On the first day of training, lead by Dave LaPenta, we took a DISC personality assessment. Surprise! 60% of the class identified as “I”, 20% as “D” and “S” and “C” as 10% each. Certain jobs have certain archetypes, so it is no surprise that much of the class fit into the ‘people person’ category!
Our class is 50+ students of the top grads of US/Canada, including business degrees/MBAs. This model is helpful for not only understanding how you communicate/behave, but also as a shortcut to finding out to motivate others. If you are meeting with a: • Dominant: Allow them to feel in control, get to the point and focus on objectives. • Influencer: Allow them to feel stimulated, show enthusiasm and encourage collaboration. • Steadiness: Allow them to feel supported, show appreciation and build a stable environment together. • Conscientious: Allow them to feel knowledgeable, be logical and systematic in your approach. (My best understanding so far, feel free to share your opinions) What did I score? Over 90% on the “C” category.
People have often commented on my thoughtful approach to communicating and the thoroughness of my work. Want me to help analyze your personality? Reach out! (I find this fun) Comments / Ideas? Feel free to share.
Week 2 at IBM – Flown out to New York to the IBM Learning Center (IBM’s unofficial school) for a week of training. Among the cool things:
• Very professionally run orientation covering IBM’s history, values, organizational structure, and an overview of enterprise sales lead by Sales Leaders of 20+ years experience. • Solid hour-long discussion on diversity, inclusion, and how people “cover” at the workplace. Clear 50/50 gender balance, not just in new-hires but also in management present (rare in tech). • Meeting other 50+ other Summit Hires from across the States for both the Sales / Technical Sales track. • Strong emphasis on internal networking. Class is stopped 5-6 times/day to break out into an open reception to chat with your future coworkers. • We’re given a yearbook with photos + fun facts of our entire cohort so we can keep in touch. Feels like school all over again 🙂
In University, you pay tuition to learn. Here in Global Sales School, we are getting paid while we learn. IBM making a great investment in future talent. Feels good to be immersed in a group of people fit for a high-performance culture and potential to make an impact on the bottom line. And this was just the first week of class!!
IBM Global Sales School: Trip 2. “Dad had taught me that a good businessman has to be an actor.” – Thomas Watson Jr.
A few months ago we had our very first ‘Mock Sales Calls’, where we have former IBM sales executives roleplay as customers.
These ‘Sales Advisors’ act as VPs of various companies and we apply everything we learn in the classroom to simulate a live business meeting. The focus is on gaining a deep understanding of the client’s business problems and discovering ways to solve it.
Accelerated learning requires a very fast feedback loop – people fixing your mistakes immediately after they are made. That’s why after each presentation we stop as a group and ask “What did they do well? – What could they do better?”. We then rotate presenters, and do it again. And do it again. And again. And eventually you forget you are even acting, because leading a professional engagement becomes natural!
Great training and great fun 😊
Top photo: David Glenn (Wins an unofficial Oscar for best actor) Kailyn S. Max W. Eric M.
Bottom photo: David Simms (provided an extra fun challenge, by roleplaying an angry customer with me)
Right photo: Isabella Sanchez with Eric Billups – great listening skills right from the first call!
I never win those case competitions at school – but here is a competition I thought we had a fair chance at. We presented to the President of IBM last week and won first place.
I made the most of EVERY opportunity this internship had to offer. I wore a suit & tie every single day. I volunteered to run the blog and published 7 posts. I read Thomas Watson’s biography on my spare time. The video unintentionally went viral at work. I published an editorial for Talentegg.ca. I don’t drink, but I still showed up to every social.
When my manager said he was gonna go verbally spar with a corporate lawyer over a multi-million dollar negotiation, I asked if I could just come and listen and he let me. He called the lawyer a cruel baby-seal clubber and still won the deal. We laughed.
Anytime someone said “I’d be happy to help, just reach out” or “I think you should talk to this person” I did just that, and followed-up to meet for a chat. It didn’t matter if that person was another intern, a manager, or an executive. They were worth the time and I prepared so I was worth their time.
An internship is often like university. You are not remembered for all the things you do in class, you are remembered for all the things you do outside of class. Be outstanding.
People don’t believe me when I tell them it took 50 hours of editing. It really did. Every subtitle, is handmade, every photo resized, every effect, manually added in. Though I admit most of the time spent was learning how to use the software, and experimenting with concepts.
The many, many drafts involved in the process.
I reverse-engineered how to make a viral video from online tutorials and put many elements of that into the piece below. I sent it out to three people for feedback prior to release (thank you very much to Roxine Kee who reviewed both the first and second drafts) and took their feedback to improve the piece.
10,000 views within 24 hours.
And to date: 23,000 views, 674 likes, and 132 shares.
The video was leaked to my workplace and received comment from the President of IBM Canada. The Dean of TRSM also left comment.
What I’m really proud about is all the shares. To create content that people feel like is worth talking about is a sure hallmark of success.
But anyway, the video speaks for itself. I am glad to capture this point of my life in a 4 minute video. You never know when it will come up in the future,
If I learned one thing from working in sales, it’s that persistence is key. Sometimes you are the right person, but simply are reaching out at the wrong time. You can’t give up on your first attempt.
I dedicate this photo to everyone who has applied to the same job twice.
Bonus points if the job website still has your old application on file, lol. Second time should be a charm as I am significantly more qualified (8 months of sales/marketing experience) than the last time.