Insights from a CSO with Louis Hayner
It's not often you come across a chief sales officer with a degree in bio chemistry. However, Louis Hayner of Alteva (delivering cloud-based Unified Communications) worked his way into the world of sales following a realization that his passion rested in the business world, not hospital beds.
As a “Who's Who” of Philadelphia executives and professionals, Hayner brings a wealth of insight and experience to his company, and recently took the time to shed light about sales, innovation and best practices.
First, let's set the stage. Why did you get into sales?
After graduating with a degree in bio chemistry, I couldn’t take being cooped up in a lab all day and being a doctor wasn’t an option (I’m not that fond of being in a hospital either). I loved the fact that in sales, you get paid depending on how well you perform.
You're experienced, to say the least. What are some of the most significant changes the sales industry has experienced in the past decade?
I think the most significant change in the sales industry is that people are just not picking up their phones anymore. When I first started in sales, that was the primary method of getting business – making 50-100 cold calls a day, setting up appointments and closing deals. Today, that’s close to impossible. Most of the business that we at Alteva close is through strong channel partner relationships and I think that is the same for many businesses today. It’s less about activity and more about building stronger relationships.
Email has also been another significant change in the industry. Email wasn’t really a tool that sales people had many years ago and writing skills weren’t as critical when looking for top talent sales people as it is today.
How has social media changed the way you and your peers sell?
I personally have not utilized social media as a sales tool, however as a recruiting tool and a marketing tool I think social media sites are very effective. If we are looking to hire someone either in the sales department or another department, the first place I will post a job is on LinkedIN. We also utilize social networking from a public relations standpoint, but have not done so with sales to date.
When you joined Alteva as the Director of Sales, you helped grow its revenue by 62% within the first year. Was the sales process "out of whack" or are you just that good?
The founders of the company, Mark Marquez and William Bumbernick, at the time were more centered and focused on the actual technology of the company and less focused on the sales structure and its processes. It wasn’t that it was “out of whack” – it was just not yet implemented because of the lack of specialization in sales and marketing.
Have you noticed any significant generational differences among sales professionals (aside from time spent on Facebook)?
Definitely. The older generations of sales people are more focused during the traditional 8am – 5pm (or 6pm) work days, while the younger generations are not so focused on the full work day, but rather are more reachable at any time of the day, even on the weekends. With the younger generations, there really is no work and play time, it’s kind of blended together.
For up-to-date information about Alteva, you can follow them on Twitter or check them out on LinkedIn.
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