Mar 9, 2021
As sales leaders, do we ask ourselves how we can help
those coming into sales after us to find success? Sales is
difficult if you are without a mentor or coach. In this episode,
Jacob Gebrewold talks about the importance of helping new
salespeople to succeed.
Jacob’s beginning in sales
- Jacob didn’t get into sales on his own. It was a team effort in
the sense that a lot of people rallied to lead him to where he is
- He started his first sales development rep role when he was 18
and went on to become an account executive after that.
- His passion is tied to helping people solve their problems and
there is no greater industry where he could solve problems at scale
but in the tech space.
- It wasn't originally his plan but he was tapped by some people
on LinkedIn. He got help from many people on how to navigate
the interview process and how to best articulate what he is
bringing to the table.
- Having diverse people in the team who use different methods in
solving problems based on their life or work experiences makes the
team better. They add value to the team.
Challenges that hold people from getting into
- Oftentimes, people are not aware that a B2B sales career is an
- Some white people who previously didn’t know about tech roles
still end up in the tech sales space because of their network and
the community they are in. It’s different for black men and women
who probably do not hang out at the Golf and Country Clubs. Most of
the black people do not have those established social
- Generally, there’s a misconception about sales and what
- It’s also difficult for black people to walk in a space where
they don’t see that many people who can relate and understand their
experiences. There are some conversations that black people can’t
relate to and vice versa and that may leave them feeling lonely and
without a sense of real belonging.
Helping others understand the opportunity in
- Black salespeople should be disproportionately equipped out of
anyone in any career path to speak about what you do.
- While money is not the only measure of success or value, it’s
still nice to have an impact on your income and sales have that.
Many people in sales put in more effort and they are rewarded
- Targeted communication to black folks about what they’re hoping
to get done will be helpful. This is something that black sales
leaders should be excited to bring to the black
- Sales is a career where you don’t need that tertiary education
but would still be able to earn six figures. This truth should be
communicated more to the community.
The Sales for the Culture
- It’s a community of black sellers for black sellers to make
sure that black people are attracted to, empowered in, enabled for,
and included in the tech sales profession.
for the Culture community is created to make sure that the
black folks don’t do the sales game alone.
- It partnered with a non profit organization called Re:work Training. They tag people
from untapped backgrounds, especially the black folks. They give
them free training and get them up to speed on how to get a tech
“How Can We Help Those Coming Into Sales After Us Find
Success?” Episode Resources
Connect with Jacob Gebrewold on LinkedIn.
Speak with Donald directly for more sales talks. Reach him via
these channels: LinkedIn,
about any sales concerns.