Jeb Blount, CEO of SalesGravy.com, had the pleasure of interviewing Colleen Stanley, founder and president of SalesLeadership, Inc.  Colleen is a monthly columnist for Business Journals across the country, author of ‘Growing Great Sales Teams’ and co-author of ‘Motivational Selling.’  Her new book, 'Emotional Intelligence for Sales Success,' published by Amacom, a division of the American Management Association, is available in bookstores now. Colleen is the creator of Ei Selling®, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Prior to starting SalesLeadership, Colleen was vice president of sales and marketing for Varsity Spirit Corporation. She made her first sale at the age of six, is a former triathlete, and participated in the opening ceremonies of the 1984 Olympics.

Jeb Blount: Welcome, Colleen, thank you for taking time to speak with me today.  I’m wondering how you got started in sales?

Colleen Stanley:  I started in sales working as an assistant for a Josten’s sales representative.  I helped him sell class rings, caps and gowns and graduation announcements. 

A serendipitous moment happened when his manager told me of a small company out of Memphis, Tennessee that was looking to grow their sales force.  I called up the company, okay, I “badgered” the company, until they returned my phone call.  It was the right time and right place to be as the company, Varsity Spirit Corporation, was moving from a selling only through a catalog to selling through a direct sales force.  I moved through the ranks and eventually became their vice-president of sales.  During those years, we were named by Forbes magazine as one of the fastest 200 growing companies in the United States.  It was like getting an MBA in the school of hard and fun knocks.

JB:  Did you seek out sales as a profession or was it something you “fell into?”

CS:  I ‘fell into’ sales without knowing I was in sales.  In my twenties (a long time ago), I got involved with Jazzercise, the dance fitness organization.  As an owner of a Jazzercise franchise, I had to fill a gymnasium which meant selling people on the idea of paying for fitness.  I went out and delivered talks on the topic to anyone that would listen, walked neighborhoods and stuffed flyers in mailboxes and advertised in neighborhood papers.  When my prospect entered the gym, I had to sell them on signing up by delivering a great product, the workout. 

JB: What advice do you have for people who may be thinking about a career in sales? Do you have specific advice for women who are considering a sales career?

CS:  Even if you ‘fall into sales’, become a student of sales.  Read business books, sales books, books about great athletic coaches, books on influence and persuasion.  Sales is a great profession when you know what you are doing.  Not so much if you are mediocre. 

Second, don’t forget the basics that you find in successful people.  Work hard, tell the truth, apologize when you make a mistake and ask for help. 

Quit worrying about gender.  I have women ask me, “How do you sell to men?”  My response is, “The same way I sell to women.”  Be smart and competent.  Make it your goal to seek the truth and do the right thing with every interaction.

JB: Who and/or what inspires you?

CS: My early bosses at Varsity, Kline Boyd and Don Trandem, inspire me.  They were very patient and supportive in my development.  And, there were many a moment when I wasn’t the easiest student to coach!  Visualize a bull in a china shop … 

Olympic athletes inspire me.  They demonstrate the emotional intelligence skill of delayed gratification by putting in years of training to achieve the reward.

Great teachers inspire me.  I don’t think there is anything more important than education.  In the words of Mayo Angelou, “When you know better, you do better.”

Bill Gates inspires me to give back.  One of my goals at SalesLeadership is to instill a sense of philanthropy in our clients.  “To whom much is given, much is expected.”  Give money, give time and share your talents to others who have not been as fortunate.

JB:  Tell us something about you that most people don’t know?

CS:  I have over 55 nieces and nephews - all great kids that make me proud to be their aunt.

You can read more about Colleen and her company at www.salesleadershipdevelopment.com and read her blogs at http://www.salesleadershipdevelopment.com/blog.html.