Empathy - My Sales Origin Story
I hope you share an example of empathy, share your origin story, leave a comment, or at least give a thumbs up if anything in this story resonates with you.
Several years ago, as a part of a leadership team, I led a necessary reorganization. I had to separate people from the company who were doing all the right things. There was no course correcting, coaching or goal setting since everyone was performing. Instead, a necessary change to position the company correctly. I had many tough conversations that day with great people we separated from the company.
That was the hardest week of my career. I lost sleep, felt terrible guilt and held myself responsible.
As we wrapped up the reorganization exercise on the white board, I was on the “safe” side of the board, but I noticed another leader more historical knowledge of the company and plenty of experience to fill my role. I will never forget the moment I erased my name from the “Safe” side of the whiteboard and wrote it on the “Other” side of the whiteboard. I inserted her name in my “safe” role running engineering and operations. As I sat down, realizing exactly what my action meant, the CEO stood up and wrote my name in the only remaining spot on the “Safe” side of the board under SALES.
I was mortified. I was an engineering and operational guy, not a sales guy! He calmly told me we would talk more, and he was 100% confident I could do the job.
Some of the lessons I learned that day:
1. Doing the right thing is usually clear and necessary. Sometimes hard and scary, but worth it.
2. Trust those around you. Trust your mentors when they believe in you.
As we rolled out the news it was tough but the days got easier. Many of those who left went on to bigger and better things. The company was able to continue the employment of many great people and position itself for amazing growth.
This is my sales origin story.
My background in engineering and operations has been helpful to my sales career. It taught me skills in leadership, processes, systems, quality management, and many technical skills. These qualities helped me build a successful sales leadership career. Subsequently I relied upon these skills to imagine, build, operate, grow then sell my own company. I am very grateful to the people who taught me so much, allowing for my success.
Trusting someone who believed in me allowed me to become a very successful salesperson and sales leader as well as business owner. I have been fortunate to teach, train and coach many great people in the sales profession. Watching others learn, grow and succeed is simply amazing!
Earlier this month, I was on the other end of one of these tough conversations for the first time. There were no issues, just a position that needed to be eliminated. Honestly, I had more empathy for the team that had to deliver the news and all those who had to make those hard decisions than I had worry for myself. I vividly recalled being on the other end of the conversation earlier in my career.
Please feel free to comment, share your origin story, an empathy story, example, or press one of the little reaction buttons. By doing so, you may help me reach someone pivotal to my next adventure. Many thanks in advance!
If your organization needs a professional sales leader and/or coach on a full time or consulting basis, please reach out. We may have a fit, we may not, either way, its OK!