What an Account Executive at ZoomInfo Wishes They Had Known Before Entering the Sales Industry
Trent, a ZoomInfo Account Executive with an athletic background, reveals the crucial lesson learned: sales has "peaks and valleys," and success hinges on consistent performance—"what have you done for me lately?"—rather than resting on past achievements. This competitive, numbers-driven environment, while appealing to Trent's competitive nature, isn't for everyone.
Sales, Business Development, Performance, Resilience, Consistency
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Trent Cowan
Account Executive
ZoomInfo
University of Idaho
N/A
Marketing
Technology
Sales and Client Management
Student Athlete
Video Highlights
1. The sales industry has significant peaks and valleys, and performance is consistently evaluated.
2. Success in sales, particularly as a new business representative, is heavily reliant on achieving sales targets and consistent performance.
3. A competitive spirit and the ability to handle pressure are essential for success in sales, as performance is often measured against others and requires continuous effort.
Transcript
What have you learned about this role that you wish someone had told you before you entered the industry?
You learn about the peaks and valleys of sales eventually. As a new business representative, your performance is ultimately measured by your numbers.
If you aren't bringing on new accounts or are struggling, your performance is evident. I love sales because my athletic background means I appreciate a scoreboard to see how I stack up against others.
This is why I got into sales, but it's definitely not for everyone. There will be peaks and valleys. You might have a great month, but come the first of the next month, it's about what you've done lately.
You have to perform in the next month; there's no coasting. You might get a day to celebrate a successful month, but then it's on to the next. You have to stay consistently great.
You will experience ebbs and flows, and that's what you're trying to manage. My goal is to achieve consistent, great performance. Having someone who has experienced this share their knowledge when entering the industry would have been incredibly helpful.