Episode 4: Best of “Advice for Your 1st Company”

Bhupendra Rathod on November 2, 2023

Episode 4: Best of “Advice for Your 1st Company”

November 2, 2023

Choosing the Right First Sales Job: Key Considerations

Starting a career in sales can be a daunting task, especially when faced with multiple job offers and a variety of company cultures. The decisions made at this juncture can set the tone for your career trajectory. Here are some essential considerations to help you choose the right first sales job, based on insights from experienced professionals.

Industry Excitement

First and foremost, find an industry that excites you. Just like choosing a university, you should feel a pull towards the field you are entering. When you believe in the product or service you are selling, you are more likely to be successful. Passion and interest can significantly enhance your motivation and performance.

Training and Development

A robust training and development program is crucial. Ensure the company you choose has a solid support system in place. Look for organizations that provide continuous coaching, resources, and a structured onboarding process. This support will help you stand on your own two feet and thrive in your new role. Without proper training, you might feel lost and unsupported, which can hinder your growth and performance.

Cultural Fit

Cultural fit is an often overlooked but vital aspect of choosing your first sales job. You need to envision yourself working there and feeling comfortable with the company’s environment. A mismatch in culture can lead to dissatisfaction and a miserable work experience. During the interview process, assess the company’s culture by meeting the hiring manager and understanding their vision for the team.

Communication Skills

Strong communication skills are essential for any salesperson. This includes being emotionally intelligent, understanding how to pivot during conversations, and effectively listening and responding to clients. Developing these skills early in your career will set a solid foundation for future success.

Asking for Help

Don’t be afraid to ask for help. Recognizing when you need assistance and seeking guidance is a valuable skill in itself. It shows self-awareness and a willingness to improve, which are critical traits for long-term success in sales.

Networking

Building a strong professional network is invaluable. Step out of your comfort zone and connect with people who can provide insights and opportunities. Networking can open doors to new possibilities and help you learn from others’ experiences.

Preparation and Research

Preparation is key. Prior preparation prevents poor performance. Whether it’s for an interview or a client call, being well-prepared gives you confidence and a competitive edge. Research the company, understand their products, and be ready to discuss how you can contribute to their success.

Growth Opportunities

Look for companies with high growth potential. Growth within a company often translates to personal career advancement. Companies that are expanding rapidly offer more opportunities for promotions and professional development. Ask about the company’s future plans and how they align with your career goals.

Compensation and Benefits

While compensation should not be the sole deciding factor, it’s important to understand the pay structure. Some companies offer a mix of salary and commission, while others might have different compensation models. Ensure that you are comfortable with the financial aspects and that they meet your needs.

Leadership and Mentorship

Strong leadership can make a significant difference in your early career. A good manager who invests in your development can accelerate your growth and success. Look for companies where the leaders have a proven track record of promoting and mentoring their teams.

Company Culture and Values

Lastly, consider the overall culture and values of the company. A supportive, inclusive, and innovative environment can greatly enhance your job satisfaction and performance. Ensure that the company’s values align with your own, as this will make for a more fulfilling work experience.

Conclusion

Choosing the right first sales job involves more than just looking at the salary and benefits. It’s about finding a place where you can grow, learn, and thrive. By focusing on industry excitement, training, cultural fit, communication skills, and growth opportunities, you can make a decision that sets the foundation for a successful and rewarding career in sales.

Home Resources November 2, 2023 Choosing the Right First Sales Job: Key Considerations Starting a career in sales can be a daunting task, especially when faced with multiple job offers and a variety of company cultures. The decisions made at this juncture can set the tone for your career trajectory. Here are some essential considerations …

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Episode 3: Passion, Purpose & Work Ethic | Jon Sibley

Bhupendra Rathod on October 26, 2023

Episode 3: Passion, Purpose & Work Ethic | Jon Sibley

October 26, 2023

Transitioning from Water Polo to Sales: A Conversation with John Sibley

On this episode of Merchants of Change, we had the pleasure of speaking with John Sibley, a former water polo player for Team USA and current sales professional. John shared his journey from the pool to the boardroom, offering insights and advice for those considering a career shift into sales.

From the Pool to the Office

John began by reminiscing about his favorite memories from his water polo days. While specific games like his first match at Cal and rivalry games against Stanford stood out, it was the camaraderie and daily interactions with his teammates that he cherished the most. “What I miss more than the games themselves or the awards is just being with the guys, working together, living together,” John reflected.

Discovering Sales

John’s transition from athletics to sales was driven by his competitive spirit and desire for teamwork. Initially considering a career in law, he found sales to be a better fit. “Sales is a natural fit for any athlete who’s competitive. It’s a clear win or loss, and your level of effort yields great results,” John explained. He started his sales career at a startup called Quid, where the team-oriented culture resonated with him.

Challenges and Adjustments

Adjusting to the corporate world from a semi-professional sports career was not without its challenges. John noted the difference between teammates and coworkers, emphasizing that coworkers might not share the same level of competition and work ethic. However, he continued to find ways to satisfy his competitive drive by playing water polo recreationally and competing internationally with the Olympic Club.

Building Confidence and Taking Risks

Reflecting on his early sales career, John wished he had more confidence in himself. “Anytime I’ve missed a target or goal, it all comes back to belief in myself,” he admitted. Now, as a business owner, he understands the importance of going all-in and taking risks to achieve success.

Guiding Aspiring Sales Professionals

John often receives calls from student-athletes considering a sales career. His advice centers on identifying what they want from a job, whether it’s the paycheck, the team, or the industry. He highlights the importance of curiosity, stating that it’s a critical trait for a successful salesperson. “You have to be curious about your industry, product, and customer,” John said.

Choosing the Right Company

When advising on selecting the right company, John emphasizes the importance of finding a place where one can learn and grow. He advises looking for a company with a great training program and an innovative product in an exciting industry. “The salary or leadership is important, but the ability to learn and grow is paramount,” he stressed.

Founding TrueBuilt

John’s entrepreneurial journey led him to co-found TrueBuilt, a company that helps builders produce accurate estimates for construction projects. The idea stemmed from the pricing volatility and supply chain issues experienced during COVID-19. TrueBuilt aims to turn preconstruction into a competitive advantage for builders, promoting more accurate and efficient project planning.

Building a Team at TrueBuilt

As a CEO, John focuses on building a cohesive team united by a common vision. TrueBuilt’s culture is encapsulated in what they call the “TrueBuilt mindset,” which combines purpose, passion, and hard work to achieve great results.

Sales Skills and Professionalism

John attributes his success in sales to team building and creating mutual wins for all stakeholders. He emphasizes the importance of constantly closing endorsement groups and building trust with customers. For John, being a sales professional means holding oneself to a high standard of excellence, continuously learning, and always putting in the effort to succeed.

In summary, John’s journey from water polo to sales underscores the importance of teamwork, curiosity, confidence, and continuous learning. His story is a testament to how the skills and traits developed in sports can translate into a successful sales career.

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Episode 2: Embrace Deliberate Discomfort | Matt Parrish

Bhupendra Rathod on October 19, 2023

Episode 2: Embrace Deliberate Discomfort | Matt Parrish

October 19, 2023

From Green Beret to Sales Pro: Insights from Matt Parrish

On this episode of Merchants of Change, we sat down with Matt Parrish, a former Army Green Beret with over 20 years of experience in Special Forces. Matt’s journey from military service to a successful career in sales is both inspiring and instructive for those considering a similar transition.

Military Milestones and Lessons

Matt’s career in the Army was marked by significant milestones that shaped his character and leadership skills. After earning his Green Beret, Matt quickly advanced through the ranks, participating in numerous deployments to Afghanistan and Iraq. He emphasized the importance of technical and tactical proficiency, a foundational trait of effective leadership. His time in Special Forces taught him the value of being exceptionally good at his job, which enabled him to support and uplift his teammates.

The Importance of Team Culture

A recurring theme in Matt’s narrative is the profound impact of team culture. He reminisced about the camaraderie and the shared commitment to a common goal. This team-oriented mindset is something he carried into his civilian career. “Being in Special Operations was the honor of my life,” Matt stated, underscoring the deep bonds and mutual respect among his peers.

Transitioning to Civilian Life

Transitioning from the military to civilian life can be challenging, particularly when one’s identity is closely tied to their service. Matt highlighted the difficulty of this shift, likening it to losing a loved one. He noted that understanding the vast array of civilian job roles and industries can be overwhelming for veterans. The key, according to Matt, is finding a role that aligns with one’s skills and values, and where trust in leadership is paramount.

Finding a Fit in Sales

Matt did not initially target a career in sales but remained open to the possibility. His ability to communicate effectively and his belief that everyone is inherently in sales helped him transition smoothly into the role. He shared a compelling story from his military career where he was entrusted with a critical mission due to his problem-solving skills and reliability—traits that are highly valued in sales.

Advice for Veterans and Employers

For veterans exploring new career paths, Matt emphasized the importance of understanding one’s strengths and weaknesses and seeking roles that provide opportunities for growth. He advised against skipping steps and highlighted the necessity of becoming technically proficient in one’s new field before seeking leadership positions.

For business leaders looking to support veterans, Matt recommended partnering with organizations like Shift Group and the Honor Foundation, which specialize in helping veterans transition to civilian careers. He stressed the importance of mentorship and the significant impact that a simple conversation can have on a transitioning veteran.

Key Traits of a Sales Pro

To Matt, being a pro in sales means understanding the problem you solve better than anyone else and effectively communicating this to potential clients. A professional salesperson identifies the right clients, builds lasting relationships, and provides genuine solutions to their problems. This approach not only ensures sales success but also fosters trust and long-term partnerships.

Conclusion

Matt Parrish’s journey from the Army to a successful sales career is a testament to the transferable skills of veterans and the importance of strong team culture. His insights are invaluable for both veterans considering a career in sales and business leaders looking to support them. Matt’s story underscores the importance of technical proficiency, continuous learning, and building trust—core principles that can lead to success in any field.

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Episode 1: Tough Times Make Tough Sellers | Bill Kavanaugh

Bhupendra Rathod on October 12, 2023

Episode 1: Tough Times Make Tough Sellers | Bill Kavanaugh

October 12, 2023

From the Gridiron to Sales: Bill Cavanaugh’s Journey

On this episode of Merchants of Change, we were thrilled to host Bill Cavanaugh, affectionately known as Coach Cav. Bill’s transition from a successful football coaching career to a thriving role in tech sales provides valuable insights for athletes and veterans considering a career shift.

Football and Coaching Highlights

Bill’s football journey began at Bentley University, where he joined as a student-athlete in 2000. Despite a challenging start with a 5-6 record, Bill and his teammates turned the program around, achieving a historic 11-0 record and Bentley’s first NCAA Division II playoff appearance by his senior year. Reflecting on these times, Bill emphasized the lifelong friendships and camaraderie forged on the field.

Bill’s coaching career was equally distinguished. Starting at UMass Dartmouth with his father, he then moved to Stonehill College, helping turn the program around. His tenure at Penn State was a pinnacle experience, participating in the Rose Bowl and working with elite athletes. Finally, returning to Bentley University as head coach, Bill led the team to a conference championship and another NCAA playoff appearance, solidifying his legacy.

Key Traits of Successful Players

Coach Cav identified reliability and consistency as the hallmarks of his best players. Highlighting the significance of being dependable day in and day out, he shared the example of two standout players, Mike Mauti and Jordan Hill, who embodied these traits and were pivotal in crucial victories.

Transitioning to Sales

Bill’s transition from coaching to sales was driven by personal reasons, primarily focusing on his family. While the shift was significant, Bill found the experience rewarding, building strong relationships and enjoying the challenge of a new field. He acknowledged the dedication required in coaching and how it prepared him for the rigors of a sales career.

Overcoming Transition Challenges

Leaving behind the relationships built with players and the thrill of game day was tough for Bill. However, the need to prioritize his family made the decision clear. Bill emphasizes the importance of finding a workplace that understands and values the skills and experiences of former coaches and athletes.

Advice for Coaches Considering Sales

Bill advises fellow coaches to focus on finding a company that understands their background and values their experience. Engaging in conversations with people from different sectors, he highlights the importance of a cultural fit within the organization.

Initial Challenges and Natural Strengths

Adapting to the new terminologies and processes in tech sales was overwhelming initially. Bill found success by focusing on small goals, much like training athletes—ensuring consistent effort and building a foundation step by step. His natural ability to communicate and build relationships translated seamlessly into his sales role, helping him gain trust and close deals.

Operating Rhythm in Sales

Bill emphasizes the importance of finding quiet time outside the traditional 9 to 5 schedule to plan and handle tasks. Sending early morning emails to show clients and colleagues that he is on top of things has been a key strategy in his routine.

Hard-Earned Sales Lessons

One critical lesson Bill learned was the value of honesty. Admitting when he didn’t know something and ensuring he got the right answers built trust with clients. He also highlighted the importance of focusing on creating opportunities, leading to a successful first year at Barracuda.

The Professionalism of Sales

To Bill, being a pro in sales means navigating the ups and downs of each day with resilience and maintaining a commitment to honesty and trustworthiness. He draws parallels to his coaching days, emphasizing the importance of handling tough times with grace and integrity.

Conclusion

Bill Cavanaugh’s journey from football to tech sales illustrates how the skills and experiences from sports and coaching can translate into a successful sales career. His story underscores the value of reliability, communication, and a relentless work ethic—qualities that can lead to success in any field. For those considering a similar transition, Bill’s insights provide a roadmap to finding fulfillment and achievement beyond the gridiron.

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Episode 10: Reliability = Revenue | Alexa Gilbert

Bhupendra Rathod on September 28, 2023

Episode 10: Reliability = Revenue | Alexa Gilbert

September 28, 2023

As we navigate through life, certain experiences shape us in ways we never imagined. Whether it’s the camaraderie of a sports team or the guidance of a mentor, each chapter offers valuable lessons and insights that mold our character and career paths. In a recent conversation between two individuals, Lexi and her interviewer delved into memories of swimming and the nuances of mentorship in the world of sales.

Lexi, reminiscing about her favorite swimming memories, paints a vivid picture of camaraderie and teamwork. From intense practices to shared meals with her teammates, she recalls the bond formed with her fellow swimmers—a bond akin to that of sisters. These memories highlight the importance of support and unity in achieving common goals, a lesson that transcends the pool and resonates in professional endeavors.

Transitioning from the pool to the realm of sales, Lexi shares insights gained from her career journey. Drawing parallels between the discipline instilled by her swimming coach and the challenges of sales, Lexi emphasizes the value of continuous improvement and perseverance. Just as in swimming, where striving for perfection drives progress, the same ethos applies to the sales profession, where each interaction presents an opportunity for growth.

Throughout her career, Lexi identifies mentors who have played pivotal roles in her development. From her college swimming coach to her colleague Dan in the sales team, these mentors have provided guidance, support, and a safe space for learning. Dan, in particular, stands out for his tailored approach to mentorship, understanding Lexi’s learning style and offering personalized coaching to facilitate her growth.

Lexi’s journey serves as a testament to the importance of mentorship in professional development. Just as a skilled coach can refine an athlete’s technique and mindset, a mentor in the sales world can offer invaluable guidance and insights to navigate challenges and achieve success.

In reflecting on her experiences, Lexi underscores the significance of embracing discomfort and pushing boundaries—a philosophy ingrained in both her swimming career and sales profession. With a supportive network and a commitment to continuous improvement, Lexi exemplifies the resilience and determination essential for success in any endeavor.

As we journey through life, let us cherish the memories that shape us and the mentors who guide us, recognizing that each experience offers lessons to propel us forward on our path to growth and fulfillment.

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Episode 9: Focus on What Makes a Difference – Casey Cavell

Bhupendra Rathod on September 21, 2023

Episode 9: Focus on What Makes a Difference – Casey Cavell

September 21, 2023

Former athletes and military veterans possess a unique set of skills and qualities that can translate well into the world of sales and entrepreneurship. This intriguing crossover was explored in a recent podcast featuring Casey, a former college baseball player turned professional poker player turned entrepreneur. Casey shared his journey from the baseball field to the poker table and eventually to the world of business, highlighting the parallels he discovered along the way.

One of the key themes that emerged from the conversation was the importance of teamwork and camaraderie in both sports and business. Casey emphasized how the team environment in baseball fostered a sense of unity and collaboration that he found invaluable. Similarly, in his entrepreneurial endeavors, Casey recognized the significance of surrounding himself with the right people and building a strong team to support his vision.

Casey’s transition from college baseball to professional poker shed light on the transferable skills between sports and entrepreneurship. He highlighted the role of hard work, dedication, and continuous learning in achieving success in both domains. Casey’s experience as the youngest player ever to participate in the World Series of Poker Main Event underscored the importance of skill development and strategic thinking in competitive environments.

Moreover, Casey emphasized the critical role of mindset and emotional resilience in navigating the ups and downs of both poker and business. He discussed the concept of “tilt” in poker, referring to the need to control one’s emotions and maintain focus during challenging situations. This ability to stay composed under pressure is equally essential in the world of sales and entrepreneurship, where rejection and setbacks are inevitable.

As the conversation delved deeper into the intricacies of entrepreneurship, Casey shared valuable insights into building a successful business. He stressed the importance of having a compelling vision, understanding the needs of your target market, and surrounding yourself with a supportive network of mentors and advisors.

Casey’s journey serves as a testament to the potential for athletes and military veterans to excel in sales and entrepreneurship. By leveraging their unique experiences, skills, and mindset, individuals from these backgrounds can make a significant impact in the business world. As Casey’s story illustrates, success in entrepreneurship is not just about making money; it’s about pursuing a passion, overcoming challenges, and creating lasting value for others.

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Episode 8: Selfless, Tough and Disciplined | Eric Kapitulik

Bhupendra Rathod on September 14, 2023

Episode 8: Selfless, Tough and Disciplined | Eric Kapitulik

September 14, 2023

Transitioning from Military and Sports to Sales: Eric Kapitulik’s Journey

In a recent episode of Merchants of Change, we had the pleasure of hosting Eric Kapitulik, a former U.S. Naval Academy lacrosse player and Marine, now a successful entrepreneur. His insights are invaluable for anyone considering a career shift into sales, particularly athletes and military veterans.

From the Lacrosse Field to the Battlefield

Eric’s journey began as a walk-on lacrosse player at the U.S. Naval Academy. Despite starting lacrosse in his junior year of high school, Eric’s basketball background provided him with a strategic edge. His hard work and dedication led him to become a key player on the team. Reflecting on his time at the Naval Academy, Eric emphasized the importance of hard work and the lifelong friendships formed through sports.

Following his collegiate athletic career, Eric served in the Marines for eight and a half years. The camaraderie and team spirit he experienced in the military were similar to those in sports, making the transition from the field to the battlefield seamless. However, Eric noted that both athletes and veterans face significant challenges when transitioning to civilian life, primarily due to the loss of that tight-knit team environment.

Transitioning to Civilian Life

Eric highlighted the difficulty of transitioning from a passion-driven career in sports and military to a more traditional corporate environment. He shared his experience of working at Goldman Sachs after leaving the Marines. Despite the prestige and financial benefits, he found it challenging to stay passionate about a job that didn’t resonate with him on a deeper level. This led him to start his own company, The Program, which focuses on leadership development and team building for athletes and corporations.

Key Lessons for Business Leaders

Eric offered valuable advice for business leaders on how to support veterans and athletes transitioning into the corporate world:

Emphasize Challenges: Veterans and athletes thrive on challenges. Rather than making the transition easier, provide opportunities that challenge their skills and push them to excel.

Build on Core Values: In both sports and military, core values play a crucial role. Eric stresses the importance of defining and upholding these values within an organization. At The Program, they emphasize being selfless, tough, and disciplined. Hiring individuals who embody these values ensures a cohesive and motivated team.

Founding The Program

The idea for The Program came about when Eric noticed a gap in leadership development among college athletes. Initially starting with strength and conditioning coaching for high schools, Eric shifted his focus to leadership training for collegiate teams. The Program now works with over 160 college and professional athletic teams and various corporations across North America, emphasizing the importance of leadership and team dynamics.

The Role of Sales in Leadership

As the CEO of The Program, Eric underscores that a significant part of his role involves sales. His training at Goldman Sachs equipped him with essential sales skills, such as persistence, long-term thinking, and maintaining integrity. He advises that being honest, reliable, and making every interaction valuable for clients are crucial elements of successful sales.

Conclusion

Eric Kapitulik’s journey from a collegiate athlete and Marine to a successful entrepreneur provides valuable insights into the importance of core values, teamwork, and the relentless pursuit of excellence. For those transitioning from sports or military careers into sales, his story is a testament to the power of hard work, dedication, and maintaining a passion for what you do. Eric’s experience and advice offer a roadmap for achieving success in any field.

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Episode 7: The Power of Listening | Trent Staley

Bhupendra Rathod on September 7, 2023

Episode 7: The Power of Listening | Trent Staley

September 7, 2023

From Pool to Pitch: Trent Staley’s Transition to Sales

In a recent episode of Merchants of Change, Trent Staley shared his inspiring journey from an elite swimmer at USC to a successful career in sales. The show, which focuses on helping elite athletes and military veterans transition into sales, provided a perfect platform for Trent to discuss his unique experiences and offer valuable insights for those considering a career shift.

Swimming: A Foundation for Hard Work and Dedication

Trent’s journey began in the pool. As a child, he gravitated towards swimming because he struggled with other sports. His dedication and hard work paid off, eventually leading him to swim for USC. Reflecting on his swimming career, Trent emphasized the importance of loving the work, especially in individual sports like swimming. His commitment to relentless training and his ability to push past self-imposed limitations were crucial to his success.

Transitioning to Civilian Life

Like many athletes, Trent faced a challenging transition after his athletic career ended. He experienced the common struggle of finding purpose and direction post-sports. During this period, a pivotal figure in his life was Brad Ball, a mentor who took an interest in Trent and provided him with invaluable opportunities in the business world. Brad’s example of relentless creativity and dedication, even after achieving significant success, left a lasting impression on Trent.

Applying Athletic Skills to Sales

Trent’s work ethic, honed through years of rigorous training, translated seamlessly into his sales career. He stressed the importance of preparation and listening—two skills that are critical for success in sales. Preparation allows sales professionals to respond dynamically in meetings, while active listening ensures they understand and meet their clients’ needs effectively.

Trent’s experience at NASCAR further highlighted the importance of understanding clients’ businesses and aligning sales strategies with their goals. This approach, combined with a strong work ethic, is crucial for building long-term, successful relationships with clients.

Advice for Aspiring Sales Professionals

For those looking to transition into sales, Trent’s advice is clear:

Embrace Hard Work: Success in sales, like in sports, requires dedication and a willingness to push through challenging times.
Be Prepared: Thorough preparation is essential for making impactful presentations and responding effectively to clients’ needs.
Listen Actively: Understanding clients’ needs and tailoring solutions to meet those needs is key to building trust and achieving success in sales.

Conclusion

Trent Staley’s journey from an elite swimmer to a successful sales professional exemplifies how the skills and discipline developed in sports can be effectively transferred to a business career. His story serves as an inspiration for athletes and veterans transitioning into sales, emphasizing the importance of hard work, preparation, and active listening. Through his experiences, Trent demonstrates that with the right mindset and dedication, anyone can achieve success in sales.

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Episode 6: All Gas No Brakes | JR Butler

Bhupendra Rathod on August 31, 2023

Episode 6: All Gas No Brakes | JR Butler

August 31, 2023

Shift Group’s Journey: A State of the Union with JR Butler

In a special episode of Merchants of Change, JR Butler, the CEO of Shift Group, gave an insightful update on the company’s progress and shared his vision for the future. Hosted by Tom, this episode flipped the usual format to provide listeners with a “State of the Union” on Shift Group, a company dedicated to helping elite athletes and military veterans transition into successful sales careers.

The Birth and Growth of Shift Group

Shift Group, which launched on February 15, 2022, is a little over a year old. JR expressed his surprise and satisfaction with the company’s rapid growth. He noted that the sheer number of athletes, veterans, and companies they’ve engaged with and helped exceeded his initial expectations. Despite facing challenges and learning hard lessons, JR emphasized the importance of failing fast and adapting quickly, a philosophy that has been crucial for their bootstrap company.

The Importance of Operations and Hiring

As a first-time CEO, JR highlighted the critical role of operations and process optimization. He admitted that, while he understood the importance of these aspects, he didn’t anticipate needing them so soon. This realization has shaped his approach, and he now prioritizes finding the right operational partners to streamline Shift Group’s processes. Additionally, JR stressed the significance of hiring the right people, which has been a cornerstone of their success.

Expanding the Veteran Program

The veteran program at Shift Group was always part of JR’s vision. The involvement of Sean, a veteran with an impressive military background, has been instrumental in this area. Sean’s authentic voice and public presence have attracted the right veterans and companies to Shift Group, significantly accelerating the growth of this program.

Navigating the Changing Job Market

The job market’s shift in 2022, marked by rising interest rates and tech industry layoffs, forced Shift Group to pivot. Initially, their focus was on large, publicly traded companies with consistent hiring needs. However, the changing landscape led them to target venture capital firms and their portfolios. This strategic shift has opened new opportunities and allowed Shift Group to thrive in a challenging market.

Transformative Placements

JR shared a particularly impactful placement story about a football player from an ACC school. This individual, from a challenging background, found a career through Shift Group that not only changed his life but also the trajectory of his family’s future. Stories like these highlight the profound generational impact Shift Group aims to achieve.

Advice for Aspiring Sales Professionals

JR emphasized the importance of choosing the right first job. He advised focusing on the quality of the people you’ll work with and the growth opportunities available. The right mentorship can shape your entire career, making it crucial to select a workplace with leaders you admire and can learn from.

The Debate on Remote vs. In-Office Work

JR strongly advocated for in-office work, especially for those early in their careers. He believes that the learning and growth opportunities from being physically present in an office, surrounded by peers and mentors, are invaluable. The social connections and professional development that occur in an office environment can’t be replicated remotely.

The Skills That Matter

For those entering sales, JR highlighted account research as the most critical skill. Understanding a prospect’s business, their challenges, and strategic goals is essential for effective selling. This deep understanding sets excellent salespeople apart from the mediocre ones.

Final Thoughts: All Gas, No Brakes

JR’s motto, “All gas, no brakes,” encapsulates his philosophy of giving 100% effort and relentlessly pursuing goals. He believes that being a professional means caring deeply about your work and doing whatever it takes to achieve success. This mindset has driven JR’s career and underpins the culture at Shift Group.

Shift Group’s journey is a testament to the power of hard work, adaptability, and a clear mission. As they continue to grow and impact more lives, the lessons learned and the dedication to their cause remain at the forefront of their success.

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Episode 5: Best of Being a Sales Pro

Bhupendra Rathod on August 24, 2023

Episode 5: Best of Being a Sales Pro

August 24, 2023

The Essence of Being a Pro in Sales: Insights from Industry Experts

In the world of sales, the term “professional” carries weight. It signifies more than just proficiency; it embodies a commitment to excellence, consistency, and a unique approach to the craft. Several industry experts recently shared their perspectives on what it means to be a pro in sales, offering valuable insights into the attributes and mindset required to excel.

Uncommon Commitment

John’s view on being a pro in sales centers around the concept of being uncommon. According to John, being uncommon involves mastering the fundamental skills of sales and committing to exceptional performance in those areas. He believes that this dedication to excellence, similar to the discipline seen in elite athletes, is what sets true professionals apart. His creation, Ascender, aims to provide a platform for salespeople to refine these skills and become pros in their field.

Mental Resilience

For Serena Williams and Tiger Woods, mental resilience is key. Elite sales professionals, like top athletes, must maintain a consistent mindset through the ups and downs. The ability to stay focused and balanced, regardless of success or failure, is a hallmark of a true pro. This mental fortitude enables them to navigate the inherent challenges of the sales industry.

Ownership and Self-Improvement

Another critical aspect of being a pro in sales is taking ownership of one’s development. This involves recognizing areas for improvement and actively working on them without relying solely on external guidance. As one expert noted, a true pro is proactive in seeking out opportunities to learn and grow, demonstrating a high level of self-awareness and dedication to personal and professional development.

Process Mastery and Customer Focus

The best sales professionals excel in understanding both their product and their customer’s business. Mastery of account research is crucial, allowing them to empathize with their clients’ needs and challenges. This customer-centric approach, combined with a deep knowledge of the product, creates a powerful dynamic that drives successful sales outcomes.

Grit and Hard Work

A recurring theme among the experts is the importance of hard work and grit. Being a pro means putting in the effort, even in the face of adversity. It’s about knowing what needs to be done and having the determination to do it, regardless of the obstacles. This relentless pursuit of excellence and the willingness to tackle the hard tasks head-on distinguishes top performers in the sales field.

Building and Maintaining Relationships

A significant part of being a professional in sales is the ability to build and maintain strong relationships. This involves not only securing a sale but also ensuring ongoing customer satisfaction. Professionals prioritize long-term relationships, understanding that trust and reliability are key to sustained success. This relationship-building often extends beyond business transactions, creating a network of trust and mutual respect.

Extreme Ownership

Extreme ownership is another trait that defines sales professionals. This means being accountable for all aspects of their role, from preparation and performance to continuous learning and customer engagement. Professionals don’t wait for others to guide them; they take the initiative to improve and excel on their own.

The Pursuit of Excellence

Finally, the constant pursuit of excellence is a defining characteristic of a sales professional. This involves striving for consistency, repeatability, and continuous improvement. Elite salespeople are always looking for ways to fine-tune their skills and elevate their performance, much like athletes who push for perfection in their sport.

Conclusion

Being a pro in sales is about more than just hitting targets. It’s about committing to excellence, demonstrating mental resilience, taking ownership of one’s growth, mastering the sales process, working hard, building lasting relationships, and continuously pursuing improvement. These attributes, shared by industry experts, provide a roadmap for aspiring sales professionals aiming to reach the pinnacle of their careers.

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