Episode 2: Embrace Deliberate Discomfort | Matt Parrish

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.