She was really good at finding the individual strengths and she managed each person in accordance to that. So she didn’t try to manage her whole group of sales people the same which I thought is probably why we were so successful as a team because not everybody’s the same and everybody has their different styles especially in sales and that would be my biggest thing for managers is to find out what your your team’s strengths are and help that individual really pull those strengths out and focus on what makes them unique and what drives them.
I sat down with both groups individually. All the top people that run the group to say you know how can I be more involved. How can you know how can DPOE be on your weekly newsletter, or what do I have to do to get my name in front of everybody and they’re willing to help you do that. I think if you join a group and they’re not willing to how we get your name out there move on and find a group that will because they’re out there. And I think that’s important to surround yourself with these groups that also want you to be successful. And most importantly want to connect their members to other members. You’re joining a group where the members don’t care if you’re a member or not. To me that wouldn’t be a beneficial group. I’m looking for people who are part of these groups because they want to connect with other like minded people in Chicago who want to be part of these groups and want to get out there and do business with people who do business with you and want to make sure that if I give you a referral or whatever that I’m also going to get referral return that there’s no one way streets here. It’s everybody just wanting everybody to be successful.
First of all if you’re just starting out you have to go to every single networking event that you can find. And I say that because you need to find out what the group is about. Who the group draws if it’s going to be beneficial for you and if it’s not, leave it, like if the people that are there aren’t going to help you get ahead in your career if they’re not the type of people you’re looking to connect with. Don’t go back and focus your efforts on finding those groups that will. It’s not going to happen overnight. But you just have to put in the work . You have to hustle. You have to hustle and you have to be out there finding these groups that work for you and to make sure that they’re going to give you the kind of support that you need in order to put your name behind these groups in the first place. I think that’s huge if you can find those groups that work for you. Stick with them. But you know you’ve got to make sure that you put in the time and you put in the effort and the research to make sure that the ones that you’re picking are the ones that you need to be a part of.
I’m not sure exactly how much of it comes from networking. I would say that’s probably my second highest way that business comes in is through networking. Phone calls first then networking. Just want to make sure that people know phone calls are still important.
Well you just have to remember that it’s nothing personal. They’re not saying no to you because they hate you especially on the phone. You know you maybe you just caught them at a bad time. And you know they’re too busy or let’s say you’re getting a no because it’s an instant reflex for people. It’s kind of like you know when you go into a store and a sales person comes up to you and ask s if you need help if you’re looking for anything specific most people’s instant reaction even to this person is no. No, I’m just looking. So they could just be that is that that’s just their instant reflex. So you just have to gauge OK, is this an instant reflex. Why am I getting this No? I think once you can figure that out it helps you get past them a little bit easier. Not always because you know a no is still a no, but that doesn’t mean no forever. That could just be no for right now.
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I think when you reach a point in your job where you can take your skills take the respect that personal brand that I have at Wiley that personal brand exists outside of your work universe. And I think if you can find ways to give that back in other parts of your community. My big thing right now is women empowerment and leadership for young girls. Probably a lot to do with the fact that I was a former high school teacher. And if I can do that I’ve seen myself do it at Wiley and I want to do that on a broader scale in my community as well.
Treating people with respect. It sounds crazy to say I don’t think people give of themselves enough. I know a lot of great salespeople that are you know lone wolf so to speak and operate on their own and don’t share. I think that’s a crime. There is so much to share and to give to other people. And I find the more I give the better I am at sales without a question because the more confident I am.
If they want to break through and be great I think they really need to start looking at this question. Is it a job for you or is this your career? And I think that’s a huge question. I decided a long time ago that sales was going to be my career. I think there’s too many people that stay in jobs for too long and say it’s my job. Not that the word job has such a you know bad reference, but I think for some people it’s just a thing that they have that they make money and that they provide for their families or do what they need to do in life. So I think they need to ask themselves if this really is your path. And it’s a career and you want to stick with it. I would suggest for those people to read more get more active maybe join some sort of leadership circle maybe read more connect with people who have that success. And ironically even connect with people outside of their industry I think too long so many people just take on well I talked to so-and-so and they’ve been doing this for so long. But to talk to somebody that might be selling a service instead of a product or vice versa something different that you can gain ideas. And then secondly they might need to ask themselves Scott should I be doing this anymore here. What is it that you think has stopped you from being great and meeting that success. Because maybe you’re not getting to these drivers and maybe you just don’t want to be there anymore.
I would first tell them to be patient to be extremely hungry and really a big one that I think a lot of people forget about Scott is to be humble and to really look at other people not just where they work but other people that they know whether it’s in a sales job or something else about how they gained their success. And to talk to those people and walk right up to them. That was one of the things I did early on when I started Wiley is I found out who were the leaders and the drivers of sales success in our company. And I walked right up to them and I just said and one of them is Mary Jo Mackesey. She’s absolutely amazing. She’s been with Wiley a long time I said I want to be around you. I want to know what you do and I want to know how you do it. And she was kind enough for many occasions that we’ve had great conversations and were personal friends to this day but to seek those people out even if it’s uncomfortable for you