We’re excited to introduce you to the always interesting and insightful Dr. Shannon Gregg. We hope you’ll enjoy our conversation with Dr. Shannon below.
Hi Dr. Shannon, so excited to talk about all sorts of important topics with you today. The first one we want to jump into is about being the only one in the room – for some that’s being the only person of color or the only non-native English speaker or the only non-MBA, etc Can you talk to us about how you have managed to be successful even when you were the only one in the room that looked like you?
Nuclear nonproliferation technology sales. Clinical trial technology sales management. Salesforce.com consulting. These spaces are notorious for being very homogenous – no matter what meeting or conference or room I have been in, it’s been notoriously slim on women.
Early in my career, I tried to “fit in.” I’d emulate the ways that I saw my male peers acting; I kept personal conversations to myself, I was focused on blending in to the environment.
One time I attended a conference where a guy sitting next to me asked me, “What are you doing here, honey?” I picked up my name badge, spun it around to face myself, and said, “Hmm, I asked them to quit writing HONEY on my name tag!” His eyes opened wide and I said, “I’m doing the same thing you are, sweetheart. Learning and networking.”
That was the moment that I decided to be more of myself, to bring my authenticity to my role. I wasn’t always successful at it; I was 17 weeks pregnant before I told my boss. Our work culture didn’t offer 12 paid weeks off to parents, but I was going to need a full quarter out of the office – stressful for a person in sales management.
Today, I embrace it. I even changed the name of my company on LinkedIn to include the phrase “woman-owned.” I’m confident that my skills and expertise stand out, and I don’t have to fit in to make it.
Appreciate the insights and wisdom. Before we dig deeper and ask you about the skills that matter and more, maybe you can tell our readers about yourself?
Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Shannon is known as a change agent, particularly in M&A environments (VC/PE), with successful track record of integrating process, product/service pricing and pricing methodologies, and notably, global teams, with cultural sensitivity.
Having stood up three sales operations teams in technology firms, Dr. Shannon Gregg is no stranger to the needs of a growing company to identify efficient and effective sales process in order to drive revenue as quickly as possible. She’s hyper focused on improving sales productivity and optimization and is known for her ability to hone in on areas to improve with a lean approach, and her charismatic candor.
Dr. Gregg is the president of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It’s About Time,” is available now, and is being used by sales teams across the country to refocus on what’s really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University.
Shannon delights sales teams, sales management, and executive sponsors with her ability to improve sales to drive results. She earned her BA from the University of Pittsburgh, her MBA in Management and her PhD in Community Engagement from Point Park University. Her dissertation topic was “How Diffusion of Innovations, Change Management, and Adult Learner User Adoption Theories Impact Customer Relationship Management (CRM) Adoption and Usage in Nonprofit Organizations.” She also competes on a jazz dance team for moms.
Looking back, what do you think were the three qualities, skills, or areas of knowledge that were most impactful in your journey? What advice do you have for folks who are early in their journey in terms of how they can best develop or improve on these?
Intellectual curiosity: Allow yourself to lead with a curious nature. Learn more; never stop listening. Being well-rounded doesn’t stop helping you when you’re done filling out college applications!
Openness to feedback: It’s hard to accept what feels like criticism, but people who give you feedback are the ones that care. Ask for it without being defensive; say “thank you for the feedback” and once the emotion is gone, evaluate how to incorporate it.
Personal board of directors: Just like in corporate settings, have a diverse BOD that can help guide you in your decisions and help to open new doors for you.
Thanks so much for sharing all these insights with us today. Before we go, is there a book that’s played in important role in your development?
MINDSET by Carol Dweck is the most critical book that any person can read. I’ve read it as a boss, as a parent, as a coach, and each time I learn something new. Essentially, no one is born with a fixed or growth mindset; the ability to grow can be encouraged and developed. Praise the effort, and not the outcome, and you’ll take risks that will help you to grow.
Contact Info:
- Website: https://cloudadoption.solutions/
- Linkedin: https://www.linkedin.com/in/shannonjgregg/
- Other: https://shannongregg.com/
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