This is our interview with Adam Tuttle, Director of Sales (Australia) at ActiveCampaign. You can follow ActiveCampaign at @ActiveCampaign.
Sales Assembly: Give us your quick background in sales.
Adam: I helped start the ActiveCampaign sales team in 2015 after having been in several other internal roles for a few years. After nearly a year of selling full time, I started in a player coach role for the next six months until I was able to stop selling and move full time into sales management. Most recently, I've started working on building ActiveCampaign's new office in Sydney, Australia and developing a new local sales force for the APAC region.
Sales Assembly: What's your biggest accomplishment in sales or sales leadership?
Adam: Having reps that have work for me express their trust in me! Earning people's trust to be their advocate and to help them develop their career is an incredible opportunity to pour into others. Their trust is not something I take lightly.
Sales Assembly: What's the best piece of sales advice you ever got?
Adam: Be honest at all times. This advice was modeled and taught by my father. He's a minister so we have very different career paths, but the lifestyle he lives showed me the value of honesty in every situation. As I've been in sales, honesty has proven to lead to success.
Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?
Adam: Self awareness. There are a lot of reps (even good ones) who do not take the time to examine themselves and seek change. Identifying both good and bad traits is critical for success in sales. Take the good and make them better, take the bad and either kill them or create change quickly. In the fast paced world of modern day sales, waiting a few months to implement change can be the straw that breaks the camel's back in regards to success in sales.
Sales Assembly: Do you currently have a mentor when it comes to sales, or have you ever? If so, what did they teach you?
Adam: Yes, our VP of sales, Adam Johnson, is a great mentor. Before he joined our team in August 2017, I was on my own both trying to learn how to sell and also how to lead. It's been great having him around to learn from. Additionally, I try to learn as much as I can from other sales managers within ActiveCampaign. They all have a lot of great experience and I do everything I can to understand their point of view to make myself a better leader.
Sales Assembly: What's the best sales book you've ever read?
Adam: Best book: From Impossible to Inevitable by Jason Lemkin and Aaron Ross. I am currently reading Crushing It by Gary Vanyerchuk, The First 90 Days by Michael D. Watkins and Think and Grow Rich by Napoleon Hill.
Sales Assembly: Best sales or business related articles, podcasts or newsletters?
Adam: Sales Hacker (blog), "Finding Mastery" (podcast), Morning Brew (newsletter).
Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?
Adam: Be willing to learn from everyone around you to continually make yourself better.
Sales Assembly: Do you see any interesting future trends as it pertains to sales?
Adam: The mixture of automation in the sales process is fascinating. We at ActiveCampaign use our own software to automate a lot of things, but also work very hard to find a balance of automation and human touch. It's been really interesting to watch sales automation evolve over the past few years, and I am excited to see where it goes as AI become more prevalent.
Sales Assembly: What are you working on to improve yourself?
Adam: 1 - Setting daily goals. 2 - Being intentional about ongoing education. 3 - Improving my physical and mental self (e.g. eating healthier and working out) to drive better daily results professionally.