Fireside Friday with Brad Hainer
Sales Assembly: Give us your quick background in sales.
Brad: I led sales teams across multiple industries from industrial manufacturing to tech. Most recently, I dedicated seven years to DocuSign as AVP of Commercial Sales, building and leading several teams focused on new logo and customer up-sell revenue. Recently, I joined BenchPrep to help continue its rapid revenue growth and further build out the revenue engine.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Brad: Seeing team members promoted from my teams into leadership roles.
Sales Assembly: What's the best piece of sales advice you ever got?
Brad: My boss and the company CEO at a startup once answered a question I asked him: "Brad, you have all of the information I have about this topic...my decision would be no more informed than the decision you will make...so you make the call and if it ultimately ends up being the incorrect decision, we'll just step back and go in a different direction."
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Brad: The rapidly changing technology of prospect/customer engagement options is the biggest challenge and can cause seller paralysis. The solution is to stay true to yourself and pick (and stick to) a method until you're positive it doesn't work...then drop it and move on quickly.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Brad: The CRO of DocuSign, Loren Alhadeff. He's youthful, ambitious and clearly very, very successful. He leads through his actions and takes time for individual and personal engagement with anyone who is interested in talking with him. He always takes time to truly connect on a personal level with everyone he comes in contact with. I've learned this is such a critical trait of a successful leader.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Brad: So many, so many...two most impactful to my life: 1) Leadership and Self-deception 2) Start with Why. Right now, I'm reading The Dichotomy of Leadership.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Brad: The Brand Called You is a 20 year old article (I think it's now a book) that forces everyone to slow down and think for a moment. I love the messaging in This is Water (yes, it's both sales and business related).
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Brad: Grind early. Do the hard things first. Don't worry about what others are doing, just focus on how you are improving each day.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Brad: We're still in the infancy of the subscription model. Sales methods will rapidly evolve over the next 10 years.
Sales Assembly: What do you look for in a good sales candidate?
Brad: 1) Competitive, 2) Able and willing to up-level the people around them and 3) Passionate about life and their role to do more tomorrow than they did today.