From Military to Sales: David’s Journey and Insights

In the latest episode of Merchants of Change, we had the pleasure of speaking with David, a former Marine who has transitioned successfully into a sales leadership role. David shared his experiences, from his military career to his transition into the corporate world, providing valuable insights for veterans and athletes considering a similar path.

David’s journey began in the Marine Corps, where he was driven by the challenge and the promise of self-determination. The military instilled in him a strong sense of team and camaraderie, which he values deeply. This experience, he reflects, is hard to replicate in the corporate world but remains a cherished part of his past.

After leaving the military in the early 90s, David faced a challenging transition. At that time, structured transition programs were virtually non-existent. His initial foray into the civilian workforce involved working in manufacturing, where he gained valuable technical skills and business acumen. These experiences laid the foundation for his future in sales.

David emphasizes the importance of self-motivation and patience as key traits that have helped him succeed in sales. He notes that the discipline and process-oriented mindset developed in the military are directly transferable to sales. For David, sales is less about talking and more about listening, understanding customer needs, and providing tailored solutions.

One of the most significant challenges David faced during his transition was adjusting to the different expectations and culture in the corporate world. He points out that high-performing teams in the military operate differently compared to many corporate environments. The key to success in sales, he believes, lies in effective communication, understanding the customer’s perspective, and aligning with their buying process.

David’s advice to veterans considering a career in sales is to prepare thoroughly. He recommends researching the sales industry, understanding different market segments, and developing a solid grasp of psychology, body language, and communication. He also stresses the importance of storytelling in interviews, leveraging past experiences to demonstrate value and capability.

In his current role, David places a high value on preparation and process. He runs a structured sales process within his organization, emphasizing the importance of being prepared for every customer interaction. This preparation includes having internal playbooks, setting agendas, and ensuring alignment with the customer’s buying process.

David’s mantra of “Listen, Learn, Lead” encapsulates his approach to sales. Listening to customers, learning continuously, and leading by example are fundamental to his philosophy. He believes that being dialed in means being prepared and ready to seize opportunities when they arise.

David’s insights offer a valuable perspective for veterans and athletes transitioning into sales. His journey underscores the importance of preparation, continuous learning, and effective communication. As he aptly puts it, sales is about helping customers achieve their desired state, and success in sales comes from a commitment to understanding and meeting customer needs.

From Baseball to Business: Tyler Hunte’s Journey and Insights

In the latest episode of Merchants of Change, we had the pleasure of speaking with Tyler Hunte, a former Division I baseball player from Central Michigan University who successfully transitioned into the business world. Tyler shared his journey from sports to sales and entrepreneurship, offering valuable insights for former athletes and military veterans considering similar paths.

Tyler’s favorite memories from his sports career revolve around camaraderie and winning a championship at Central Michigan. He emphasized the importance of being part of a team and the lasting impact of those relationships. “The best part of playing sports, especially at that level, is the camaraderie,” Tyler shared.

After his baseball career ended, Tyler faced a challenging transition. He worked the third shift at a cereal bar factory to pay off student loans, describing it as a humbling and formative experience. “It was a unique bunch of people,” he said, reflecting on the lessons learned from working with individuals from various backgrounds. However, it wasn’t long before Tyler realized this wasn’t a long-term career path. He eventually moved back home, took on substitute teaching, and grappled with the loss of purpose that often accompanies the end of an athletic career.

A pivotal moment came when a family friend invited him to a wine party, leading to his first sales job. He started with no formal training, a list of old customers, and a phone. “I figured it out,” Tyler said, highlighting the resilience and adaptability that sports had ingrained in him.

Tyler’s entrepreneurial journey began when he took over his family’s childcare business, Hunties Clubhouse, which now operates six locations, serves 750 children daily, and employs 165 people. The transition from sales to running a business was driven by his newfound purpose after becoming a father.

Tyler attributes much of his success to the skills he developed as an athlete. “Getting up every day and going,” he said, emphasizing the grind and dedication required in both sports and sales. The ability to take feedback and be coachable also played a crucial role. “Athletes are really good at taking feedback and not taking it too personally,” he noted.

For athletes considering a career in sales, Tyler offers valuable advice. He stresses the importance of finding a mentor who will invest time and effort into their development. “Pick your leader, not your company,” he advised, underscoring the impact a good mentor can have on early career success.

When asked about essential skills for new salespeople, Tyler recommended reading “How to Win Friends and Influence People” by Dale Carnegie. The book, he said, teaches foundational principles of interpersonal communication and empathy, which are crucial in sales.

Tyler’s passion for sales stems from the direct correlation between effort and reward. “You get out of it what you put into it,” he said, appreciating the control and potential for financial success that sales offers.

To be dialed in, Tyler emphasized clarity and preparation. “Dialed in is clarity of your mission, clarity of your expectations, and preparation,” he said. Being dialed in means being ready to perform at your best without distractions, having laid the groundwork for success.

Tyler’s journey from baseball to business illustrates the transferable skills and mindset that athletes bring to the corporate world. His story is a testament to the resilience, adaptability, and drive that sports instills, making athletes well-suited for careers in sales and entrepreneurship.

Unlocking Success: Insights from Former Military Officer Pat on Transitioning to Sales

In a recent episode of our podcast, we had the privilege of speaking with Pat, a former military officer who transitioned into a successful career in sales and learning development. Pat shared his journey, insights, and advice for veterans and athletes looking to make a similar transition.

Starting with Military Service

Pat enlisted in the military at the age of 17, beginning his journey at Fort Knox. His military career included deployments to Panama, Saudi Arabia, Iraq, and Guantanamo Bay, providing him with diverse and challenging experiences. These deployments, particularly during significant conflicts like Desert Shield and Desert Storm, helped shape his resilience and adaptability—qualities that would later prove invaluable in his corporate career.

Transitioning to Civilian Life

After eight years of service, Pat faced the daunting task of transitioning to civilian life. Without a clear plan, he utilized recruiting agencies that connected junior military officers with corporate roles. This led him to a sales position with Johnson & Johnson (J&J) in Jackson, Tennessee. Despite the challenges of adjusting to a small Southern town as a New Yorker, Pat saw this as an entry point into the corporate world.

From Sales to Learning and Development

Pat’s journey from sales to learning and development was driven by a desire to continuously grow and take on new challenges. After participating in J&J’s leadership development program, he helped start the sales recruiting department and later created a sales operations department. His ability to build and lead new departments earned him a reputation as a reliable innovator within the company.

His transition to a startup as VP of Commercial Operations, which was later acquired by Medtronic, marked a significant shift in his career. At Medtronic, Pat found his passion for learning and development, particularly in leadership and management development.

Founding About Face Development

Turning 50 and experiencing personal loss, Pat decided to shift his focus and founded About Face Development, named in honor of his mentor and hero, David Hackworth. His company, inspired by Hackworth’s impactful book “About Face,” focuses on sales training, leadership development, and executive coaching, primarily in the medical device sector.

Key Insights on Sales Training

Pat emphasized the importance of mastering the basics of selling and continuously refining them. He noted that while many organizations seek advanced sales training, true success comes from strengthening foundational skills and adapting them to different contexts and audiences.

He also highlighted the importance of understanding the science of decision-making in sales. Recognizing that sales fundamentally involve persuading customers to change, Pat stressed the need to understand the personal motivations and challenges of each decision-maker. This approach, rooted in neuroscience, helps salespeople effectively address the underlying needs and concerns of their clients.

Peer-to-Peer Learning

One of Pat’s core beliefs is the value of peer-to-peer learning. He argued that salespeople learn best from their peers, sharing successes and failures to collectively improve. This approach is particularly crucial in smaller organizations or startups, where formal training programs may be limited. Encouraging regular knowledge sharing can significantly enhance team performance and innovation.

Final Thoughts: Being Dialed In

Pat concluded with his definition of being dialed in: always working on your game. For him, being a professional means continuously striving for excellence, learning, and improving. This mindset, he believes, is essential for success in any field, especially in sales.

Pat’s journey from the military to a successful corporate career offers valuable lessons for veterans and athletes transitioning into sales. His emphasis on continuous learning, understanding customer motivations, and leveraging peer support provides a roadmap for achieving excellence in sales and beyond.