February 8, 2024
From the Court to the Cold Call: Matt Barr’s Journey from Basketball to Sales
In a recent episode of Merchants of Change, host JR Butler welcomed Matt Barr, a former basketball player turned sales professional. Matt’s journey from the basketball court to a successful career in sales offers invaluable insights for aspiring salespeople, particularly those transitioning from sports.
Fond Memories and Lessons from Basketball
Matt began by reflecting on his basketball career, emphasizing the camaraderie and team spirit he experienced. “It’s the locker room, the long bus rides, the morning lifts,” he shared. These experiences instilled in him a sense of discipline and teamwork, which later proved crucial in his sales career. Matt fondly recalled the accountability system at Bentley, where players were graded on their performance in every game. This rigorous approach to improvement laid the foundation for his work ethic in sales.
Transitioning to Sales: From Rwanda to SaaS
After college, Matt took an unconventional path by spending a year in Rwanda with a nonprofit organization, using basketball to promote health education. This experience broadened his perspective and reinforced his commitment to making a positive impact. Returning to the U.S., he began his sales career at Acquia, a software company in Boston. The skills he developed on the basketball court—resilience, strategic thinking, and teamwork—translated seamlessly into his new role.
The Importance of Mentorship and Passion
Matt highlighted a pivotal conversation with a mentor who advised him to find passion in building processes, developing relationships, and helping others grow. This advice reshaped his career trajectory, leading him to Breezeway, a startup where he could leverage his skills and passion for building teams and processes. Matt emphasized the importance of mentorship in sales, advising new sales professionals to seek leaders who offer substantial coaching and development.
Advice for Aspiring Sales Professionals
Matt’s advice to those considering a career in sales is straightforward: focus on culture, leadership, and growth. He stressed the importance of joining a company where you can receive robust coaching and mentorship, which is vital for early career development. “Find a leader who can provide you with the necessary guidance and support,” he advised.
Training New Sales Reps: The Breezeway Playbook
At Breezeway, Matt’s approach to onboarding new sales reps starts with instilling a deep understanding of the customer. He prioritizes teaching new hires about the clients’ needs and challenges before diving into product training. This customer-centric approach ensures that sales reps can speak the client’s language and build credibility from the outset.
What It Means to Be Dialed In
For Matt, being “dialed in” means bringing consistent energy, focus, and effort to every task, every day. He referred to this as “everyday ability,” a concept instilled in him during his basketball days at Bentley. Additionally, he emphasized the importance of an internal locus of control—focusing on what you can control and constantly seeking ways to improve.
Matt Barr’s journey from basketball to sales exemplifies how the skills and mindset developed in sports can lead to a successful career in sales. His story is a testament to the power of discipline, mentorship, and relentless effort in achieving professional success.
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