Are you coachable? That’s the first thing I look for in a potential sales team member. To me, being coachable means that you listen and then you immediately do it. So it’s two things: you’re listening, and you’re acting on what you’ve learned.
The next thing I ask is, are you a culture fit? That culture fit comes from our values: excellence, positivity, initiative, collaboration, and fun. Everybody talks about company values—every company in the world. The difference is that we live and breathe these values, and I think that’s pretty impactful.
This is a sales role. We are results-oriented. When I talk about being results-oriented, I don’t mean revenue trumps everything. Revenue is a product of somebody doing the right things from the get-go. The most successful people here understand that there’s a process to meeting our goals. It’s more important, though, to understand why that process exists. Our process exists to help get to the end result.
I also look for people who are motivated both externally and internally. When someone joins our team, I like to see the leaders on my team help them succeed. But there’s also something to being self-motivated and driven. I want to help people understand the type of person they want to be and how they can become that person in a sales role. That helps motivate them. But that motivation can’t always come from the outside. Part of that motivation has to come from within.
Knowing yourself is a really big thing. You need to know what you’re good at. You need to be able to reflect when you fail and to reflect when you win. The more you know about yourself, the better off you’ll be. I like to say once you know yourself, you can then grow yourself. Once you’re growing yourself, you then have the ability to influence others. When you know yourself, grow yourself, and influence others, you actually become a leader.
Now, we can think of leaders as the people who sit on a leadership team, but I don’t believe in that. I think that you can lead an organization from your seat—as an individual contributor. It doesn’t matter who you are in the company; you can make a serious impact. At a small company like this, when you do an awesome job, the impact is felt by everyone. Not just five people who sit next to you, but by the hundred people throughout this company. They see it when you succeed, and they see it when you fail, which I think is motivating.
We encourage people to fail fast and fail often because we believe that is the best way to learn.