June 8, 2023
In this episode of Merchants of Change, JR sits down with Michael Paladino, a former athlete turned successful sales leader. Michael shares his journey from playing sports at Trinity College to becoming a prominent figure in the tech sales industry. This episode is packed with insights for new sellers and those transitioning into sales, particularly former athletes and military veterans.
Sports Memories and Transition
Michael’s fondest memories from his sports career revolve around the camaraderie and shared victories with teammates. He emphasizes the importance of building relationships and enjoying the journey, rather than focusing solely on the outcomes. A unique tradition from his time at Trinity involved reading anonymous letters in the locker room, allowing teammates to air grievances humorously and build a stronger bond.
Reflecting on his transition to sales, Michael highlights the challenge of moving from a role with clear-cut responsibilities in a family business to the dynamic environment of tech sales. His first sales job at VM Turbo (later known as Turbonomic) introduced him to a vibrant, competitive atmosphere that felt reminiscent of a sports team.
Early Career Lessons
Michael advises new sellers not to overthink their first job choice. Instead, focus on finding a supportive team and strong leadership. He emphasizes the importance of evaluating the company’s culture and the authenticity of its leaders. Michael’s own experience at VM Turbo taught him the value of learning from others and the importance of resilience and grit in sales.
Keys to Success at PandaDoc
Michael’s move to PandaDoc allowed him to create significant impact by developing a new full-cycle sales motion. His success was driven by hard work, adaptability, and a willingness to learn from others. He attributes his achievements to outworking his peers and maintaining a balance between leveraging a supportive culture and pushing for high performance.
Philosophical Insights and Mentorship
One of the most impactful lessons Michael learned was the concept of “no victims,” emphasizing personal accountability. This lesson was reinforced by reading “Extreme Ownership” by Jocko Willink, which he recommends for its insights into leadership and accountability. Michael underscores the importance of having mentors who provide valuable guidance and perspective, such as his former CRO at PandaDoc, Nate Gilmore.
Advice for Navigating Tough Times
As the market becomes more challenging, Michael advises sales professionals to focus on skill development and resilience. He emphasizes the importance of maintaining a positive attitude, seeking mentorship, and being proactive in personal development. Michael also highlights the value of humility and continuous learning in achieving long-term success.
Identifying a Rocket Ship Company
When choosing an early-stage company, Michael suggests looking beyond product-market fit. Evaluate the leadership, culture, and the potential for personal growth within the organization. He believes that the people and the company’s vision are critical factors in determining its potential for success.
Final Thoughts on Being a Pro in Sales
For Michael, being a pro in sales means having a clear definition of professionalism, working deliberately, and maintaining personal accountability. He stresses the importance of humility and continuous improvement, noting that pride can hinder growth.
Michael’s journey from athlete to sales leader offers valuable lessons for anyone looking to transition into sales. His emphasis on hard work, resilience, and continuous learning provides a roadmap for achieving success in a competitive industry.
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