My Journey: Mentorship, Leadership and Performance

Welcome to the latest edition of our newsletter.

I wanted to share a pivotal journey in my career, one that taught me invaluable lessons in leadership and peak sales performance. It all started with a phone call that changed the trajectory of my professional life.

?? The Call That Changed Everything

Several years ago, I was working for Grainger, a distributor of MRO (maintenance repair and operational supplies) in a national account role. That's when I received a call from a headhunter, inviting me to interview for a technical sales representative role at a plumbing manufacturer. I had never heard of such a role, and technical sales was a realm unfamiliar to me. However, I was intrigued, and I embarked on an interview journey that would shape my career.

??? Creating the Blueprint

Upon joining the company, I was tasked with a groundbreaking mission. No one had done technical sales at this manufacturer before. My boss, Randy, the Vice President, entrusted me to create a plan. I dove deep into analyzing the competition, the marketplace, and understanding every facet of the field we were entering. I set clear goals and objectives, built a robust opportunity pipeline, and established a roadmap for the next one, two, and three years. What was incredible was that Randy didn't just hand me the plan – he entrusted me with the autonomy to shape the entire process.

?? Launching into the Unknown

The products I was to represent hadn't been fully launched yet. I worked closely with our product managers, learning everything I could and sharing insights from the field to solve additional challenges. Once the product was launched, we embarked on a journey that took us across North America, presenting to engineers, architects, and associations. I positioned myself as an industry expert and shared my knowledge with my partners. I built a sales pipeline, which I fondly called the "Three Pillars," and collaborated with manufacturers' reps, factory reps, and various stakeholders. Within a year and a half, I was promoted, and I began building a team of my own. It felt like entrepreneurship within a company.

?? The Three Lessons I Carry Forward

During my five years in the business, I learned three critical lessons that continue to guide me.

1. Leadership and Trust: Randy's trust in empowering me upfront, without questioning my abilities, was the foundation of our success. Trusting and supporting your team members to succeed is paramount.

2. Planning and Strategy: Meticulous planning, goal-setting, and strategizing are the cornerstones of any successful sales initiative.

3. Opportunity Pipeline and Accountability: Maintaining a robust opportunity pipeline and holding all stakeholders accountable through regular meetings is the key to driving new incremental revenue results.

?? A Mentor's Impact

These lessons in leadership and peak performance sales mindset were made possible thanks to Randy, my mentor. His unwavering trust and support throughout this journey have been a beacon in my career. I'm deeply grateful for the opportunity he provided and the lessons I carry with me.

As you navigate your own career, remember that growth often comes from stepping into the unknown, taking calculated risks, and having a mentor who believes in your potential. The right blend of trust, planning, and a robust opportunity pipeline can lead to extraordinary results.

Best Regards,

Chris Atwell

Peak Performance Sales & Mindset Coach