In Episode 4 of Merchants of Change, host JR Butler interviews Samantha Schlicht, a former Big Ten cheerleader who successfully transitioned into a thriving sales career. This episode offers valuable insights for athletes and veterans considering a shift into sales, emphasizing the importance of adaptability, resilience, and leveraging unique skills.

From Cheerleading to Sales

Samantha’s athletic background began with cheerleading for the University of Minnesota, a journey that provided her with unforgettable experiences and a strong team camaraderie. She fondly recalls the camaraderie and the thrill of cheering for a Big Ten team, noting how these experiences taught her the value of teamwork and perseverance.

Early Career Challenges

Transitioning from college to a professional career in sales presented its challenges. Samantha started with a major in business marketing and management, initially exploring both marketing and sales through internships. Her first sales internship was a door-to-door sales role, a challenging experience that taught her resilience and adaptability. Despite initial hesitation, she recognized the value in the role and stuck with it, gaining valuable skills that would later benefit her in a B2B sales environment.

Finding Her Path in Sales

Samantha’s first full-time sales role was with Honeywell, where she joined a sales rotational program. This role brought her to Massachusetts, where she managed the New England territory. Samantha appreciated the variability and people-oriented nature of sales, which contrasted with the monotony she found in marketing.

Advice for Aspiring Sales Professionals

Samantha offers several pieces of advice for those considering a career in sales:

Embrace Uncomfortable Situations: Samantha emphasizes the importance of putting oneself in challenging and unfamiliar situations to foster growth and learning.

Network Extensively: She encourages aspiring sales professionals to network and learn from others in the field to better understand the industry and identify potential opportunities.

Evaluate Training and Career Progression: Samantha highlights the importance of joining a company that values training and offers clear paths for career progression.

Leverage Unique Skills: She advises women in sales to use their unique perspectives and skills to their advantage, viewing gender diversity as a strength rather than a disadvantage.

The Importance of Adaptability

Throughout the episode, Samantha underscores the significance of adaptability in sales. She notes that her ability to cancel out distractions and focus on the most important tasks has been crucial to her success. This mindset, coupled with her willingness to embrace new challenges, has enabled her to thrive in her sales career.

Closing Thoughts

Samantha’s journey from cheerleading to sales serves as an inspiring example for athletes and veterans considering a transition into the business world. Her story highlights the importance of resilience, continuous learning, and leveraging unique skills to achieve success in sales.

In Episode 3 of Merchants of Change, host JR Butler sits down with Chris Davis, a former hockey player who has transitioned into a successful sales career. Chris shares his journey from playing hockey at Avon Old Farms and UMass to working in sales, offering valuable insights for athletes and veterans considering a similar path.

From the Ice to the Office

Chris Davis grew up in Simsbury, Connecticut, a town with a rich hockey culture, where he developed his passion for the sport. He played at Avon Old Farms under the legendary coach John Gardner, and later at UMass, where he played alongside notable players like Jonathan Quick. After college, Chris played professionally in the East Coast Hockey League and then in Sweden, where he embraced not only the sport but also the cultural experiences.

The Challenge of Transition

Transitioning from professional hockey to the business world was challenging for Chris. He felt a loss of identity and faced the daunting task of starting a new career with no formal experience. His first job outside of hockey came through networking within the hockey community. A parent of one of the players he coached offered him a job at a pump manufacturing company, even though Chris had no prior knowledge of the industry.

Learning and Adapting

In his initial role, Chris found himself in a cubicle, quickly realizing that he needed to be in a more dynamic, people-oriented environment. He advocated for a sales position, and his company wisely placed him in the service department first. This role taught him the technical aspects of the products and honed his troubleshooting skills, preparing him for a future in sales.

Sales Success and Industry Insights

Chris eventually moved into a sales role, where his preparation, confidence, and ability to connect with people became crucial. He now works as the Director of Sales for a company specializing in industrial process equipment, particularly pumps used in various industries from municipal wastewater treatment to food processing plants like Chobani.

Chris emphasizes the importance of preparation and understanding your audience, skills he developed as an athlete and now applies in his sales career. He also values the diversity of his work, which allows him to travel and learn about different industries and processes.

Advice for Aspiring Sales Professionals

Chris advises new graduates interested in sales to get their foot in the door with any sales role to gain experience. He stresses the importance of finding a mentor and preparing thoroughly for each opportunity. For him, sales offers a way to channel his competitive nature and desire to win, similar to his hockey days.

Being Dialed In

For Chris, being “dialed in” means being thoroughly prepared for presentations, knowing your audience, and delivering with confidence and engagement. It’s about leaving a lasting impression and demonstrating professionalism.

Chris’s journey from the ice rink to the sales field illustrates the transferable skills athletes bring to the business world. His story serves as an inspiration for those looking to transition into sales, showing that hard work, preparation, and a willingness to learn can lead to success.

From the Gridiron to the Boardroom: Insights from Kyle York on Transitioning to Sales Careers

On today’s episode, we had the pleasure of speaking with Kyle York from York IE. Kyle’s journey from high school football under the Friday night lights to becoming a successful entrepreneur offers invaluable lessons for former athletes and military veterans transitioning into sales careers.

Kyle reminisces about his days playing football at Bentley University and the profound impact sports had on his career trajectory. Growing up in a family where football was a given, with his father being an Allstate player and the family owning a sporting goods store, Kyle was destined for the gridiron. His athletic career, especially the intense, adrenaline-pumping Friday night games at Manchester West High School, shaped his tenacity and competitive spirit.

Transitioning from athletics to business was not without its challenges. Kyle shares how his experience at Bentley, both academically and athletically, prepared him for the corporate world. Despite initially resisting a sales career, viewing it as akin to “snake oil salesmanship,” he soon realized his natural affinity for it. His early roles at Whipple Hill, a small tech startup, taught him the value of hard work, self-reliance, and adaptability—traits honed on the football field.

Kyle’s journey underscores the importance of leveraging one’s background in sports or the military when entering the sales profession. The discipline, teamwork, and resilience required in these fields translate seamlessly into the fast-paced, goal-oriented world of sales. Kyle’s stint at Whipple Hill, followed by a pivotal role at Dyn, which eventually led to a successful acquisition by Oracle, illustrates the potential for growth and achievement in sales.

York IE, Kyle’s latest venture, exemplifies his commitment to supporting startups with comprehensive advisory services. He emphasizes the significance of a solid go-to-market strategy and the crucial role sales play in a company’s success. His advice to aspiring sales professionals is clear: be the CEO of your own career. Set long-term goals, work backward to identify necessary milestones, and execute with precision.

For athletes and veterans contemplating a sales career, Kyle’s insights are invaluable. The key is to harness the skills developed through sports or military service—discipline, resilience, and strategic thinking—and apply them to the sales landscape. Whether you’re starting as an SDR or aiming to lead a sales team, the principles remain the same: stay focused, be adaptable, and always strive for excellence.

In closing, Kyle’s story is a testament to the power of determination and the seamless transferability of skills from the athletic field to the corporate world. His journey offers a roadmap for anyone looking to transition successfully into a sales career, proving that with the right mindset and work ethic, success is within reach.

From the Field to the Sales Floor: Shane Peterson’s Journey

In today’s episode, we welcomed Shane Peterson, a former professional baseball player turned successful sales professional. Our conversation with Shane offers a wealth of insights for athletes and military veterans transitioning into sales careers, a primary focus of our podcast.

Shane’s journey began in the world of professional baseball, where his favorite memory was the day he was drafted. Surrounded by his family, the moment his name was called was not just a personal triumph but a shared celebration of collective effort and support. He also recounted an on-field highlight, playing against his old team, the Oakland A’s. In a dramatic game, Shane delivered a game-winning hit, only to face the humbling experience of striking out four times in a subsequent game. This rollercoaster of highs and lows is a microcosm of the resilience required both in sports and sales.

Reflecting on his baseball career, Shane described himself as a “clubhouse guy” who got along with everyone and led by example. This trait of being a supportive team player and mentor, especially to younger teammates, is something he has carried into his sales career. His approach underscores the importance of teamwork and leadership in both fields.

Transitioning from baseball to sales was not straightforward for Shane. Like many athletes, he had no concrete plan for life after sports. The realization that he was responsible for his career’s trajectory came from a piece of advice from a coach: “I’ll help you as much as you care about your career.” This mindset propelled Shane to take ownership of his post-baseball career, eventually leading him into sales.

Shane’s entry into sales was serendipitous. A recruiter reached out with a sales opportunity specifically seeking former athletes. The hiring manager, a former NFL linebacker, valued the discipline, resilience, and goal-oriented mindset that athletes bring. Shane emphasizes that while the mindset and resilience from sports are directly transferable to sales, the actual skills and daily activities differ significantly. Athletes used to rigorous physical training must now apply the same dedication to learning sales techniques, such as account research and objection handling.

One of the standout lessons Shane shared is the importance of maximizing time and being self-driven, a skill honed during off-seasons in baseball. This ability to structure his own time and stay focused without constant oversight translated well into the sales environment, where success often depends on personal initiative and effective time management.

Shane’s advice to aspiring sales professionals is to have a clear “why.” Whether motivated by financial goals or the desire to excel, understanding and committing to this reason is crucial. He also highlights the importance of being prepared for the challenging early stages of a sales career, likening the experience of being an SDR (Sales Development Representative) to the tough early days in sports.

For Shane, the appeal of sales lies in the ability to stay engaged with the tech community, the continual learning of new products, and the social aspect of building relationships and teams. He finds that the high-energy, high-rep nature of sales, combined with the satisfaction of helping others and achieving goals, makes it a fulfilling career.

In closing, Shane emphasized the concept of being “dialed in” – putting on blinders to focus solely on the task at hand, a skill crucial in both sports and sales. His journey from baseball to sales exemplifies how the traits developed in athletics can lead to success in new arenas. For those considering this transition, Shane’s story is a testament to the power of resilience, focus, and the willingness to embrace new challenges.

From the Gridiron to the Sales Floor: Connor Gallo’s Journey

In our latest podcast episode, we had the pleasure of talking with Connor Gallo, a former college athlete turned sales professional. Connor’s story offers valuable insights for athletes and military veterans transitioning into sales careers, a primary focus of our podcast.

Connor, hailing from Troy, New York, reminisced about his early days in sports. His favorite memories include playing youth football and basketball with a close-knit group of friends, and being honored in his hometown’s Hall of Fame for an undefeated CYO basketball team and a youth football team. One particularly poignant memory was losing 30 to 35 pounds as a young teen to play at a higher level with his friends, showcasing his early dedication and work ethic. Another highlight was throwing a touchdown pass to his brother during his college football career at Union College.

Connor’s transition from athletics to a sales career was influenced significantly by his older brother, a former VP of Sales at HubSpot. Despite having no concrete plan after graduation, Connor leaned on Union College’s strong alumni network and his brother’s guidance. He realized the importance of understanding what he didn’t want to do early on, which helped him navigate his career path.

The toughest part of his transition was losing his identity as an athlete. For 17 years, Connor’s primary identity was as a football player, and suddenly, it was gone. This void made it challenging to find the same level of passion and purpose in a new career. However, he found excitement in discovering a new purpose and starting fresh in a new city and career.

Connor emphasized the importance of foundational skills from sports, such as discipline, preparation, and hard work. These skills translate well into sales, where success often hinges on doing the hard work that others avoid. He encourages young athletes entering sales to apply the same dedication they had in sports to their new careers. This includes putting in extra effort, such as working on messaging, account research, and objection handling.

When asked about his advice to Union alumni interested in sales, Connor stresses the importance of understanding their “why.” He challenges them to think deeply about why they want to pursue sales and educates them on what to expect in the profession. He also values persistence, appreciating those who follow up diligently to show their commitment.

Connor’s perspective on sales is that it’s far from the outdated notion of being a “used car salesman.” Instead, it involves being a consultant who helps customers solve business problems. With the advent of information and technology, buyers are more educated than ever, making the role of a sales professional more about diagnosing needs and collaborating on solutions.

In conclusion, being “dialed in” as a sales professional means combining purpose, commitment, and hard work. Connor emphasizes the importance of being a great teammate, working hard, and having the discipline to continually improve. His journey from football to sales highlights how the skills and mindset developed in athletics can lead to a successful and fulfilling career in sales.

From Tennis Courts to Sales Wins: Katie Tynan’s Journey

In our latest podcast episode, we had the pleasure of talking with Katie Tynan, a former college tennis player who transitioned successfully into a sales career. Katie’s story provides valuable insights for athletes and veterans considering a similar path.

Katie’s athletic career at Bentley University left her with lasting memories, not of specific wins, but of the camaraderie and the bonds formed with her teammates. She cherishes the time spent with her team, the shared experiences, and the mutual support during both highs and lows. Katie’s teammates likely remember her as reliable and consistently positive, traits that have undoubtedly contributed to her professional success.

Transitioning from sports to sales was not part of Katie’s initial plan. Graduating during the chaotic job market of COVID-19, she realized that marketing wasn’t her calling despite majoring in it. Encouraged by close contacts who recognized her potential in sales, Katie decided to give it a try. She landed a position at PTC, a move she’s grateful for, as it provided her with a challenging yet rewarding career path.

Katie highlighted the importance of being coachable and having grit, two qualities she developed through tennis. These traits helped her navigate the tough early days as a Business Development Representative (BDR). Starting remotely was challenging, but once she transitioned back to the office, everything clicked. She thrived in the collaborative environment and quickly learned the importance of asking for help and building strong relationships with her teammates.

When advising current students or recent graduates, Katie emphasizes understanding how success in sports can translate into success in sales. The dedication, hard work, and desire to win in sports can directly apply to a sales career. Additionally, Katie underscores the importance of financial motivation, noting that sales is an excellent career for those who are driven to achieve high earnings.

Katie also spoke about the critical role of mental toughness, especially in a profession like sales where rejection and setbacks are common. Drawing parallels to her tennis experience, she noted that learning from losses and maintaining a positive attitude are crucial.

One of Katie’s key pieces of advice for new sales professionals is to build strong relationships and be genuinely curious about their colleagues’ experiences. She stresses the importance of always seeking feedback and being open to learning, as this mindset can significantly enhance one’s growth and success.

Reflecting on what makes a great first sales job, Katie pointed to two main factors: people and product. She advises choosing a company with a product you’re excited to sell and leaders who invest in their team’s growth. For Katie, PTC provided both, making her feel supported and motivated to excel.

For those starting as BDRs, Katie recommends getting to know your team, being curious, and not being afraid to ask questions. She also highlights the importance of having a routine to stay dialed in and perform at your best, both professionally and personally.

Katie Tynan’s journey from college tennis player to successful sales professional demonstrates the powerful transferability of skills developed through sports. Her story is a testament to the value of hard work, resilience, and continuous learning in achieving career success.

From the Rink to the Sales Floor: Eddie Caron’s Journey

In the latest episode of Merchants of Change, we had the pleasure of hosting Eddie Caron, a former UNH Wildcat who transitioned from a successful hockey career to thriving in sales. Eddie’s story is a testament to the resilience, adaptability, and work ethic that athletes and veterans bring to the business world.

Eddie’s journey began on the ice, where he cultivated a reputation as a grinder—a hardworking, relentless player who never shied away from tough situations. He fondly recalls his days playing youth hockey, high school hockey at Bishop Guertin and Phillips Exeter, and eventually at the University of New Hampshire. These experiences not only honed his athletic skills but also shaped his character and approach to life.

Transitioning from sports to sales wasn’t a straightforward path for Eddie. After his college hockey career, he initially ventured into building products distribution. Starting from the ground up, Eddie learned the trade by working hands-on, installing insulation and other building materials. This gritty introduction to sales taught him the importance of perseverance and adaptability. Eddie’s approach was simple: learn the basics, build relationships, and always be willing to put in the hard work.

Eddie’s sales career took a significant turn when he entered the tech industry. Despite knowing little about technology, he leveraged his strong work ethic and willingness to learn. With mentorship from experienced colleagues and a relentless drive to understand the products he was selling, Eddie quickly adapted. His story highlights the importance of finding good mentors and being humble enough to seek help and learn from others.

A key element of Eddie’s success has been his ability to communicate effectively. He emphasized that strong communication skills, both verbal and written, are crucial for any salesperson. In an era where many rely heavily on digital communication, Eddie stresses the importance of picking up the phone and having meaningful conversations. He encourages new sales professionals to hone their communication skills and use available tools like Grammarly to ensure their messages are clear and professional.

For those considering a transition into sales, Eddie offers valuable advice. He underscores the importance of finding a leader or mentor you admire and can learn from, as this can significantly impact your growth and success. He also highlights the necessity of effort and accountability. Being dialed in, according to Eddie, means putting in the hard work, continuously assessing your progress, and making necessary adjustments to stay on track.

Eddie’s journey from the rink to the sales floor is a powerful example of how the skills and mindset developed through sports can lead to success in sales. His story serves as an inspiration for athletes and veterans considering a similar transition, showing that with resilience, adaptability, and the right support, they too can achieve great things in the business world.