Dayna Leaman, Senior Account Manager at Wiley – Building a Sales Career Combining Passion and Talent
Success is what happens when you combine your passion and your talent.
Dayna Leaman is a Senior Account Manager at Wiley Publishing with a consistently strong track record in sales. Dayna started of as a high school teacher, but eventually decided to pursue a different career path, and her job at Wiley allowed her to combine her passion for education and talent for selling. After almost 17 years at Wiley, she grown her territory from $2m to $4.7m and counts on constant consistent achievement as one of her strengths. Tune in to find out how Dayna achieved her level of success in a uniquely challenging field, and her tips for achieving sales success!
Shareable Clips & Quotes:
Characteristics of successful sales professionals
How to learn from the best
Retail Sales – Prepares you for being uncomfortable
How to build a better foundation for your sales career
Transitioning from retail sales to professional sales
Getting past being ignored
Sales Challenge – Wanting instant gratification
Leading from the field in sales
Listening and the value of taking immediate action
Having a sense of humor is part of the passion
Selling with a Noble Purpose
Dayna Leaman’s Sales Philosophy
“Discovering the issues they never tell you… There’s always something else”
Being a cheerleader vs having energy and passion
“What motivates me is knowing that I had a hand in their success”
Learning patience and getting sold on you
How to become successful in sales
“Is it a job for you, or is this your career?”
“The more I give the better I am at sales”
When you find success: Find ways to give back
Key Takeaways:
[:25] Scott introduces his guest for this episode – Dana Leaman.
[:43] What are the top three things that have contributed most to Dayna’s sales success at Wiley?
[2:56] Dayna mentions that she discovered these top three things through mentoring. How did that come about?
[3:58] What is Dayna’s role and how did she get to #1?
[7:30] Dayna quantifies her results at Wiley.
[10:48] What is Dayna’s background in sales?
[14:04] What would Dayna have done differently from a career standpoint if she were starting out again today? What recommendations does she have for someone looking to move from retail to professional sales?
[16:42] What is Dayna’s favorite sales story and what did she learn from it?
[19:29] From an accomplishment perspective, what is Dayna most proud of?
[20:35] What are the biggest challenges Dayna sees in those she mentors?
[22:03] Scott and Dayna discuss the benefits that come from being within a certain industry, territory or company for a longer time.
[25:36] What is Dayna’s biggest challenge?
[27:08] Dayna and Scott delve into the idea of leading from the field, or leading without being in management. Dayna shares a personal anecdote from her time in management.
[28:57] Dayna shares a little about her routine and what she does in her most productive window.
[32:50] Dayna does some preparation for the week ahead on Sunday. What does her Sunday look like?
[34:09] How does Dayna tackle a day on the road?
[36:39] What does Dayna’s sales cycle look like?
[38:33] What works for Dayna in terms of getting appointments with prospects? What channels does Dayna use?
[43:11] What tools or apps are crucial to Dayna’s operation and life?
[44:55] What does Dayna’s information diet look like?
[46:45] Which sales philosophy does Dayna subscribe to? How does she describe her style when it comes to sales?
[51:50] What motivates Dayna?
[54:04] What portion of Dayna’s business is from repeat customers vs new customers? Scott and Dayna discuss their experiences in this area.
[1:00:43] What is something that Dayna believes that the average sales professional would think is crazy, and vice versa?
[1:03:38] What have been the most important decisions or lessons that have helped Dayna get to where she is today?
[1:07:35] Dayna shares some advice for someone who is just starting out on their sales career.
[1:10:15] Be sure to register for the Sales Success Summit in May 2018.
[1:13:00] What advice does Dayna have for someone struggling in their sales career or looking to break into the next level?
[1:16:04] Dayna would like to know how other top sellers maintain a new lense on their business and push and challenge themselves? She shares the same about herself.
[1:18:55] Who is the most successful salesperson Dayna knows?
[1:20:05] Dayna is described as having one of the best personal brands. Why is that so?
[1:23:17] Dayna shares some other thoughts from the mentoring standpoint.
[1:24:53] Who are Dayna’s mentors? How does she treat mentorship for herself?
[1:27:49] Dayna challenges you to get outside of your comfort zone, and practice asking questions that make you uncomfortable.
Mentioned in This Episode:
Top1.fm
Influitive
Dayna Leaman on LinkedIn
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Sales Success Stories Podcast Episode 8: Percolate’s Jacquelyn Nicholson – Build Rapport, Build Success
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Sales Success Stories Podcast Episode 32: Top 10 at Paychex for 8 Consecutive Years – Ryan Alvord
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How to Raise an Adult, by Julie Lythcott-Haims
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Selling with Noble Purpose, by Lisa Earle McLeod
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Better Sales Networks, by Tuba Üstüner and David Godes for the Harvard Business Review
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