Episode 4: The Art of Sales | Jenn Haskell

Bhupendra Rathod on February 1, 2024

Episode 4: The Art of Sales | Jenn Haskell

February 1, 2024

From Athlete to Sales Enablement Leader: Jen Haskell’s Journey

In the latest episode of “Merchants of Change,” host JR Butler sat down with Jen Haskell, a former three-sport college athlete and now a leader in sales enablement. Jen’s unique journey from being an elite athlete to shaping sales professionals provides valuable insights for anyone considering a transition into sales.

Athletic Background and Early Career

Jen’s sports journey is impressive. She was on the path to playing Division I basketball and Division II softball but chose to attend a Division III school to play basketball, softball, and volleyball. This decision was driven by her passion for all three sports. Among her proudest athletic achievements is being the first female at her college to score 1,000 points in basketball. Jen credits her competitive spirit and teamwork skills developed during her sports career as foundational to her professional success.

Transition to Sales and Sales Enablement

Jen’s path to sales was unconventional. Initially aspiring to be a sports agent, financial constraints led her to a corporate role instead. She discovered her love for teaching and coaching, which naturally evolved into a career in sales enablement. Despite never holding a formal sales title, Jen has always been in roles where selling and persuasion were key components.

Adapting Training for Different Generations

Jen highlighted the importance of adapting sales training to cater to different generations. Millennials, for example, thrive with a blend of traditional and digital training methods. Gen Z, having grown up with smartphones and short-form content, respond better to brief, focused coaching sessions. Jen emphasizes the importance of a blended learning approach, incorporating self-paced learning, hands-on practice, and digital tools to cater to various learning styles.

Key Advice for Aspiring Sales Professionals

For those new to sales or considering a career shift, Jen advises being proactive in leveraging sales enablement resources. She encourages new sellers to actively engage with their sales enablement teams, seek continuous feedback, and integrate training into their daily routines. This proactive approach not only accelerates learning but also builds a strong internal brand as a go-getter.

Building Effective Sales Enablement Programs

Jen’s playbook for sales enablement includes several core components. For sellers, it emphasizes time management, building and managing pipelines, and strategic planning. For leaders, it focuses on understanding team dynamics, emotional intelligence, and empowering their teams rather than solving every problem for them. Jen believes that effective sales enablement is about creating a supportive environment where sellers can thrive.

Final Thoughts

Jen’s love for sales stems from her passion for being part of a team and helping others succeed. She highlights the importance of having a clear vision, being adaptable, and continuously seeking input from others. Her sports background has instilled in her a strong work ethic and the ability to push through challenges, qualities she believes are crucial for success in sales.

Jen’s journey from a multi-sport athlete to a leader in sales enablement is a testament to the transferable skills athletes and military veterans bring to the sales profession. Her story underscores the value of teamwork, adaptability, and relentless pursuit of excellence—qualities that are essential in both sports and sales.

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Episode 3: The No Playbook Playbook | Steve Travaglini

Bhupendra Rathod on January 25, 2024

Episode 3: The No Playbook Playbook | Steve Travaglini

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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Episode 2: Be Different | Pat MacGregor

Bhupendra Rathod on January 18, 2024

Episode 2: Be Different | Pat MacGregor

January 18, 2024

From Locker Room to Sales Floor: Pat McGregor’s Journey

In the latest episode of “Merchants of Change,” host JR Butler chats with Pat McGregor about his transition from a collegiate hockey player to a successful sales professional. The episode is geared towards new salespeople and those considering a shift into sales, especially athletes and military veterans.

Fond Memories of Hockey

Pat recalls his favorite memories from playing hockey, focusing on the camaraderie in the locker room and the invaluable lessons from his coaches. These experiences taught him the importance of teamwork, dedication, and continuous self-improvement—qualities that have served him well in his sales career.

Transitioning to Sales

Pat’s journey into sales began after a brief stint in professional hockey. Realizing that an NHL career wasn’t in the cards, he used his time in the East Coast League to explore potential career paths. Conversations with former hockey players, like Coleman Noonan, guided him towards sales. Coleman asked Pat a crucial question: “What motivates you?” Pat’s desire for competition, financial success, and a team-oriented environment made sales a natural fit.

First Steps in Sales

Pat’s first sales role was as a BDR at Resilient. He describes the initial challenges, from the anxiety of starting a new job to the steep learning curve. Pat emphasizes the importance of asking for help and being proactive in learning from others. Shadowing calls and seeking mentorship were critical to his development.

Advice for Aspiring Sales Professionals

Pat offers valuable advice for new graduates and those considering sales:

Be Different: Stand out by being proactive and creative. Don’t just follow the crowd.

Shadowing: Learn from experienced colleagues by shadowing their calls.

Continuous Learning: Invest time in reading, listening to podcasts, and watching videos to build your skills.

Culture Fit: Find a company with a culture that aligns with your values and a leadership team that supports your growth.

Finding the Right Role

Pat emphasizes the importance of finding a role that aligns with your motivations and career goals. For him, Gartner provided a strong company culture, growth opportunities, and a product he was passionate about. He advises job seekers to research companies thoroughly, considering factors like OTE numbers and turnover rates.

Leadership and Team Culture

Now a sales leader at Gartner, Pat draws parallels between his time as a hockey captain and his approach to leading a sales team. He focuses on building a strong culture and understanding what motivates each team member. Regular check-ins to discuss both professional and personal goals help keep his team motivated and aligned.

Key Traits for Success

Pat highlights coachability, dealing with adversity, and being a lifelong learner as essential traits for success in sales. He also stresses the importance of being naturally curious and an active listener, allowing sales professionals to understand their clients’ needs deeply and build strong relationships.

Conclusion

Pat McGregor’s journey from the ice rink to the sales floor is a testament to the transferable skills athletes bring to the corporate world. His story underscores the value of teamwork, continuous learning, and a strong work ethic—qualities that can propel anyone to success in sales. For those considering a career in sales, Pat’s insights offer a roadmap to navigating the challenges and finding fulfillment in this dynamic field.

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Episode 1: Improvise, Overcome, Adapt | Charlie Ruiz

Bhupendra Rathod on January 11, 2024

Episode 1: Improvise, Overcome, Adapt | Charlie Ruiz

January 11, 2024

From Baseball Mound to Sales Pitch: Charlie Ruiz’s Transition Journey

In the latest episode of “Merchants of Change,” JR Butler sits down with Charlie Ruiz, a former professional baseball player turned sales professional, to discuss his journey from sports to sales and beyond. The podcast is tailored for new salespeople and those considering a career shift into sales, especially athletes and military veterans.

Nostalgia and Team Spirit

Charlie begins by reminiscing about his baseball days, not just the games, but the childhood moments of playing wiffle ball and the camaraderie with teammates. The memories of his playing days are rich with nostalgia, reflecting the deep connections and the relentless drive that sports instill in athletes.

The Unseen Heroes

When asked about his favorite teammates, Charlie highlights the often-overlooked bench players. These teammates, who didn’t always get much playing time, were the backbone of team spirit and energy. They inspired Charlie with their dedication and commitment, teaching him the value of every team member’s role, no matter how small.

A Quiet Leader

Charlie describes himself as a quiet but convicted teammate. He was never the loudest or the most charismatic, but he led by example. His dedication and work ethic on the mound spoke louder than words, motivating his teammates through his actions.

The End of a Baseball Career

Charlie’s baseball career ended due to a slow-burn injury that culminated in a major shoulder surgery. The transition was tough, but it was a defining moment. He vividly recalls the emotional closure of pitching one last time in front of his father, realizing it was time to hang up the cleats.

Transitioning to Sales

Post-baseball, Charlie navigated the uncertain waters of corporate America. Without a clear direction, he spent months networking and attending events before landing a BDR role at Capriza, a small tech company in Palo Alto. His first job was challenging due to the lack of guidance, but he excelled in building internal relationships and learning from his colleagues.

Guidance for New Entrants

Charlie advises new entrants to sales, especially former athletes, to seek mentors and coaches who can provide direction. He emphasizes the importance of understanding what sales entails by speaking with professionals from different sales environments. When choosing a company, he suggests considering whether you thrive in a structured, supportive environment or prefer the autonomy of a startup.

Crafting Your Story

Charlie believes in the power of storytelling, particularly focusing on moments of struggle and perseverance. He encourages individuals to highlight how they contributed to their team during challenging times, as this reveals character and values.

The Entrepreneurial Leap

Charlie’s entrepreneurial journey began with self-awareness and a desire for immediate impact. After realizing his passion for coaching and leadership development, he founded his own business, merging his sports performance background with his business acumen. His company focuses on coaching individuals and teams, using principles from both sports and tech to drive performance.

Key Coaching Principles

Charlie’s coaching playbook includes:

Active Listening and Curiosity: Genuinely listen to and understand others to serve them better.

Adaptability: Be ready to adapt and meet people where they are, facilitating dialogue and overcoming challenges in real-time.

Elite Skills and Being Dialed In

Charlie’s elite skill is his ability to adapt and facilitate conversations, connecting people and ideas seamlessly. For him, a sales professional who is dialed in remains calm amidst chaos, staying focused and unbothered by external pressures.

Charlie’s journey from the baseball field to the sales floor is a testament to the resilience and adaptability of athletes. His insights offer valuable lessons for anyone navigating a career transition, emphasizing the importance of mentorship, self-awareness, and continuous learning.

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Episode 10: Connecting the Unconnected | Esther Iyamu

Bhupendra Rathod on December 21, 2023

Episode 10: Connecting the Unconnected | Esther Iyamu

December 21, 2023

Esther Iyamu journey from professional dancer and cheerleader in the NBA and NFL to founder and CEO of Growth Cube is nothing short of remarkable. In a recent episode of the “Merchants of Change” podcast, Esther shared insights into her transition from the world of dance to sales and business, offering valuable lessons along the way.

With a background that includes seven seasons in professional sports and a 16-year career in sales at Cisco, Esther embodies resilience, adaptability, and a relentless pursuit of excellence. Her story serves as an inspiration for aspiring professionals looking to make a career shift and excel in their chosen field.

Esther’s experience highlights the transferable skills and behaviors acquired as an athlete, which she seamlessly applied to her journey in sales and entrepreneurship. Her ability to thrive in competitive environments, maintain focus, and prioritize teamwork has been instrumental in her success.

One of the key takeaways from Esther’s journey is the importance of community representation and organizational excellence. Drawing parallels between her experiences in professional sports and business, Esther emphasizes the value of diversity, empathy, and community engagement. Whether on the court or in the boardroom, Esther understands the significance of aligning with the values and aspirations of the community.

Esther’s insights into the business operations of NFL and NBA teams shed light on the meticulous approach to talent recruitment and community engagement. She underscores the importance of finding individuals who not only excel in their roles but also embody the ethos of the organization and resonate with its fan base.

Throughout her career, Esther has remained grounded in her commitment to continuous learning and personal growth. Despite facing challenges and navigating unfamiliar territories, she has embraced each opportunity as a chance to expand her horizons and contribute meaningfully to her profession.

As Esther reflects on her journey, she offers invaluable advice to aspiring professionals, emphasizing the importance of embracing competition, understanding the business landscape, and staying present in the moment. Her story serves as a testament to the power of perseverance, determination, and unwavering passion.

In conclusion, Esther Iyamu’s journey from dancer to CEO is a testament to the transformative power of resilience, adaptability, and a relentless pursuit of excellence. Her story inspires us to embrace change, pursue our passions with unwavering dedication, and forge our own paths to success.

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Episode 9: Entitled To Nothing, Grateful For Everything | Vince Nistico

Bhupendra Rathod on December 14, 2023

Episode 9: Entitled To Nothing, Grateful For Everything | Vince Nistico

December 14, 2023

In the world of sales, success often hinges on a combination of strategy, resilience, and authenticity. Drawing parallels between sports and sales, it’s evident that the qualities that make a great athlete can also translate into effective salesmanship. From strategic thinking to being coachable and authentic, the journey from the football field to the sales floor offers valuable lessons for aspiring sales professionals.

One key takeaway from the transcript conversation is the importance of being intentional in every aspect of the sales process. Just as a quarterback meticulously plans each play, a successful salesperson guides prospects through the buying journey with purpose and foresight. Whether it’s understanding the product inside out or developing strategic account plans, intentionality breeds success.

Another vital trait highlighted is patience. In a fast-paced sales environment, it’s easy to succumb to reactionary responses. However, patience allows sales professionals to pause, gather information, and provide thoughtful answers to customer inquiries. This approach not only builds trust but also demonstrates a commitment to delivering quality service.

Authenticity emerges as a cornerstone of effective selling. Just as no two athletes have the same playing style, no two salespeople should approach their prospects in identical ways. Embracing one’s unique personality and experiences fosters genuine connections with customers. Being true to oneself builds rapport and credibility, essential elements in forging lasting client relationships.

The transcript also emphasizes the importance of customer-centricity. Understanding the needs and challenges of customers is paramount in delivering value-driven solutions. Sales professionals should prioritize customer success, seeking to become trusted advisors rather than mere product peddlers. Positive customer experiences not only drive loyalty but also serve as powerful testimonials for prospective clients.

Reflecting on the journey from the football field to the sales arena, it’s evident that the principles of teamwork, resilience, and continuous improvement are universal. Whether facing off against opponents on the gridiron or navigating complex sales negotiations, the qualities that define great athletes—intentionality, patience, authenticity, and customer-centricity—prove instrumental in achieving sales success.

Aspiring sales professionals can draw inspiration from the insights shared in the transcript, recognizing that the path to success in sales is not just about closing deals but about building meaningful connections and delivering value at every touchpoint. By embracing these core principles and applying them with diligence and passion, sales professionals can elevate their performance and make a lasting impact in their careers.

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Episode 8: The Sales Interview Playbook | Dan Fantasia

Bhupendra Rathod on December 7, 2023

Episode 8: The Sales Interview Playbook | Dan Fantasia

December 7, 2023

Breaking into Sales: Insights from Dan Fantasia

In the latest episode of “Merchants of Change,” JR Butler hosts Dan Fantasia, a renowned figure in the recruiting industry with decades of experience. The show, aimed at new salespeople and those considering a career shift into sales, is part of Shift Group’s mission to help elite athletes and military veterans transition into elite sales professionals.

Dan’s Journey into Sales and Entrepreneurship

Dan’s path to sales wasn’t a direct one. After college, he spent time as a ski bum, living in a van and working night shifts. His work ethic and drive eventually led him to sales roles and a general manager position. Realizing his knack for sales due to his grit and work ethic, he transitioned to a search firm, eventually founding his own company, TreeLine, to create a positive culture and environment for sales professionals.

The Importance of Grit and Consistency

Dan emphasizes that the key to success in sales and entrepreneurship is grit and long-term consistency. He notes that being a top performer isn’t about having a good month or year but about maintaining a consistent performance over many years. This requires a mentality to grind and hold oneself accountable while keeping a positive outlook.

Transitioning from Salesperson to CEO

Although Dan now works more on the business than in it, he continues to sell and stay engaged in the sales process. He believes that having a finger on the pulse of the business and the market is crucial for making informed decisions and steering the company in the right direction.

Crafting a Sales Playbook

If Dan were to write a sales playbook, it would include core beliefs such as:

Grit and Resilience: Sales involves a lot of rejection, and resilience is key to overcoming it.

Work Ethic: Being a hard worker who is accountable for their actions and results.

Consistency: Maintaining a steady performance emotionally, in work ethic, and in meeting key performance indicators (KPIs).

Belief in Yourself: Having confidence in your abilities and potential for success.

Advice for Aspiring Sales Professionals

When advising individuals considering a career in sales, Dan focuses on understanding their perception of sales and highlighting the importance of preparation and resilience. He asks candidates to reflect on their accomplishments and what they are proud of, helping them craft a story that showcases their strengths and unique qualities.

The Interview Process

Dan shares insights on preparing for sales interviews, stressing the importance of understanding the company and why you are a good fit. He advises doing thorough research on the company, the role, and the interviewer to demonstrate genuine interest and effort.

Choosing the Right Company

For those with multiple job offers, Dan advises prioritizing culture, mentorship, and long-term career prospects over immediate financial gains. The right environment with strong leadership and support will lead to sustained success and growth.

Key Skills for Success

Dan attributes his success to his consistent work ethic. He believes that being a dedicated worker who can stay motivated and maintain a positive attitude is crucial for long-term success in sales.

Being Dialed In

For Dan, being dialed in means having drive, accountability, and consistency. It’s about being focused, maintaining a positive attitude, and delivering consistent performance regardless of the environment or challenges.

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Episode 7: Its a People Game | Cianna Levi

Bhupendra Rathod on November 30, 2023

Episode 7: Its a People Game | Cianna Levi

November 30, 2023

Transitioning from the Field to Sales: Insights from Cianna Levi

In the latest episode of “Merchants of Change,” host JR Butler sits down with Cianna “CeCe” Levi, a former professional cheerleader for the Dallas Cowboys and Portland Trail Blazers, who has successfully transitioned into a sales career. The podcast, aimed at new salespeople and those considering a career shift into sales, aligns with Shift Group’s mission of helping elite athletes and military veterans become elite sales professionals.

From the Cheerleading Stage to the Sales Floor

Cianna’s journey from the world of professional cheerleading to a career in sales is a testament to her adaptability and drive. She spent two seasons as a cheerleader for the Portland Trail Blazers before joining the Dallas Cowboys cheerleaders for four years, including a stint as an all-star cheerleader. Reflecting on her cheerleading career, Cianna fondly recalls the camaraderie and unforgettable moments, from locker room gossip to dancing with Queen and Adam Lambert.

Overcoming Misconceptions and Embracing New Challenges

One common misconception Cianna addresses is the underestimation of the hard work and dedication required to be a professional cheerleader. Many people fail to recognize the extensive preparation and full-time commitment behind the scenes. She emphasizes that cheerleaders are indeed paid professionals, but the real value lies in the unique experiences and opportunities they gain.

Transitioning to a new career after cheerleading posed its challenges. Cianna initially worked in PR and communications, but after retiring from cheerleading, she sought a fresh start in sales. With encouragement from mentors and family, she embraced the opportunity at Outreach, a company that values her competitive sports background.

Lessons from Cheerleading: Applying Skills to Sales

Cianna’s cheerleading experience has provided her with valuable skills that translate well into sales. The discipline, teamwork, and competitive nature required in professional cheerleading have prepared her for the grind of sales. She highlights the importance of being accountable for both strengths and weaknesses, a principle she carried from the cheerleading field to her sales role.

Navigating the Sales Landscape

In her new role at Outreach, Cianna has learned to handle rejection and maintain a positive mindset. Viewing cold calls as opportunities to help potential clients rather than as nuisances has transformed her approach. Her ability to connect with people, honed through countless interactions as a cheerleader, has become a significant asset in her sales career.

Being part of an in-office team has accelerated her learning process. The collaborative environment allows her to learn from her colleagues’ successes and mistakes, fostering rapid growth. Cianna likens this to watching game film, a practice she and her boyfriend, a former NFL wide receiver, are familiar with.

Advice for Aspiring Sales Professionals

For those considering a career shift into sales, Cianna advises embracing the grind and being ready to start from the bottom. She emphasizes the importance of asking for help and being receptive to feedback. Understanding and leveraging one’s strengths while recognizing and working on weaknesses are crucial for success.

Cianna’s journey from cheerleading to sales showcases the value of transferable skills and the importance of maintaining a growth mindset. Her story is a powerful reminder that with dedication, resilience, and the right mindset, anyone can successfully transition into a new

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Episode 6: Leadership is Accountability | Josh Richards

Bhupendra Rathod on November 23, 2023

Episode 6: Leadership is Accountability | Josh Richards

November 23, 2023

Transitioning from Military to Sales: Insights from Josh Richards

In the latest episode of “Merchants of Change,” host JR Butler sits down with Josh Richards, a former athlete and Army Ranger, who has successfully transitioned into a career in sales. This podcast is aimed at new salespeople, those considering a career shift into sales, and sales leaders. Shift Group’s mission is to help elite athletes and military veterans become elite sales professionals, making Josh a perfect guest as he checks both of these boxes.

From Hockey to the Military

Josh’s journey began on the ice, playing hockey with dreams of securing a Division 1 college scholarship. His dedication to the sport and his academic pursuits led him to the prestigious West Point, where he balanced the rigorous demands of military training with his passion for hockey. Reflecting on his time at West Point, Josh recalls the camaraderie and support from upperclassmen who helped him navigate the challenges of military life and academics.

Transitioning to Civilian Life

After a successful career in the military, including serving as a Ranger officer, Josh faced the daunting task of transitioning to civilian life. The sense of purpose and identity that came with being an Army Ranger was hard to replace. Josh emphasizes the importance of finding a new sense of purpose, which for him, became a career in sales. He highlights that while the job itself may not always provide that sense of purpose, aligning it with personal goals and values can create fulfillment.

The Path to Sales

Josh’s transition to sales was guided by mentors who highlighted the performance-based nature of the industry. Sales offered a clear path for growth and compensation based on effort and results, appealing to Josh’s competitive nature and disciplined mindset. He advises veterans to be prepared to start at entry-level positions, such as a Sales Development Representative (SDR), and work their way up, emphasizing the importance of humility and a willingness to learn.

Advice for Veterans

For veterans considering a transition into sales, Josh recommends focusing on the why behind their career choice. Understanding that sales is a grind and requires a performance-driven mindset is crucial. He also advises veterans to leverage resources like Shift Group and other veteran-specific programs to build their networks and sharpen their skills.

Keys to Success in Sales

Josh credits his success in sales to several key factors:

Humility and Willingness to Learn: Emphasizing the importance of being open to new experiences and continually seeking to improve.

Metrics and Performance: Highlighting the value of tangible metrics from his military career to demonstrate performance and accountability.

Discipline and Accountability: Drawing parallels between military discipline and the daily tasks required for success in sales.

Leadership and Teamwork: Applying leadership principles from the military, such as being responsible for his team’s performance and leading by example.

The Importance of Being Dialed In

For Josh, being dialed in means fully owning one’s territory as a business. This involves understanding every aspect of the job, from prospecting to closing deals, and maintaining a high level of professionalism. He likens it to being the captain of one’s own ship, taking responsibility for all outcomes and continually striving for excellence.

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Episode 5: Do More! | Darnell Shiver

Bhupendra Rathod on November 16, 2023

Episode 5: Do More! | Darnell Shiver

November 16, 2023

From Army to Sales: Darnell Shiver’s Journey

In the latest episode of “Merchants of Change,” JR Butler welcomes Darnell Shiver, a Shift Group alumni who exemplifies the transition from military service to a successful career in sales. Shift Group’s mission is to help elite athletes and military veterans become elite sales professionals, and Darnell’s story is a testament to this mission.

Military Foundations

Darnell’s military career began in his twenties when he joined the Army. He initially wanted to enlist right out of high school but was persuaded otherwise by his family. After spending some time in Los Angeles without structure, the military provided him the discipline and team environment he needed. One of his proudest moments was being named the Distinguished Honor Graduate in Advanced Individualized Training (AIT), recognizing his leadership and maturity.

Transition to Civilian Life

Transitioning from the military to civilian life posed its challenges. Darnell emphasized that the military instills a level of discipline and selflessness that can be hard to replicate in civilian roles. Veterans often face stereotypes that can hinder their employment opportunities. Fortunately, Darnell secured a position at UCLA, where he worked for a decade, steadily rising through the ranks and gaining valuable experience in IT and cloud infrastructure.

Shift to Sales

Darnell’s interest in sales was sparked by his best friend and roommate, who had a successful career as an Account Executive in tech sales. After years in IT, Darnell decided to explore sales, leveraging his technical background and discipline from the military. However, finding a job in tech sales was not easy. It wasn’t until he discovered Shift Group that he received the guidance and preparation needed to break into the field.

Training and Mentorship

Through Shift Group, Darnell learned to effectively communicate his intangible skills and experiences in a way that resonated with hiring managers. The training provided him with essential hard skills for sales, such as researching, cold calling, and cold emailing. Darnell emphasizes the importance of mentors in his journey, advising others to seek out individuals who are more experienced and successful to guide them.

Success in Sales

Darnell’s dedication and hard work quickly paid off. He was selected to be part of a team of team leaders in his SDR position within his first month. His approach to sales is rooted in discipline and a relentless work ethic. He advocates for exceeding call quotas and maintaining a mindset focused on helping prospects rather than interrupting them. His ability to stay calm under pressure, a skill honed in the military, has been a significant asset in his sales career.

Advice for Veterans

For veterans considering a career in sales, Darnell advises them to be prepared to bet on themselves and embrace the initial challenges. He stresses the importance of finding a company with strong leadership and growth potential. Additionally, he highlights the value of mentors and the need to continuously learn and improve.

Being Dialed In

When asked what being “dialed in” means to him, Darnell described it as the readiness to tackle challenges every day, regardless of circumstances. This mindset encapsulates discipline, resilience, and a commitment to doing more. It’s about approaching each day with the determination to succeed and make a positive impact.

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