Healthee Leadership & Management

Tell us about your journey into sales management. What specific roles, networking opportunities and/or projects helped you get to where you are in your career today?

My first sales management position started at a large tech company, where I was promoted based on sales performance. I started out as a “coach,” where I learned the power of relationship-building with your people. Later, I went on to lead in tech retail and led the grand opening of a location. In the benefits space, my path looked a little different. I had to work to position myself properly, becoming a subject matter expert in several areas where my peers essentially assumed me as their leader. 

In a recent senior leadership role, I sent a cold cover letter and my resume to the chief operating officer. There was no job requisition open at the time, but I spelled out exactly what stage of the company they were in, the challenges they were likely facing and how I could solve those issues for them. I was hired within 30 days. I would say my path took unique turns in that I had a willingness to be a coach, share my playbook and add value for people even when I didn’t know how it would benefit me. It turned out that it did though because I naturally assume leadership responsibilities before it’s in my title.

What advice, skills or best practices do you find most valuable in sales, and how do those things translate into sales management?

I find the best practice in sales that has always served me well is taking ownership. I view a territory, store, team or anything else as my own little company inside of the broader company, where I emphasize accountability, results and knowing your market. This level of ownership translates into leadership and keeps me and my team aligned and motivated. Additionally, just like no prospect is quite the same, no sales person on your team is the same. There’s a leadership motion just as much as there is a sales motion. I build rapport and discover things about my team consistently and show them that I know them, just the way I would with a prospect.