Jono Clegg is a former member of the Great Britain Rowing Team who competed in the men’s lightweight coxless four events at the 2016 Summer Olympics. Since the Olympics, Jono has pursued a career in sales within the medical device industry. This niche industry is responsible for an enormous amount of products, ranging from surgical gloves to artificial joints to imagine equipment. Jono works as a territory manager for Wright Medical Group N.V., a global medical device company focused on Extremities and Biologics. They deliver innovative, value-added solutions that improve quality of life for patients worldwide. They are a recognized leader of surgical solutions for the upper extremities, lower extremities, and biologics markets, three of the fastest growing segments in orthopedics.
In this episode, Jono talks about his transition from Olympic athlete to ‘sales athlete’ and details the common traits that allowed him to become such a successful salesperson. He breaks down his sales results since joining Wright Medical, including the double-digit year-over-year growth he has delivered. Jono identifies the three things that have attributed to this success, including a focus on work-life balance, building strong customer relationships and striving for constant feedback. Jono is an innovative thinker with a strategic mindset and a passion for connecting with people. These characteristics have contributed to him driving revenue as a top salesperson.
Jono takes the audience through a typical day in the life, from preparing a list of key tasks he prioritizes daily to his meal preparation. As a former athlete, Jono firmly believes that nutrition and health are both vital to successfully performing in business. Jono also speaks to the value he places on his weekly cadence. He plans out approximately ten surgeries per week that he advises on and ensures that his meetings are meaningful and impactful. Finally, Jono discusses his experience being married to a woman who is also in sales and the delicate work-life balance they both try to achieve. Jono employs a mentality of working to live, not living to work.
What We Covered:
00:24 – Scott Ingram welcomes to the podcast, Jono Clegg
01:12 – The top three things Jono attributes to his success
01:41 – Number 1: Work-life balance
02:57 – Number 2: Internal relationship building
03:59 – How being a member of an athletic team helped Jono build relationships in his career
05:57 – Number 3: Strive for constant feedback
06:47 – Jono talks about his role at Wright Medical
08:15 – Jono’s sales results
09:12 – The transition from the Olympics to sales
11:27 – Advice Jono would give to those looking to enter the medical field
12:32 – Jono explains his role as a Territory Manager
14:35 – What Jono would do differently in his career if given the chance
15:34 – Jono tells his favorite sales story
17:36 – Jono’s proudest accomplishment
18:32 – The importance of goal setting
21:05 – How rest and recovery were vital to Jono’s sales plan
22:57 – The most challenging part of sales
25:34 – The process of developing into a ‘sales athlete’
27:34 – Other elements of personal development
28:42 – Learnings Jono has taken away from the Sales Success Stories Podcast
30:31 – Jono describes a typical day in the life
33:46 – The cadence that Jono utilizes
35:29 – How Jono controls his surgical schedule
37:19 – The average number of hours Jono works in a given week
38:12 – The books and information that Jono consumes
40:07 – Tools and apps that Jono uses on a daily basis
41:03 – The sales philosophy that Jono subscribes to
44:16 – Jono’s sales style and approach
47:21 – An epiphany Scott had recently
50:05 – What motivates Jono
51:36 – Jono talks about his wife’s sales career and what that dynamic is like at home
53:52 – One of Jono’s beliefs that the average medical device sales rep thinks is crazy
54:36 – An average sales rep’s belief that Jono believes is crazy
56:40 – Advice Jono would give to an upstart sales professional, especially former athletes looking to enter the sales field
58:51 – Advice Jono would give to a sales person who is ready to make a change
1:00:15 – One thing Jono would like to learn about sales reps in other fields
1:02:32 – Jono’s actionable challenge to the Sales Success Stories Podcast audience
Read the full transcript & show notes →
Tweetables:
• “Why do I do sales? Why do I work hard? And that, for me, is to live well. And to work to live, not to live to work.” (01:51)
• “I try and fit in my passions into my structures.” (32:20)
• “I think it’s taken me a while to sort of get my style. I looked, when I first came into the business, at what top people were doing and tried copying. And, I quickly realized that you can’t copy. You’ve got to develop your own style and you’ve got to be your own person.” (44:39)
• “If someone tells me I can’t or won’t do something, then that’s what’s gonna drive me all the way until I reach that goal.” (50:58)
• “If you’re not changing, you’re standing still.” (1:03:02)
Links Mentioned:
Sales Success Summit
Daily Sales Tips Podcast
Daily Sales Tip Podcast on iTunes
Sales Success Stories Book
The Brutal Truth About Sales and Selling Podcast
Daily Sales Tips #11: Minimum Viable Habits
Jono’s Twitter
Jono’s LinkedIn
Meddpicc Sales Process Links:
https://top1.fm/meddpicc-sales-process/
https://www.swotanalysis.com/4244/MEDDPIC
Books Mentioned on the Podcast:
Shift Selling
The Challenger Sale
Legacy