November 23, 2023
Transitioning from Military to Sales: Insights from Josh Richards
In the latest episode of “Merchants of Change,” host JR Butler sits down with Josh Richards, a former athlete and Army Ranger, who has successfully transitioned into a career in sales. This podcast is aimed at new salespeople, those considering a career shift into sales, and sales leaders. Shift Group’s mission is to help elite athletes and military veterans become elite sales professionals, making Josh a perfect guest as he checks both of these boxes.
From Hockey to the Military
Josh’s journey began on the ice, playing hockey with dreams of securing a Division 1 college scholarship. His dedication to the sport and his academic pursuits led him to the prestigious West Point, where he balanced the rigorous demands of military training with his passion for hockey. Reflecting on his time at West Point, Josh recalls the camaraderie and support from upperclassmen who helped him navigate the challenges of military life and academics.
Transitioning to Civilian Life
After a successful career in the military, including serving as a Ranger officer, Josh faced the daunting task of transitioning to civilian life. The sense of purpose and identity that came with being an Army Ranger was hard to replace. Josh emphasizes the importance of finding a new sense of purpose, which for him, became a career in sales. He highlights that while the job itself may not always provide that sense of purpose, aligning it with personal goals and values can create fulfillment.
The Path to Sales
Josh’s transition to sales was guided by mentors who highlighted the performance-based nature of the industry. Sales offered a clear path for growth and compensation based on effort and results, appealing to Josh’s competitive nature and disciplined mindset. He advises veterans to be prepared to start at entry-level positions, such as a Sales Development Representative (SDR), and work their way up, emphasizing the importance of humility and a willingness to learn.
Advice for Veterans
For veterans considering a transition into sales, Josh recommends focusing on the why behind their career choice. Understanding that sales is a grind and requires a performance-driven mindset is crucial. He also advises veterans to leverage resources like Shift Group and other veteran-specific programs to build their networks and sharpen their skills.
Keys to Success in Sales
Josh credits his success in sales to several key factors:
Humility and Willingness to Learn: Emphasizing the importance of being open to new experiences and continually seeking to improve.
Metrics and Performance: Highlighting the value of tangible metrics from his military career to demonstrate performance and accountability.
Discipline and Accountability: Drawing parallels between military discipline and the daily tasks required for success in sales.
Leadership and Teamwork: Applying leadership principles from the military, such as being responsible for his team’s performance and leading by example.
The Importance of Being Dialed In
For Josh, being dialed in means fully owning one’s territory as a business. This involves understanding every aspect of the job, from prospecting to closing deals, and maintaining a high level of professionalism. He likens it to being the captain of one’s own ship, taking responsibility for all outcomes and continually striving for excellence.
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