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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