Learning from the Top Cat: A Sales Journey Shaped by Mentorship and Perseverance
Introduction:
The trajectory of one's career is often influenced by the mentors who guide us along the way. In my early days as a sales representative in a startup, I was fortunate to be mentored by TC, a veteran salesman and a Vietnam War veteran. TC, or "Top Cat," as he was fittingly known, was not just a mentor but a pivotal figure in my professional development. His wisdom, coupled with my experiences in a 100% commission-based job, profoundly shaped my approach to sales and marketing.
TC's Impact:
TC stood out not just for his expertise in sales, but also for his unique charisma. He drove a red Corvette, an embodiment of his style and confidence. His military background had instilled in him a sense of discipline and resilience, traits that he brought into his sales techniques. One of his most memorable habits was the repetition of positive affirmations. Whenever asked about his day, he would reply with phrases like "Fantastic and Improving" or "Outstanding and getting better." This practice of positive reinforcement was infectious, and I soon incorporated it into my daily routine, finding it a powerful tool in maintaining a positive mindset.
Sales as a Numbers Game:
TC emphasized that sales was a numbers game – a lesson that proved invaluable. He would often say, "For every 100 doors knocked, expect 10 callbacks and 3 sales." This formula was remarkably accurate and became a guiding principle in my approach. It taught me the importance of persistence and not being deterred by initial rejections. Under TC's guidance, I learned to measure success not just by immediate outcomes but by consistent effort and strategy.
Record-Breaking Success:
The lessons I learned from TC were instrumental in my achieving significant milestones. I managed to sell the most in one month and secured some of the largest clients our startup had ever seen. One notable success was with the biggest supplier to all military bases in Texas. Through cold calling, I secured a deal to provide shade structures to these bases. Another major client was Funny Dealerships. I walked into Gunn Honda and spoke directly with Sean Gunn, leading to a contract that covered most of the Gunn dealerships. These accomplishments were particularly remarkable considering the job's 100% commission nature.
Mastering Digital Marketing:
Another critical skill I honed during this period was digital marketing. Twenty years ago, this field was still in its nascent stages, but our startup was ahead of the curve. We dominated digital marketing, leveraging online platforms to enhance our sales strategies. This experience not only contributed to our immediate successes but also equipped me with skills that were ahead of their time in the industry.
Conclusion:
Working under the mentorship of TC at a startup was a transformative experience. His teachings, combined with the challenges of a commission-based job, honed my skills in sales, negotiation, and digital marketing. TC's positive outlook, emphasis on persistence, and strategic approach to sales left an indelible mark on my professional life. These early experiences laid a strong foundation for my career, proving that mentorship and resilience are invaluable assets in the journey of professional growth.
