“Being able to this coaching into action and seeing the results really helps me stay engaged and focus on getting incrementally better as a sales rep.” – Reva Pellerin in today’s Tip 695
What gets you excited?
Join the conversation below and connected with Reva on LinkedIn.
Reva Pellerin on LinkedIn
Sales Career Panel from the 2018 Sales Success Summit
Individual Contributor Path Panel from the 2019 Sales Success Summit
Sales Leadership Path Panel from the 2019 Sales Success Summit
Alternative Paths Panel from the 2019 Sales Success Summit
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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 from Reva Pellerin, Reva has over ten years of sales experience. After building both SMB and Enterprise skill sets in sales at Vidyard, Reva shifted to coaching the next generation of modern sellers. Most recently, Reva has returned to a Commercial AE role at Vidyard, helping prospects and customers incorporate video into their strategy. Here she is:
Reva Pellerin: My tip is all about figuring out what excites you and then getting out of your own way. Once I did this, I was able to make a move some may view as backward because I was honest with myself about what I wanted in my career. And I tweaked my internal dialogue to build my confidence with this decision. So this tip is for anyone who may be considering a move that others would deem as backward or lateral.
For some context, I started out my career in business development about 10 years ago, and really had my heart set on moving into a management role eventually. Things changed and I sort of fell into a sales role as an individual contributor. And throughout my years, as a sales rep, I’ve wondered if I would enjoy doing something different.
Mainly I couldn’t shake the feeling of being an imposter in sales and having a negative internal dialogue. And the biggest challenge that this created for me was I couldn’t internalize feedback when it was given to me for what it was. Instead of taking the feedback and stride and incorporating it into my process, it would feed into my lack of confidence. And opportunity to move into management presented itself to me when I returned from maternity leave and so I spent the last 14 months leading one of the business development teams here at Vidyard and this distance from being an individual contributor, it gave me the perspective I needed to figure out what I really liked to do in a day-to-day job.
The biggest thing I found was I really missed being close to the sale. And this came out through the regular coaching I would do with my business development reps on my team who were aspiring to be AEs. I found that I missed actually putting these skills into action.
Another perspective I gained from moving into a management role is I learned a lot about giving feedback well. The importance of feedback for reps who are growing in their role and understanding where genuine feedback comes from. And it really made me realize that I was taking the wrong things out of the feedback that was given to me when I was around. It also made me realize how important feedback is and how helpful it can be when you take it for what it is. And it can help you hone your sales skills.
With this new perspective on feedback, I was able to get from moving into a management role, I realized that I really missed closing. And so moving traditionally forward into, from a sales rep role into a management role, this naturally feels like progress. And so with that move, I really didn’t have to ask myself too many questions to feel like it was the right thing for me? Moving from a management role back into an individual contributor role. However, it is not so traditional. And so it forced me to ask questions about what would be different about my mindset now as a sales rep, why did I want to do this? And so once I could answer these questions, I felt really excited about my move back into an individual contributor role and the opportunities that it would open for me.
Now, with this change in mindset coaching, I get from my manager from my peers is one of my favorite parts about being in sales and being able to this coaching into action and seeing the results really helps me stay engaged and focus on getting incrementally better as a sales rep.
I hope this reflection can help others who might be looking to return to a role they were already in and feel confident about that decision you’re making if it is the best one for you.
Scott Ingram: To learn more about Reva and connect with her on LinkedIn, just click over to DailySales.Tips/695 I’ve also included links on that page to a series of panel discussions from previous Sales Success Summits where we really dug into the sales career path options, the pros and cons of moving into leadership and more. So if you find yourself at that type of intersection like Reva recently did I think you might really appreciate those conversations.
Once you’ve checked that out and connected with Reva. Be sure to come back tomorrow for another great sales tip. Thanks for listening!