E182 - Building a Winning Sales Culture with Steven Jow

In this episode of Tech Sales Insights, Randy Seidl is joined by Steve Jow, EVP of Sales at TD SYNNEX, to discuss strategies for building a winning sales culture. Steven shares insights from his 34-year career at TD SYNNEX, emphasizing teamwork, customer focus, and leveraging partnerships. The role of culture in sales performance is highlighted, along with the integration of AI and technology for enhanced efficiency and solutions selling. Steve’s experiences and anecdotes provide a personal touch to his professional philosophy, underscoring the value of optimism and a service-oriented approach in the tech sales industry.

KEY TAKEAWAYS

• Company Profile: TD SYNNEX is a leading technology distributor, emphasizing a holistic approach that includes market planning, comp design, and channel setup.
• Sales Culture: A winning sales culture involves creating a team that celebrates wins, adapts to challenges, remains optimistic, and values customer experience.
• Team Synergy: Best team practices include strong internal relationships across all functional areas, highlighting the importance of teamwork and individual contributions.
• Customer Experience: Focusing on customer satisfaction and feedback is crucial, leveraging tools like QBRs and NPS scores to maintain high customer experience levels.
• Evolving Competencies: Modern sales require a balance of traditional and new skill sets, including technical acumen, accurate forecasting, and the ability to leverage AI and digitization.
• Portfolio & Solution Selling: An emphasis on solution selling across various verticals helps drive comprehensive portfolio selling, supported by strong vendor partnerships.
• Efficiency through Systems: Utilizing integrated systems and AI to streamline processes and enhance seller productivity is a focal point.
• Family and Culture: Maintaining a family-oriented culture within the company is valued, supporting employees' personal commitments alongside professional responsibilities.

QUOTES

• "It's always good to drive success with optimism. Remember, pessimists sound smart, but optimists make money."
• "Focus on the customer experience because that is part of our culture."
• "It's important to have a winning culture. A team that wants to win, that likes to celebrate those wins, and can adjust to any challenges."
• "It's not just getting the order out the door; it's about understanding the entire customer experience."
• "Family means everything. A good company culture values both personal and professional family."
• "Look, success breeds success. And everybody wants to be a superhero."
• "As long as tech is about improving productivity and experience, there's always a wildcat opportunity."
• "Sellers must remember: you're not just selling a product but a solution."
• "Customer experience trumps everything. If you get the customer experience right, you'll have successful sales orders."

Find out more about Steven Jow through the link below.
LinkedIn: https://www.linkedin.com/in/steven-jow-279806/

This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations, and results.