Fireside Friday with Chad Schneider
Sales Assembly: Give us your quick background in sales.
Chad: I have been in sales since I started a college internship back in 2002. I started recruiting and developing teams very quickly in my career and led my first team by 2004. Since then, I have had direct teams, influencing larger territory teams where I would influence leaders who had direct reports. I have built out several different channel strategies for various companies.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Chad: I piloted a role for a Fortune 125 company that ended up turning into a national role that every market operation was required to have. Getting in the trenches and turning nothing into something scalable at that level was an incredible accomplishment, and one I will never forget. I was with that company for 14 years and helped developed that entire role and channel for many years.
Sales Assembly: What's the best piece of sales advice you ever got?
Chad: Every prospect is human. They put their pants on one leg at a time, and, if you treat them like humans, they will respond in kind. We often get ahead of ourselves and psych ourselves out in a sales process. Prospects are humans and not scary, unless you make them that way.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Chad: The noise that everyone faces daily is the biggest challenge. Emails, texts, calls, social media, TV, radio. We live in a world where there is no resting, and you are expected to be on 24/7. More and more, vendors and automation are taking over. You overcome this by staying persistent and following up. Most salespeople give up after a handful of calls, where it is proven that by staying focused, doing homework and showing that you have a clue about your prospect will bear results. Persistency and hustle will always bear successful results.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Chad: I have been fortunate to have mentors in my career who have taught me many, many things I hold dear. They taught me to follow up, to treat people like humans and sales methodology that still rings true today. They taught me that if you wait for success, you will be waiting and that creating motion and emotion will drive results. I have read many books on sales and been to many seminars. Most of them say the same thing - they just have a different wrapper.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Chad: The Challenger Sale. Currently reading Unbreakable by Tony Robbins.
Sales Assembly: Best sales or business-related books, articles, podcasts or newsletters?
Chad: I subscribe to quite a few newsletters, especially in the insurance industry. From a non-insurance, overall sales standpoint, I would say I am a classic guy: Tony Robbins and John Maxwell still are two of the best.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Chad: Be an open book. Leave your assumptions at the door, and be open to being uncomfortable. That is how we grow. Seek the most successful people and buy them a coffee, lunch or a beer to pick their brain about how they became successes. Sales success is a marathon, not a sprint. Just when you think you are going to give up, push harder.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Chad: The ability to stay relevant in an automated, AI world is something that I feel companies are working on and struggling with. How do humans compete, stay relevant and continue to thrive.
Sales Assembly: How do you start each day?
Chad: Get your mind right each day and incorporate meditation. It might sound hippy dippy, but all of the greats do it. By going into the day with the right mindset and the appropriate goals to accomplish, you will stay on track and focused.