In every career, there are moments that define us—turning points that reshape our journey. For me, one such moment began with a simple phone call, setting me on a path of discovery, growth, and profound lessons in leadership and sales.

Here’s the story of how stepping into the unknown transformed my career and the lessons I learned along the way.

The Call That Started It All

Years ago, I was working at Grainger, a leading distributor of MRO supplies, in a national account role. One day, a call from a headhunter presented me with a new opportunity: a technical sales representative position at a plumbing manufacturer.

At the time, I had no experience in technical sales and had never even heard of such a role. Yet, my curiosity was piqued. Little did I know, accepting this opportunity would become one of the most pivotal decisions of my professional life.

Building the Blueprint for Success

When I joined the plumbing manufacturer, I was met with an exhilarating challenge: the company had no existing technical sales infrastructure. My new boss, Randy, the Vice President, tasked me with creating a strategy from scratch.

I rolled up my sleeves and got to work.

• Research: I delved deep into the competition and marketplace, gaining a thorough understanding of the landscape.
• Strategy: I developed a multi-year plan, outlining clear goals and a robust opportunity pipeline.
• Execution: With Randy's trust and autonomy, I crafted a roadmap to bring the company’s technical sales to life.

This wasn’t just about filling a role—it was about pioneering a new approach for the company.

Navigating Uncharted Territory

The challenge intensified when I learned the products I was set to represent were still in development. Collaborating closely with product managers, I absorbed every detail about the products and contributed insights from the field to refine them.

Once the products launched, the real journey began:

• Educating the Industry: I traveled across North America, presenting to engineers, architects, and associations.
• Building Partnerships: Positioning myself as an industry expert, I nurtured relationships with manufacturers’ reps, factory reps, and other stakeholders.
• Creating the "Three Pillars": I established a sales pipeline that became the backbone of our strategy, driving significant revenue growth.

Within 18 months, I was promoted to a leadership role, tasked with building and leading a team. It was like running my own business within the company—a true entrepreneurial experience.

Three Lessons That Shaped My Career

Looking back, my five years in this role taught me three powerful lessons:

1. Leadership and Trust: Randy's unwavering trust in my ability to lead and create from day one was instrumental. Empowering your team with trust is a cornerstone of effective leadership.
2. Strategic Planning: Success isn’t accidental. Careful planning, clear goals, and a well-thought-out strategy are essential for achieving meaningful results.
3. Accountability Drives Results: A robust opportunity pipeline, coupled with regular accountability meetings, ensures progress and fosters new revenue growth.

The Power of Mentorship

I owe much of my success to Randy, whose mentorship and support were pivotal during this journey. His belief in me fueled my confidence and allowed me to thrive in this challenging, transformative role.

Takeaway: Step into the Unknown

If there’s one thing my journey has taught me, it’s this: growth often comes from embracing the unknown. Taking risks, planning meticulously, and having a mentor who believes in your potential can unlock extraordinary opportunities.

So, as you navigate your career, remember:

• Trust in yourself and those around you.
• Plan for success, but remain adaptable.
• Build strong pipelines and foster accountability.

These principles, combined with a willingness to take bold steps, can lead to remarkable achievements. Here’s to embracing challenges, learning, and growing—every step of the way.

Download my FREE eBook Series to Turbo-Charge Your Focus, Increase Your Energy, and Gain a Clear Line of Sight On Your Priorities.

FREE Download: https://www.mindset-conquest.com/ebooks

Warm regards,

Chris Atwell
Sales & Mindset Coach