Finding Purpose & Embracing Change with a Special Guest

Whether you’ve been in sales for 30 years or 3 months, you may not know it but chances are you have the ability to inspire others. At a recent sales networking event we met?Alyssa Balletta, a newly employed salesperson at Tagwall, an architectural wall manufacturer. Once Alyssa shared her professional journey with us and what she has been doing to get new customers, she inspired us to share her story. We have decided to devote July’s Sales Mastery Monthly Newsletter to all those new sales professionals with the hopes that Alyssa’s story will inspire you too.?

What led you to teach and what skills did you learn that you see helping with your sales career?

My passion for teaching started at a young age when I began helping my younger sisters with their schoolwork. As I got older, I started going door to door throughout my neighborhood asking parents if their child needed an afterschool tutor. I began a tutoring group in my neighborhood which led me to join education classes when I began High School. I loved making a meaningful difference in children's lives so when college came around it felt powerful to pursue a degree in education. The skills I learned throughout college, student teaching, and working at multiple school’s post-graduation go hand in hand with sales; being personable, having great communication/presentation skills, being an active listener, being able to be adaptable, and having patience and persuasion.?

In addition to money potential, what are other reasons you decided to make the switch into a sales role?

My decision to leave teaching was not easy, as it was my passion and all I knew my whole life. I felt stuck and did not see a future for my career. Unfortunately, the low pay, lack of support, burnout rate, and work to life balance were all huge factors of me leaving the field of education. The combination of my drive to grow business (even as an after-school gig) combined with how important it is to have an impact on others is what led me to switching my career to sales.?

What is your new job role and what are your responsibilities?

I now work as an Architect & Design (A&D) Specialist at Tagwall. Tagwall is one of the largest New York-based, architectural wall manufacturers, with a national footprint that continues to rapidly expand. Some of my responsibilities include: growing current and new client relationships, educating A&D firms on Tagwall’s products and services- which includes my new initiative to roll out an approved AIA (American Institute of Architects) educational presentation to support AIA members with meaningful CEU (Continuing Education Unit) requirements.?

Who has inspired you in your current role and why?

There are so many people at Tagwall that have worked in the industry for years and have so much experience. From the first day I started with our firm, it was clear that there are endless complexities within our business and the market we serve. The constant mentorship I receive from my team has been critical. Leading the sales & market growth,?Jon O.?and?Nicole Freilich?have both established their careers in this market. They have had first-hand experience with navigating the challenges that I have already faced in my short time in sales. They often give specific examples of how they handled situations - citing failures and “shortcuts” to success- i.e. boiling down what really matters, simple things like consistently showing up, getting to know people on a meaningful level, and finding ways to bring real value. Nicole began working with Jon at 22, at the start of her career, similar to me; together they offer invaluable insight into how I should approach structuring my day and where to focus my energy. It’s been made clear by their continued example of how important building genuine relationships is in our business. They encourage me to learn how to navigate through experience, not trying to learn everything until I feel ready, and simply just showing up. For example, bringing cupcakes to a firm on a Friday to show you actually care.

Talk about the challenges and opportunities you see in your role

Today, in sales there is a lack of people showing up in person, calling and being present. I believe the balance of being able to work remotely is important and can have its benefits. With that said, there is nothing that replaces actually meeting a person… in person! There are nuances that occur- like non-verbal communication around a topic, ones which can’t be received at the same level if not physically together. I’ve also learned the most from situations in our office that I wouldn’t be able to log onto- such as overhearing a colleagues’ presentation to help shape mine. People seem to also really appreciate it when I come to their office, even if it’s just a brief introduction in person - especially those who are obligated to be there on a summer Friday!?

Through all of the stories my colleagues have shared, a lot has changed through the years- technology certainly has, top firms have merged, or even dissolved… but the tight connections and true relationships seem to only get stronger. They all seem to actually be the ones that get each other through the hard times- for example making an impossible project happen because of their long-standing history; or helping place a close connection in a new position or company. Overall, showing up, showing someone you care and making connections in person, and forming genuine friendships is what I've learned to be key to my sales experience.?

With that being said, some challenges I see in my role are connecting with people that have other stronger relationships built over time. Since I am so new to this field, I have noticed that it seems everyone knows everyone and there are strong relationships already formed which can be intimidating. You almost feel like the new kid at school trying to make friends. Another challenge I have noticed is getting people to answer their phone and wanting to meet with me in person when it doesn't seem to directly benefit them at the moment. This can make showing up somewhere hard to do. Lastly, finding the fine line of being a good salesperson without being annoying/overbearing has also been a challenge as I do not want to make people feel overwhelmed.?

Why do you love sales?

I love sales because every day is a new learning experience. There is a continuous growth and development that feels fulfilling to me. I love interacting with different people and learning through their experiences as well. In my short time at Tagwall I have met so many great people that are already opening up doors and bringing me in further. When you are working alongside people who have such strong relationships it is motivating to create those strong relationships yourself.

Alyssa's story holds a multitude of valuable insight and sales lessons that we think everyone can learn from:

1. Passion and Purpose:?Alyssa’s journey showcases the importance of aligning passion and purpose with one's career choice. When you genuinely believe in the value of your products or services, you can communicate your enthusiasm to potential customers more effectively.
2. Transferable Skills:?Transitioning from teaching to sales, she recognizes the transferable skills they acquired along the way. It highlights the significance of recognizing and leveraging skills from previous experiences that can be valuable in a new role.
3. Relationship Building:?Building genuine relationships is a core aspect of sales success. The mentorship and examples provided by experienced colleagues emphasize the importance of forming connections, showing care, and fostering long-term relationships with clients.
4. In-Person Interaction:?While remote work has its benefits, face-to-face interactions still hold significant value in sales. Non-verbal communication and nuances in conversations can be better understood in person, and meeting clients in their offices can leave a lasting positive impression.
5. Overcoming Challenges:?The story mentions challenges faced by a new salesperson, such as breaking into a market with pre-established relationships. It teaches the importance of perseverance, finding creative solutions, and not being discouraged by initial obstacles.
6. Continuous Learning:?Sales is an ongoing learning experience. Embracing a growth mindset and continuously developing skills is crucial for staying relevant and successful in a competitive sales environment.
7. Balancing Persistence and Respect:?Striking the right balance between persistence and respect is important in sales. Avoiding being overbearing while still staying determined in following up with potential customers is a delicate skill to master.
8. Creating Value:?Demonstrating the value of products or services to customers is a fundamental principle of sales. Understanding the needs of clients and offering solutions that bring real value to their business fosters trust and long-term relationships.
9. Networking and Referrals:?Building a strong network and receiving referrals from satisfied customers can be invaluable for a salesperson. These connections can lead to new opportunities and help overcome initial challenges.
10. Embracing Change:?Alyssa’s willingness to adapt and switch careers showcases the importance of being open to change and embracing new opportunities that align with one's interests and aspirations.

Overall, her story emphasizes the significance of being personable, building genuine relationships, and continuously learning and growing in the sales profession. It illustrates how passion, persistence, and adaptability can lead to success in the sales industry.

Co-Author: Eric Mainthow