From There to Here

Surround Yourself with Great People

• by Danny Byrnes
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Everything in Life is Sales By: Danny Byrnes, Chief Revenue Officer, Nationwide Title Clearing When I was in high school, I started working at a technology company that developed and delivered an accounting software platform. Years later, that company was acquired by Microsoft. It was an easy job to get as my father owned the company. Growing up in the analog 70’s I became fascinated with the technology that was presenting itself in the 80’s. I had a passion for dissecting every piece of hardware and software I could get my hands on and this job was perfect for that. Wanting independence, and to know that I could succeed without my father’s help, I moved from the east coast to Los Angeles. I took a job selling auto and boat insurance at one of the largest insurance brokerages on the west coast. It was a great company, but it was my first role in sales, and I hated it. The competitive nature between the sales reps, the shifty prospects and clients, sales quotas, metrics, etc. was a great experience but it was not for me, so I thought. I made the first quota assigned to me and resigned. I left there swearing I would never attempt to do sales again. Can’t Get Away from Sales Moving on, I started working at a music production company managing sound and lighting equipment for live performances. I found myself moving from the recording studios to local clubs then out on the road touring with international acts. I suppose I was better at handling people than I was caring for equipment as I quickly moved up to management and overseeing all touring operations for many national and international artists. The president of the company was extraordinarily successful in bringing on new clients that I was responsible for. We later partnered together and started an international booking agency for musicians. Before I knew it, I was in sales again, booking tours for bands all over the world. Musicians were the product and concert promoters were the clients. In denial that I was in sales (due to the oath I swore that I would never do it again) is how I formed my sales approach. I was not “selling” but rather developing relationships and facilitating a way for musicians to get out on the road to communicate their message of art to as many people as possible. With that mindset it was never a burden. Getting married and settling down to raise a family, I had to get off the road. I sold the booking agency and moved back east where the rest of my family was. I was not really looking for a job and did not have an interest in getting a sales job. I had a friend who owned a software company and he needed some help with the tech support for his products. I jumped in and took over the support department. In support, I was selling more products than the sales team just by talking to the prospects and clients and helping them, not “selling” them. Did I naturally apply sales technique unbeknownst to me? Was I tracking how many calls out, average call time, successful closes, pipeline, managing a quota, etc.? No. But I sure was selling. Consequently, I was moved into a formal sales position and eventually became responsible for the whole department. Our department tripled the company revenue in 5 years. The company wanted to relocate out to the west coast, and I did not so I took a sales position at another software company selling network security products. Softening up to the idea of sales (and enjoying the large commission checks) I decided to give in, admit that this is what I like to do, and really play the game. I made quota in my first quarter and exceeded quota each quarter after that for a year. I then moved into the Enterprise sales with the “big boys”. At first, I was intimidated by the Enterprise Sales Executives as they had the formal sales training and experience that I thought I was lacking. It turned out that I was fine and continued to make quota. Beginning With NTC The company was acquired, and new leadership was brought in with a complete restructure. The new management had the idea that the sales executives that were exceeding quota were making too much money and the ones that were not making quota were not making enough. I witnessed one of the biggest mistakes you can make in any sales operations. The compensation of the top performers was cut in half and the compensation of non-performers was raised by 20%. In an effort to increase their bottom line they sealed their fate. It was at this time that two friends of mine, the CEO, and the VP Sales of Nationwide Title Clearing, invited me out for a cigar and a few beers. While enjoying a nice stogie and a hearty Belgian beer I found myself being recruited. Working in the financial industry was the last thing on my mind but given the current situation I accepted. To this day they both still argue about who closed me on taking the job. I just smile and nod. I gave my notice and during my exit interview the VP Sales pulled me into her office and asked why I was moving from a booming industry (technology) to a very troubled mortgage industry (this was in 2010). I explained to her that I felt the mortgage industry was starving for technology and I was going to take advantage of that. The first 6 months were rough. I was constantly questioning myself as to what I was doing. I had to learn an entire industry and sell products that I was not as familiar with as my peers. I decided to fully commit and learn everything about what we were delivering as a company. I had some great help from my co-workers and quickly