This month’s ChaiOne Employee Spotlight is on Stephen Johnson, a Senior Account Executive at ChaiOne. As a Senior Account Executive, Stephen is responsible for maintaining relationships with ChaiOne’s Fortune 500 oil and gas clients.
Here are some of Stephen’s thoughts on being a ChaiOne Senior Account Executive:
Can you describe a typical day as a Senior Account Executive?
A typical day involves client and partner calls and meetings, creating proposals, and scoping projects. Occasionally, I’ll spend time in the community at different meetups and tradeshows as well.
What made you interested in sales?
While in college, I was looking for work and I had two choices: either wait tables or go into sales. I decided that sales had a better potential for upward movement and could translate into a great career so I decided on sales and ended up really liking it. In college, my major was general business so I have a high level education on all aspects of business - accounting, finance, economics, law, etc., which has helped me in my career. It helped me understand how businesses run and how they are structured.
What characteristics would someone interested in getting into sales need?
Consistency - You have to be analytical about your sales numbers and understand ratios. You need to figure out the things that will make you successful. Using this approach takes the emotion out of selling and makes it more of a science. Being consistent will also help you avoid roller coaster types of production where you are doing great and closing many deals during one period of time and then not closing anything at all and worrying about catching up on your sales numbers.
Perseverance - Someone that is interested in getting into sales will have to be able to persevere. You will get many “no’s”, but you have to still be able to keep going for those “yes’s”.
Passion about what you sell - You must have passion for what you’re selling otherwise you’ll hate your job.
Knowledge - As a salesperson, you’ll need knowledge of the industry and will have to educate people on your product or service before they will trust you.
What are some challenges that you face as a salesperson? Anything particular to the tech/mobile space?
Sales is filled with a huge amount of pressure. You can get certain freedoms while doing sales, but at the end of the day, you have to bring clients to the company or else it will fail. This is particularly important when working at a small company because if you don’t do it, then no one will. In terms of the tech/mobile space, many people find it to be nebulous and blue sky. People end up waiting for everyone else to implement the technology first. Also, there are many big software players in the world that can technically do what ChaiOne can do, but it may not be as effective. It can be riskier to go with a smaller company to get a large project done than with an incumbent or larger company so we have to be able to explain our value proposition in the right way.
What things have you learned so far at ChaiOne that you would tell a new employee?
At ChaiOne, get ready to hit the ground running and learn as you go. For salespeople, you have to know what you’re selling. It’s hard for some people to explain what we do here so salespeople have to vocalize what exactly ChaiOne does.
What are some of your favorite apps?
Sirius XM Satellite
Fun Facts About Stephen:
Has two boys that are four and two years old
Lived in India for six months when he got out of college
Has skydived before
Loves to hunt and fish
Loves sports and is a fan of the Rockets, Texans, and Astros