Building a Thriving Business Beyond Sales
Innovate & Integrate
Over two decades ago, when I became part of IST Management Services, I transitioned from a global, billion-dollar company where I had been a General Manager, overseeing two divisions and a team of over 200 sales and operations professionals. Despite an accomplished career, I felt the organization had overlooked a crucial equation for success - employees are the fundamental product. Recognizing their accomplishments and contributions is essential for the overall company's success - their achievements translate to collective success.
My journey with IST Management began with a call from Joe Carroll, who presented the company's vision spearheaded by Hal Blackman, the founder, President, and CEO. The focus on employee recognition resonated with me, and I felt an instant connection. After touring IST sites and experiencing the groundbreaking technology and efficient processes (something none of our rivals possessed), I was thoroughly amazed. The unique company culture Hal and his team had established left a lasting impression, and before I knew it, I was on board, marking the best career decision I've made to date.
Throughout my career, I've realized the critical role that my team plays - they are instrumental to my success in sales and operations. My guiding principle, refined over 20 years at IST, is to hire only those I would gladly invite into my home - a mantra that has significantly fueled my success.
Client Services
When discussing sales, I believe that successful selling is a blend of timing, effort, luck, skill, perseverance, and wholehearted belief in the product. Sales professionals must strive to build lasting relationships while carefully balancing persistence and the potential to be seen as a nuisance. As long as you maintain the line between professionalism and friendship, you can cultivate client relationships that echo in harmonious business deals.
My strategy revolves around being a relationship professional who values reputation and integrity above all. Selling passionately and genuinely sparks a connection with clients, who in turn, want to learn more about your product and services. Personal connection is at the heart of sales - you need to connect with people and they need to reciprocate.
In summary, managing sales and operations at IST Management Services is rewarding because we have:
- The most dedicated and impressive employees in the industry
- Exclusive software that none of our competitors offer
- Clear career progression paths at all levels
- A president who believes in his employees, products, and the company
- A consistent, client and employee-focused executive team
My journey with IST has significantly improved my life and that of my family. I am confident in our forward trajectory and believe that we will continuously enhance our success. Together, we grow and improve every day.
