Ep 31: From AE to APAC Sales Director: Fail, Learn and Grow

Timestamps:

03:40 Tanya Neary's Visionary Journey 

05:49 Identifying the Market Gap 

07:57 Encouraging Innovation Through Failure

09:11 Nurturing a Strong Company Culture

10:28 Navigating Challenges with Resilience 

14:22 Global Expansion Strategies

21:23 Embracing Change and Adaptability

About Tanya Neary:

Tanya Neary is the Senior Director, New Business APAC at Culture Amp, an Aussie StartUp that grew into a global SaaS player. She shares incredible insights about growth and culture over her 10 year journey at the organisation.

In the dynamic world of sales, the path to success is rarely straightforward. It’s a journey marked by highs, lows, and countless learning experiences. 

Tanya Neary, a sales leader who has navigated the challenging yet rewarding path from Account Executive to APAC Sales Director at Culture Amp, shares her story. 

Here are actionable takeaways from our conversation with Tanya.

Be Open and Embrace the Unexpected Opportunities

Tanya’s entry into sales was not planned. Moving from retail banking to sales, she faced the daunting prospect of a commission-only role. Initially hesitant, she eventually found herself in recruitment, a field that provided a solid foundation for her sales career. The transition was not challenging, but these pressures became a driving force, pushing her to succeed.

Align with Mission-Driven Companies To Find Your Motivation and Drive

Tanya’s move to Culture Amp was driven by her mission-driven mindset. She was drawn to the company’s vision and values, which resonated deeply with her own beliefs. This alignment gave her the motivation and energy to excel, even in a risky startup environment.

“YAY, We Failed!” Create a Safe Environment for Failure, Transparency and Vulnerability

One of the most profound aspects of Tanya’s experience at Culture Amp was the emphasis on transparency and vulnerability. The company culture celebrated failures through a “Yay We Failed” Slack channel, encouraging employees to share and learn from their mistakes.

Seek Out Mentorship and Hands-On Learning and Accelerate Your Growth 

Tanya credits much of her success to the mentorship she received. From day one, she was thrown into real-world scenarios, learning through doing rather than just theory. This hands-on approach, coupled with the guidance of experienced mentors, was instrumental in her growth.

She encourages us to seek out mentors and embrace hands-on learning experiences. Real-world practice and mentorship can accelerate your growth and help you gain practical insights that theory alone cannot provide.

Build a Supportive and Inclusive Team and Focus on Winning Together

As a sales leader, Tanya emphasises building a supportive and inclusive team. She highlights the value of humility, passion, and teamwork over individual prowess. Creating a team where everyone feels valued and supported is crucial for long-term success.

Focus on building a team that values collaboration, inclusivity, and mutual support. This approach enhances team performance and fosters a positive and motivating work environment.

Strive for Work-Life Harmony and Balance your Career Growth and Personal Life

Balancing a demanding career with motherhood has been a challenge for Tanya. However, with the support of her team and a flexible approach to work-life balance, she has managed to navigate this path successfully. She emphasises the importance of setting boundaries and being present at work and home.

Develop a Structured Sales Process and Implement Consistent Sales Practices

Tanya believes in the importance of a structured sales process. Whether it’s Sandler, Challenger, or another method, having a common language and framework within your team is invaluable. This consistency helps manage expectations and streamline operations.

Invest time in learning and implementing a structured sales process. Consistent sales practices ensure everyone on the team is on the same page, leading to better performance and outcomes.

Prioritise High-Value Activities to Manage Time and Tasks Effectively

Time management is one of the biggest challenges in sales. Tanya highlights the importance of focusing on high-value activities that yield a return on investment. It’s easy to get caught up in busy work, but effective time management involves prioritising tasks that drive results. Ruthless prioritisation helps focus on tasks that matter most, ensuring better productivity and success.

Leverage Your Network and Company Resources

Tanya stresses the importance of utilising all available resources, including mentors and company support. Learning from experienced individuals and leveraging company resources can significantly impact your career growth and success. Utilise your network and company resources to their fullest potential. Mentorship and company support can provide invaluable guidance and opportunities for growth.

Cultivate Self-Belief, Confidence and Trust Your Abilities 

Self-belief is crucial in a sales career. Tanya advises believing in your abilities and trusting your intuition when making career decisions. Aligning with a company’s mission and values can boost your confidence and drive. Cultivate self-belief and confidence. Trust your abilities and intuition, and align with a company that shares your values for greater motivation and success.

Embrace Change, Adapt and Learn from Experience

The sales landscape is ever-evolving, and adapting and innovating is essential. Tanya’s journey highlights the importance of learning from failures, seeking continuous improvement, and staying updated with industry trends. Adapt and innovate continuously. Embrace change, learn from your experiences, and stay updated with industry trends to stay ahead in your sales career.

Conclusion: No Silver Bullet, Just Continuous Learning

Tanya’s journey is a testament to the power of resilience, the importance of a supportive environment, and continuous learning. Her story inspires all aspiring sales leaders and reminds us that we can overcome any challenge and achieve our goals with the right mindset and support.

In the ever-evolving world of sales, embracing vulnerability, learning from failures, and leveraging the power of mentorship can pave the way to success. Let Tanya’s journey inspire you to take risks, learn continuously, and build a career that aligns with your values and passions.

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