'Everything in life is a sale'

What do you do?

I help businesses and salespeople increase revenue through sales mindset, skills and activities.

What are your main tasks at work?

Everything in life is a sale — from getting married, to getting a job, to convincing your children to eat their vegetables, or securing funding from a bank or venture capital firm. You need to persuade others of the merit of your offer. Once convinced, they “buy”. We are all constantly selling our ideas — political, personal and communal. 

My main task is sharing the gift of sales. Businesses live and die by sales. Without sales, no-one gets paid. Everything after sales — marketing, human resources, finance, manufacturing, warehousing and logistics — is an expense. Sales is the only source of revenue for a business.

I inspire, motivate and deliver practical skills that can be tangibly measured. This includes training, conference speaking, consulting and team-building sessions.

What do you think makes you good at what you do?

I believe anyone can be good, but being great requires commitment to your craft. Malcolm Gladwell introduced the concept of 10,000 hours to mastery. I’ve been a student of sales — its psychology, processes and techniques — for more than 20 years.

What kind of leader are you at work?

I’m a transformational leader. I inspire, motivate and encourage others to grow, reach their full potential and exceed expectations.

What do you look for when recruiting for your team?

I look for commitment — to work, to family and to success. If someone lacks commitment in any area, they’re unlikely to commit to their work. I also assess trainability — can they learn and execute well? Work ethic is crucial too: will they do whatever it takes to achieve the results needed by the business, themselves and their families? Lastly, I consider personality and cultural fit.

What advice do you have for young people at the beginning of their careers?

Become the best at what you do, then become known for it. We all want the best oncologist, lawyer, spouse and children — why not the best salesperson, waiter or administrator? 

Outwork, outlearn and outperform your competition. Take on more responsibility than anyone else. When you’ve finished your tasks, ask your manager for more. Continue to learn about your industry and look for ways to increase profitability and efficiency. Strive to be a leader, not a follower. 

Find a mentor — a senior executive or someone who has “made it”. A good mentor will save you time and energy by keeping you focused on tasks that bring tangible results and help fast-track your success.