When did you know you were on the right path in the specialty retail industry?
I had some great struggles early in my sales career. I started and closed a few industry-related businesses and worked for some great run specialty stores in the early 90s, but my career really didn’t take off until I took a job with Mizuno in 1998 to help them launch their Wave Technology. I worked with an unbelievably great team of people that was committed to a singular goal of success. There were years upon years of 6-7 day work weeks, but I look back at my experience there as career-defining and massively rewarding.
What’s your favorite part of your job?
I love helping others reach their own personal and professional goals, while learning from younger reps and feeding off of their energy. Our ability to harness their energy and put it to use for our accounts and directly at the consumer level is very satisfying.
What’s the most valuable lesson you learned through Mann U?
Learning how to communicate with others that are not necessarily wired to communicate in the same manner as I am. We all see the world through different lenses, and understanding how others view things is essential in communicating with and understanding them.
Give us one pointer in developing a genuine relationship with your customers.
“Must be present to win.” It’s a simple business mindset that transcends just showing up for an account visit. It means doing your homework and showing up prepared. It means being interested and understanding the overall goals of the account you’re meeting. It means knowing and understanding the personal and professional goals of the staff on the floor. It means knowing and understanding what your own company goals are and how you can leverage your assets to support your account’s goals. It means being genuine and wanting to win for your account, and not just for your own personal gain.
What was your favorite part of working with the Mann Group?
I really enjoy the interactive nature of the Mann Group. They help get people out of their comfort zone through their role playing. I think that is an awesome way to teach.
I’d rather be… Exploring.