“I think having quick decision making internally at critical moments is important. ” – George Penyak in today’s Tip 171
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the most recent Sales Success Stories interview that just released today. This is the first time I’ve gone back and done a second round with a previous guest. In my first interview with George Penyak way back in episode 9 he was the #1 Regional Sales Manager at Restaurant Technologies and I did a unique interview with him and the top performing sales executive on his team. About a year and a half ago George moved back into an individual contributor role on their national accounts team and once again is at the top. Here’s just a short excerpt from our conversation:
George Penyak: Well, I was a local S.E. Let’s say you’re trying to get a deal done and you’re having trouble with finance or you’re not on the same page with your local Ops manager. You know, sometimes you would tend to hold those in and just try to fight those battles. You know, just on the front line. And that’s not a bad thing either because you don’t always want to bring just problems to your manager. Now if I have any trouble internally or I’m trying to set something up, either with finance or changing the ways we do something operationally for a customer, I bring that up front to my manager as soon as possible, but I also bring it with a solution and I think that’s a big difference than what I did before. You know what you do before and I think you see a lot of new reps and local reps if they’re having friction, they either deal with it and not tell anybody, they just try to handle it or they just bring the problem to their manager. They don’t really bring a good solution and having the management experience. Now if I have a problem, a lot of times I’m a more equipped to handle it because I have a much better internal network than I had before. I have a much better understanding of the business, but also if I’m not equipped to handle it myself, I’m very quick to bring it up. But I also bring what I think a strategic solution would be to the problem and that makes my manager’s job a lot easier. It makes him more efficient and it makes me more efficient as well because I think, you know at the national level you’re working big deals and they take time. And I think having quick decision making internally at critical moments is important. And if I’m not slowing my manager down and I’m handling some problems myself because I have a much better understanding of the business, that’s going to make us all faster. You know it’s been great, it’s been refreshing coming back into the direct contributor role and it’s been a lot of fun. You know, but there’s some things I missed but there’s also a lot of things I love about being back, you know, contributing directly.
Scott Ingram: If you want to hear more where we talk a lot about managing your sales career and George’s lessons from having recently worked both as a top performing sales leader and quota carrying seller, hop over to the Sales Success Stories podcast for our full hour and a half long conversation in episode 72 of that show.
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!