Tom Sienkowski is currently the top sales executive at Reeher, and has been for the last 6 years. He sells to higher education institutions which means he’s selling to a group of folks with no real compelling reason to change what they are doing and is selling them something they don’t realize they need. He’s selling organizational change and software is the vehicle to deliver that change. There are correlations for anyone selling into a tough atmosphere with a complex product to folks who love the status quo.
Tom has been in sales his entire career. When he was 14 or 15 years old, he was able to get a work permit and began working a job in retail sales in an outlet mall store that sold leather products. Through high school and some of college he continued this job. He then went to Indiana University where he had a sales job throughout the entire time.
As soon as he graduated wanted to stay in Bloomington, Indiana. He Got a job with Enterprise Rent-A-Car. He went through their management program and worked through the ranks. He then moved to Minnesota to be near his wife’s family.
Learn more about Tom’s experience, current role and sales expertise in this episode.
In This Episode
- Top 3 things to consistently be the top performer
- The best way to continue to improve
- Failing publicly
- Software as a vehicle to deliver change
- Changes Tom would have made
- Tom’s favorite sales story
- Tom’s biggest accomplishment
- What Tom has found to be the biggest challenge in his sales career
- Discovering the right place for you
- Understand the personas of who you are selling to
- The structure of Tom’s day
- Importance of preparation
- Tom’s sales style and approach
- Motivation
- Tom’s process
The Top 3 Things That Allow Tom to Be a Top Performer
- Passionate about what I do
- Industry knowledge
- He is not afraid to fail publicly
Tom’s Sales Results
In the last 6 years, Tom has sold close to 12 million in total contract value.
Resources Mentioned
The Challenger Sale
The Power to Get in
The Happiness Advantage
Tom’s Advice for Someone Just Getting Started
First and foremost, sell because you love to sell. It needs to be a passion. Make sure to find a company and solution you are passionate about. Don’t waste the important years of your life and career trying to fit into a mold. If it’s not the right fit there are many other things you can do and make a lot of money. Go and find that. You should want to learn and continue to improve throughout your entire career.
Tom’s Advice to Get Someone to the next level
Work harder and try to be the best. Ask yourself every night what you can do to be better and do better tomorrow. Self reflection is key.