. He felt a loss of identity and faced the daunting task of starting a new career with no formal experience. His first job outside of hockey came through networking within the hockey community. A parent of one of the players he coached offered him a job at a pump manufacturing company, even though Chris had no prior knowledge of the industry.
Learning and Adapting
In his initial role, Chris found himself in a cubicle, quickly realizing that he needed to be in a more dynamic, people-oriented environment. He advocated for a sales position, and his company wisely placed him in the service department first. This role taught him the technical aspects of the products and honed his troubleshooting skills, preparing him for a future in sales.
Sales Success and Industry Insights
Chris eventually moved into a sales role, where his preparation, confidence, and ability to connect with people became crucial. He now works as the Director of Sales for a company specializing in industrial process equipment, particularly pumps used in various industries from municipal wastewater treatment to food processing plants like Chobani.
Chris emphasizes the importance of preparation and understanding your audience, skills he developed as an athlete and now applies in his sales career. He also values the diversity of his work, which allows him to travel and learn about different industries and processes.
Advice for Aspiring Sales Professionals
Chris advises new graduates interested in sales to get their foot in the door with any sales role to gain experience. He stresses the importance of finding a mentor and preparing thoroughly for each opportunity. For him, sales offers a way to channel his competitive nature and desire to win, similar to his hockey days.
Being Dialed In
For Chris, being “dialed in” means being thoroughly prepared for presentations, knowing your audience, and delivering with confidence and engagement. It’s about leaving a lasting impression and demonstrating professionalism.
Chris’s journey from the ice rink to the sales field illustrates the transferable skills athletes bring to the business world. His story serves as an inspiration for those looking to transition into sales, showing that hard work, preparation, and a willingness to learn can lead to success.
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