Meet Jen Lawson

 

We’re excited to introduce you to the always interesting and insightful Jen Lawson. We hope you’ll enjoy our conversation with Jen below.

Jen , we’re thrilled to have you sharing your thoughts and lessons with our community. So, for folks who are at a stage in their life or career where they are trying to be more resilient, can you share where you get your resilience from?

I think I get my resilience from my mom, she has always been my biggest cheerleader, when I was growing up I saw her put herself through college and work hard while raising me and my brother and just bounced back from anything that was thrown at her. She taught me to compartmentalize take a deep breath and bounce back.

That’s something that I pass along to our sales staff I’ve been very blessed to have mostly the same sales staff for multiple years while adding a few to the team, that’s something that’s very rare in our field that has such a high turnover rate. We shake it off and bounce back stronger.

I’m a huge believer in every set back has an even bigger comeback

Thanks for sharing that. So, before we get any further into our conversation, can you tell our readers a bit about yourself and what you’re working on?

I’ve been in sales since I was in my early 20s, In home sales and the gutter industry fell into my lap in 2019, I excelled in the field and took in as much knowledge as I could about the field and basically everything I could learn about the gutter industry. When meeting with customers I get excited to truly help them solve their problem, we pride ourselves on doing a full inspection of the customer’s home so we can show them how we can solve their problem.

As an operations manager I love seeing my team succeed and the culture of our company. I’m a huge believer in valuing team members, customers, and people in general.

Our company is based out of Middle Tennessee we cover the greater Middle Tennessee area Northern Alabama/Tennessee Valley area Chattanooga and North Georgia

If you had to pick three qualities that are most important to develop, which three would you say matter most?

Looking back I think three qualities in sales are integrity, grit, and soaking up as much knowledge as you can to truly dominate your field. No one wants to be sold they want to be educated on the product where they can make an informed decision.

Have integrity in your field where the customer trust you because you truly have their best interest at heart and aren’t just telling them what they want to hear to make a sale.

You have to have grit in sales and literally just grind and hustle. You can’t get discouraged if you hear the word no, you learn more from every no at an appointment than you learn from a yes.

Product knowledge and knowing everything about your market and your field will help you dominate it. Learn demographics, competition, how the product is installed pros and cons, and be the expert in your field. I can’t stress the knowledge is power phrase enough for sales.

Who has been most helpful in helping you overcome challenges or build and develop the essential skills, qualities or knowledge you needed to be successful?

I’m really lucky to have so many mentors in this field. When I started in the gutter industry my first manager was so patient and helpful. I took in everything he said like a sponge, He was a dual role as a sales and install manager that taught me the in home sales lingo and spent hours coaching me. I also learned a lot from him from install and that helped me become an even better manager in the future.

My second mentor was and is my biggest cheerleader and hype man in the field… I learned so much from him on how he ran our office and even more on sales coaching… he would definitely check our team give us the tough love approach but always had our backs. It made us better sales reps and developed our skills and overcoming adversity.

Finally my most impactful mentor is one of our current co-owners. I watched him flourish from a sales rep with what I call baseball dad energy who always pushes everyone around him to be great to becoming a district manager (who also hired me as a sales manager) to flourishing as a regional sales director to co- owner of a successful business that I and my sales team followed him to as a brand new start up. It was a leap of faith for us all but our owner truly cares, always operated with integrity, and leading by example. We watched him open up markets/offices through out the US and was always very strategic on making things make sense to where we work smarter not harder and are more efficient all around. That definitely says something about him when a whole office from the sales manager sales reps and installers will follow him to a brand new start up company. It was a leap of faith but we trusted him with his leadership integrity and mentorship. The most exciting part is we are keeping up with our same goals and numbers as before. His coaching and development with myself has helped me become a better manager and leader to my team. #Begreat is the motto

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