This is our interview with Ben Brockland, Head of Sales at DataFox. You can follow DataFox at @datafoxco.
Sales Assembly: Give us your quick background in sales.
Ben: My first sales experience was being an entrepreneur in high school and college (not a tech entrepreneur but very blue collar work). After starting and failing to build a tech company after working in finance for three years, I realized I needed training because I had no idea what best practices were so went out and got a job at Salesforce. Then, I left Salesforce to join DataFox three years ago as the first revenue producer with hopes of growing the team.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Ben: Hiring 15 great people into the organization.
Sales Assembly: What's the best piece of sales advice you ever got?
Ben: Take risks when you're young because worst-case scenario you have to start back at zero but a lifetime to catch up. - Advice from my dad.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Ben: The biggest challenge is realizing you'll be working for 30 years and trying to navigate near-term opportunities paired with a long-term view on skills acquisition.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Ben: Yes, I have 5 folks I stay in touch with externally. They've taught me a ton but it's all situational, when I come up against something I don't know the answer to I try and understand outsiders' perspective then make a move.
Sales Assembly: What's the best sales book you've ever read? What are you reading now?
Ben: It's not a sales book but Endurance about Ernest Shackleton. Great reminder on the value of pulling together the right group of people.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Ben: I don't read many, I'm generally trying to decrease the flow of information to focus.
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Ben: Stick out the hard part.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Ben: Despite massive growth in "inside sales," we'll continue to see pressure on getting into the field strategically.