Snacks are only part of what powers the SnackNation sales team.
Sure, the team that helps companies across the U.S. stock their kitchens with great snacks is also fueled off of the products they offer. But in addition to that, the sales team also feeds off of collaboration. In fact, their teamwork mentality has enabled sales representatives to rally together in order to set new records, as well as encouraged mentorships that helped one salesperson find her voice and another to earn enough money to buy a home.
To learn more about how their team supports one another toward professional and personal growth, we caught up with four members of the SnackNation sales team.
FOUNDED: 2014
EMPLOYEES: 151
WHAT THEY DO: SnackNation is a tech-enabled snack delivery service that delivers emerging consumer packaged goods — snacks in this case — to the offices of companies across the U.S.
WHERE THEY DO IT: Culver City
DATA DRIVEN: SnackNation team is helping snack companies develop better products and reach their target consumers by leveraging data. Learn more.
Dan Salazar, VP of Sales
Dan is responsible for leading, growing and developing the sales team.
BEYOND WORK: Dan loves sports, so much so that he coaches both of his sons’ teams, and enjoys playing pickup games of basketball and whiffle ball with them.
How do you create a team culture?
We aim to be collaboratively competitive. This means we push to hit individual goals, but we also work together to achieve team goals. We have leaders everywhere on our team.
Just a couple of months ago, we were behind our team goal with two days to go before the end of the month. Reps from all over stepped up as leaders and pulled the team together to push us beyond our goal — we ended up setting a single-day sales record. This was one of the most memorable moments of my career.
We aim to be collaboratively competitive. This means we push to hit individual goals, but we also work together to achieve team goals.”
How would you describe your leadership style?
Sales is similar to sports in that I like to win and have fun. The best teams know how to work hard and focus on what they need to do to achieve their goals while having fun. Our sales team is always rocking out, ringing gongs to celebrate when sales close and working hard. I feed off this energy and do everything I can to bring it to our sales team.
How do you help team members who are struggling?
We have a rep who was going through a rough patch earlier this year. He was becoming negative and even considered a move to another company. After speaking with him and his manager, I learned that he was stressed about a number of things in his life, including a desire to make enough money to buy his first home.
We sat down and created a plan to help him get there. He’s worked hard and I'm happy to say that he is thriving and on track to achieve his goal by the end of this year. The experience reminded me that every person on our team has their own aspirations and goals. My job is to listen and understand them so that I can help them get there.
Anjali Aguilar, Sales Manager
Anjali Aguilar is responsible for guiding, fostering and mentoring a team of account executives.
BEYOND WORK: She can spend hours working on jigsaw puzzles.
How would you describe your leadership style?
Everyone's path is different and everyone has their own style that makes their experience authentic. I simply want to do my part to help my team along that journey. I encourage my team to learn how to enjoy failing, because learning how to get up teaches you more than if you were to win every time.
What was the biggest obstacle you overcame when you joined the team?
I joined a young and new team that didn't have a culture or support system in place. Knowing this needed to change, I did the hardest thing — nothing. I simply listened and made them feel heard. Once I started to remove roadblocks and obstacles, I encouraged them to do the same for each other until they bonded.
I want new teammates to feel comfortable going to anyone for questions so that they can understand the bigger picture.”
Now that you have that team culture, how do you prepare new salespeople for success?
We balance teaching sales fundamentals and strategy, while giving new team members time to observe account executives who are utilizing those strategies. I want new teammates to feel comfortable going to anyone for questions so that they can understand the bigger picture. Knowledge helps everyone become a better salesperson.
Joey Joyce, Senior Account Executive
Joey Joyce is responsible both for bringing in new business every month and being a leader for new sales representatives. Additionally, he’s the president of the SnackNation culture committee, which organizes philanthropic activities, company events, celebrations and more.
BEYOND WORK: Joey is the lead singer in a rock band called Joey Phoenix and the Clubhouse. He went to school for music and has been a musician his entire life.
What is unique about selling at SnackNation?
We don’t sell a proprietary product. We are a marketing platform designed to enable innovative, emerging brands to find their target customer. At the same time, we are giving companies and their teams access to delicious, healthy snacks before they hit the shelves.
Does your team have a reputation? What is it?
We have a reputation for having grit without ego. We push week over week, month over month to hit our sales goals. We’ve surpassed revenue records multiple times and created an atmosphere of gritty professionals who strive to get better every day.
We’ve surpassed revenue records multiple times and created an atmosphere of gritty professionals who strive to get better every day.”
What opportunities are there for professional growth at the company?
Our professional growth opportunities are why I’ve been here for two years and have no interest in seeking other jobs. I started as an account executive, moved up to a senior account executive and am now one of the top performers in the company. I also joined the culture committee and am now the president. Some of my fellow colleagues have started as sales development representatives with no experience and are now senior account executives.
Heather Wilson, Sales Development Representative
Heather Wilson is responsible for prospecting new companies each day to gauge how happy they are with their snack and office culture and determine if they would be a good fit for SnackNation.
BEYOND WORK: Heather practices yoga sculpt.
Tell us about a time you provided value to a customer.
I spoke with a facilities manager who couldn’t get his employees to buy into the healthy snacks he ordered. We were able to give him healthier versions of the chips and cookies his employees loved. It was a win-win. He’s able to provide healthier snacks that will keep his employees energized and they get an exciting variety of the snacks they love.
She let me put time on her calendar whenever I needed advice and gave me the tools to be successful.”
How does your team support each other
When I was new, my manager noticed I had been struggling to sound like myself on the phone. He set aside time for me to meet with an account executive similar to me. He knew we could connect on a personal level and that she could help me find my voice. She knew exactly how to help. She let me put time on her calendar whenever I needed advice and gave me the tools to be successful.
Do you have any special team traditions?
At our all-hands meeting, we do crush-it calls, where anyone can highlight someone who has lived out our core values. We’ve recently started doing it on our sales development representative team, too. The first time we did this, I had an overdue “crush” for a friend on the team. I had noticed all the hard work he had been putting in but I was too nervous to speak during the company-wide call. I was able to give him the recognition he deserved at our team meeting. Afterward, he gave me a hug saying, “You have no idea how much that means to me.” Nothing can beat that.
