January 25, 2024
Steve Travaglini on Transitioning from Athlete to Sales Leader
In the latest episode of the “Merchants of Change” podcast, host JR Butler sat down with Steve Travaglini to discuss his journey from college athlete to successful sales leader. Steve, who attended Assumption University and played football, shared his experiences and insights on transitioning to a career in sales, especially for former athletes and military veterans.
Fond Memories and Tough Challenges
Steve reminisced about his football days, emphasizing the camaraderie and the intense, challenging workouts. He highlighted a pivotal moment in his junior year when he suffered a significant knee injury. This setback turned into a valuable learning experience as he took on a coaching role, helping the defensive coordinator and gaining a new perspective on the game.
The Transition to Sales
Growing up in a sales-oriented family, Steve always had an inclination towards sales. His first sales role was an unpaid internship at the Worcester Visitors and Conventions Bureau, where he faced the daunting task of cold calling local businesses without any training or support. This experience, though challenging, laid the foundation for his sales career.
After college, Steve’s first full-time sales job was in recruitment at a staffing firm. He later transitioned to the tech industry, driven by the rapid career progression he observed among his peers. Steve’s move to tech sales proved to be a pivotal decision, aligning with his competitive nature and desire for continuous learning and growth.
Why Sales?
Steve loves sales for its parallels to athletics: the team dynamics, the competitive environment, and the meritocracy. Sales, like sports, rewards hard work and discipline. Steve emphasized the importance of being “dialed in,” a term used to describe someone who is focused, disciplined, and consistently performing at a high level.
Advice for Aspiring Sales Professionals
Steve offered valuable advice for new graduates and those considering a career in sales. He stressed the importance of choosing the right company and leader, advising candidates to ask about the sales enablement function during interviews. For those already in sales, he emphasized the need to be proactive, seek feedback, and continuously improve.
Building a Sales Playbook
Steve’s sales playbook would focus on three core pillars:
No Playbooks: Emphasize adaptability and doing what works over rigidly following a set methodology.
Hiring Well: Focus on hiring energy givers, self-driven individuals, and those with a natural fit for sales.
Human Psychology: Understand and connect with people to motivate and lead effectively.
Steve’s journey highlights the importance of resilience, adaptability, and continuous learning. His story serves as an inspiration for anyone transitioning from sports or military service to a sales career, showcasing how the skills and discipline developed in these fields can lead to success in sales.
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