Fireside Friday with Amy Slater
This is our interview with Amy Slater, CEO of Amy Slater Consulting. You can follow amy at @AmyVSlater.
Sales Assembly: What's your current role and what does your company do?
Amy: I'm the CEO and Founder of Amy Slater Consulting. I have 25+ years of leadership and global sales experience, with a focus on customer value and expertise in business. In addition to sales strategy and operations, I am a motivational speaker/author who provides transformational, executive coaching services to create an integrated life fueled by positivity and authenticity.
Sales Assembly: Give us your quick background in sales.
Amy: Most recently, I was the SVP of Sales Operations for TiVo after being a sales leader across the enterprise technology sector. Prior to TiVo, I held Leadership positions at AT&T, Cisco, and Salesforce.com.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Amy: Turning around a large sales organization that was underperforming and ending the year over 100% of plan. We ended up as the top performing region in the company.
Sales Assembly: What's the best piece of sales advice you've ever gotten?
Amy: It was from one of my mentors from Cisco. He told me that you cannot simply rest on your laurels and accomplishments. It is up to you to make sure that you establish your personal brand so that people both internally and externally know what to expect from you. This is critical in building trust with colleagues and customers.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Amy: How to handle all of the data technology affords us. There can be a misperception that more is better. Often times, sales professionals overuse technology in their pursuit of sales which can turn off the buyers. Never forget the importance of building trusted relationships. This comes through active listening, compassion, and patience.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Amy: There are a number of thought leaders who are helping promote the idea of Sales Professionals, not just sales reps. I think Artificial Intelligence is going to help us become better predictors of outcomes and will help us leverage the massive amount of data that we've been collecting over the last decade.
Sales Assembly: What's the best sales book you've ever read?
Amy: To Sell Is Human by Daniel Pink
Sales Assembly: What role does social media play in sales?
Amy: Social Media should be used as an enabler for sales but it should not replace good old fashioned communication and relationship building. Use social media to establish a point of view and share this point of view within your sales community. It is important to stand for something.