Episode 8: Be the Thermostat | Donnell Boucher

Welcome to another episode of Merchants of Change, a podcast dedicated to helping elite athletes and military veterans transition into successful sales careers. Today, we have a unique guest, Donnell Boucher, whose journey from a high school football player in Western Massachusetts to a strength coach at The Citadel and now to a sales professional at Play, offers invaluable insights.

Early Athletic Memories

Donnell Boucher’s love for sports began in high school, where he played football at Chicopee Comprehensive High School. One of his most memorable moments was winning the “Sword Game” against Chicopee High, breaking a 12-year losing streak. This victory, celebrated by the entire community, made Donnell realize the significant impact sports can have beyond just the game itself.

The Citadel Experience

After high school, Donnell attended Worcester State, where he was surrounded by talented athletes who had transferred from larger programs. This environment pushed him to elevate his game and introduced him to the rigorous preparation and discipline required at higher levels of competition.

Donnell’s journey continued at The Citadel, a military college in South Carolina, where he started as a graduate assistant and quickly rose to become the head strength coach within a year. His tenure at The Citadel was marked by numerous accomplishments, including winning championships and developing deep, lasting relationships with athletes. Donnell highlights the unique culture of The Citadel, where every aspect of a cadet’s life is regimented and inspected, teaching them unparalleled time management and discipline.

Transitioning to Sales

The move from strength coaching to sales was not an easy decision for Donnell, but it was driven by a recognition of the broader applications of his skills. His understanding of influence, leadership, and human motivation laid a solid foundation for a career in sales. Donnell emphasizes that coaching, at its core, involves selling concepts, motivating individuals, and driving performance—all critical skills in sales.

Donnell joined Play as the Director of Business Development for College and Pro Sports. His role involves educating potential customers, understanding their needs, and ensuring that the solutions provided genuinely benefit them. He brings the same level of dedication and structure to his sales role as he did to coaching, relying on a meticulously organized schedule and a deep understanding of his clients’ needs.

Lessons Learned and Advice

One of the biggest lessons Donnell learned in sales is the importance of urgency and consistent follow-up. In coaching, relationships and trust are built over time, and the same applies in sales. Maintaining professional persistence and staying engaged with potential clients is crucial for success.

Donnell advises coaches and athletes transitioning to sales to recognize the sales elements in their current roles. He stresses the importance of being genuinely curious about clients’ needs and being adaptable in various situations. His mantra, “be the thermostat,” emphasizes the need to regulate and adapt to different environments and interactions, ensuring a positive and productive relationship.

Final Thoughts

Donnell’s journey from the field to the corporate world is a testament to the transferable skills that athletes and coaches possess. His story is an inspiration for anyone looking to make a similar transition, highlighting the importance of discipline, curiosity, and genuine care in building successful relationships in sales.

For those interested in a sales career, Donnell’s experience underscores the value of thorough preparation, maintaining structure, and focusing on the client’s needs. His approach to sales, rooted in his coaching background, offers a unique perspective that can lead to sustained success in the corporate world.