June 15, 2023
Welcome to another episode of Merchants of Change, where we help elite athletes and military veterans transition into successful sales careers. Today, we have David Fales, a former NFL quarterback who has found a new path in tech sales. His journey from the football field to the corporate world offers valuable insights for anyone considering a similar career change.
Memories from the Field
David reflects on his time in football, emphasizing the importance of the relationships built through the sport. From high school to college at San Jose State, and then in the NFL, it’s the camaraderie and the locker room experiences that stand out the most. He notes that while specific games and events were memorable, it’s the bonds with teammates that he misses the most. This sentiment is a reminder to current athletes to cherish their time and relationships in sports.
Transitioning to Sales
The journey from professional sports to sales is not a common one, but David’s path was influenced by his brother’s success at Zoom, a well-known tech company. Seeing the opportunities in tech sales, David reached out to former teammates and professionals to learn about their experiences. His decision to start as a Business Development Representative (BDR) was strategic, allowing him to gain essential experience while staying remote during the pandemic.
David shares the importance of being humble and willing to start from the bottom, especially for athletes who are used to high-profile roles. His success as a BDR came from hard work, learning from top performers, and leveraging his routine-oriented background from sports.
The Athlete Advantage
David believes athletes excel in sales because of their discipline, routine, and understanding of delayed gratification. Athletes are used to following structured schedules and putting in the necessary work, even when it’s tough. These qualities translate well into the sales environment, where consistency and effort are key to success.
He advises others to seek out training and development opportunities when choosing their first sales role. It’s crucial to have a manager who has walked the path and can provide mentorship and support. David also highlights the importance of understanding the company’s growth potential and the opportunities for career progression.
Lessons from the Field
David emphasizes that learning never stops. Just as he studied the playbook in football, he continues to learn about his products and the industry to stay ahead. This continuous improvement mindset is essential for long-term success in sales.
He also notes the importance of being comfortable with discomfort. Cold calling and reaching out to high-level executives can be intimidating, but it’s necessary for growth. The best salespeople are those who can navigate these challenges and remain persistent.
Professionalism in Sales
For David, being a pro in sales means being prepared and consistent. He draws parallels to the best athletes who show up the same way every day, regardless of the circumstances. This reliability and dedication are what define true professionals.
David’s story is a powerful example of how the skills and mindset developed in sports can lead to success in a completely different field. His journey from the NFL to Zoom highlights the importance of preparation, continuous learning, and the ability to adapt and thrive in new environments. For anyone considering a career in sales, his advice and experiences offer a valuable roadmap to follow.
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