A Gartner survey from last summer found that 89 percent of salespeople reported feeling burnt out, with the sellers surveyed falling into two distinct camps: drive and drag. Those experiencing drive reported feeling energized about their work and were more likely to hit their quotas, while those experiencing drag were more likely to miss their quotas. The causes of drag included a lack of development opportunities, feeling like a “cog” in the machine and poor quality feedback from management.
Whether you’ve recently found yourself dragging at work or if you’re just looking for a new challenge, Chicago tech is full of opportunities for talented salespeople, and many companies have seemingly made it their mission to keep employees motivated to hit their goals and keep growing. One such example is Gearset.
Taylor Volk Maniglia, a mid-market account executive at the SaaS company, told Built In that Gearset “enriches” its sales team through trainings with outside consultants and via an annual learning budget. In addition, Volk Maniglia said she has had the opportunity to do more than sell. She has traveled to events and worked with the marketing and product teams on projects. All of this has created an environment conducive to cultivating drive.
“Working for Gearset makes you want to sell for Gearset because the employee experience translates to a fantastic customer experience,” Volk Maniglia said.
Volk Maniglia recently joined Gearset, as did the four other salespeople we spoke with. Continue reading to learn what brought these sellers to their companies and the unique ways leaders are building drive on their teams.
MoLo Solutions is a logistics company that connects carriers with capacity to shippers with cargo to move. The company was founded in 2017 and was acquired in 2021 in a deal worth $235 million.
What were you looking for in your next role when you started your most recent job search?
Culture was the most important factor for me when searching for a new role. Sales can be very taxing at times, and a good culture is incredibly important and can help support you through the day-to-day highs and lows. A supportive environment is special, especially when going through challenges. I know that everyone at MoLo is always supporting me every step of the way without hesitation.
I know that everyone at MoLo is always supporting me every step of the way without hesitation.”
What initially stood out to you about MoLo Solutions, and how has that perception changed since you’ve started?
The first thing that stood out to me about MoLo were the people I met and how much they clearly cared about the work. I still see how much they care about the work, but I now know how much the people here really care about one another on a personal level.
From a selling perspective, what sets MoLo Solutions apart from other companies you’ve worked at in the past?
Since leaving the military, and prior to MoLo, I haven’t primarily worked in sales. However, I have noticed that customer service is at the forefront of everything MoLo does. We really pride ourselves in taking care of those we do business with on a level that I haven’t seen before. That commitment to always providing the highest level of service really sets MoLo apart.
Utilities companies use Locusviews’ digital construction management platform to streamline large-scale energy, natural gas and telecommunications projects. Since launching in 2014, the company has managed more than 161,000 projects with combined budgets exceeding $12.5 billion.
What were you looking for in your next role when you started your most recent job search?
I was looking to grow and be a part of an expanding business. My previous role was specifically technical, which I do enjoy, but I was hankering for something that enabled more interaction with people. In line with my aspirations for a CCO role, I was looking to fill the gap in my experience on the commercial side of sales and wanted to work with someone who could take me under their wing to develop in a commercial sales business unit. With the economic climate and the impacts of climate change as they are, I was also looking to expand my knowledge in a sustainable industry.
I needed confidence in the senior leadership of the business and in the experience and network across the existing or expanding sales team. As a bonus, I love to travel. I find this also introduces flexibility in a role.
The growth targets are smart and the sales team is experienced, well-connected and well-resourced.”
What initially stood out to you about Locusview, and how has that perception changed since you’ve started?
Having worked at startups in the past, I was aware that the atmosphere could be messy and disorganized as the company gradually evolved to a point where there was more structure in the organization and its processes. I recognized the solution was established and proven in other parts of the world, with Locusview profitable before embarking on its scale-up journey. Having worked with Locusview for about five months, I realize it has approached the growth and maturity journey 100 percent the right way!
The growth targets are smart and the sales team is experienced, well-connected and well-resourced. With a proven product and track record, there’s no need to create business out of thin air. Locusview has positively changed my perception of a business’s maturity requirements.
From a selling perspective, what sets Locusview apart from other companies you’ve worked at in the past?
Locusview has equipped itself with the necessary tools to excel. We’re hiring and developing bright, motivated people across the business. We own a product that solves a real problem, have an in-depth understanding of the market and its needs, and partner with other organizations in the space to amplify its impact.
It’s interesting to watch team members who have grown with the business and product work with very experienced individuals hired to accelerate the business’s scale. The diversity of thought, which can cause constructive friction, is powerful. The business’s realistic targets are reflective of its capabilities and the broader economic climate. In the past, I have been with companies that have been too pioneering in their thinking and, as a result, have crashed the business. Our strategy is adjusted according to external and internal changes, then communicated clearly to the rest of the business.
PHMG is an audio branding agency. Its offerings include custom hold music, professional voice-overs for websites and sound production for commercials.
What were you looking for in your next role when you started your most recent job search?
As a fresh grad, I was looking for a place where I could have the opportunity to grow in my career and make new friends.
In my first few months I have learned more than I think I could have at any other sales job.”
What initially stood out to you about PHMG, and how has that perception changed since you’ve started?
Off the bat, I knew audio branding would be a unique product to sell. The company culture and office right on Michigan Avenue didn’t hurt, either. In my first few months I have learned more than I think I could have at any other sales job. I grew more passionate about our product and the world-class creative teams it takes to build it.
From a selling perspective, what sets PHMG apart from other companies you’ve worked at in the past?
I am just a year out of college, but with not much experience I am still able to recognize the different barriers we face selling this unique product. We of course have to create that need for the prospect when we are reaching out to them, but it is different when my team and I are truly passionate about what PHMG does for businesses across the world.
Enterprise companies use VelocityEHS’ software to manage their environmental, social and governance (ESG) initiatives. Its tech makes it easier to collect, validate and report on greenhouse gas emissions data, manage the chemicals that go into products, and set and monitor long-term ESG goals.
What were you looking for in your next role when you started your most recent job search?
The primary goal of my recent job search was to find a remote position with a tech company focused on making an environmental difference. I was also looking for a strong and experienced leadership group, a strong product-market fit, competitive compensation and benefits, a track record of growth and maturity, and opportunities to advance my professional skill set.
Velocity also places a huge emphasis on the remote employee experience and promotes a culture of inclusivity and transparency.”
What initially stood out to you about VelocityEHS, and how has that perception changed since you’ve started?
VelocityEHS’ mission, leadership, ownership and product offering stood out to me up front. As I got to know the company, the people, compensation and growth plan came into focus, and I’ve continued to meet friendly, professional and team-oriented people since my start date. Velocity also places a huge emphasis on the remote employee experience and promotes a culture of inclusivity and transparency. This focus has allowed me to quickly ramp and understand the culture.
From a selling perspective, what sets VelocityEHS apart from others you’ve worked at in the past?
VelocityEHS’ product expertise and tenured personnel set them apart. VelocityEHS has made it a priority to offer the widest range of products in the EHS and ESG sectors, enabling our customers to have a one-stop-shop for all of their environmental, health and safety needs. We employ experts from these sectors to guide product growth and inform us of the most cutting-edge technologies and thinking and share this expertise and insight with the industry.
The combined effort in product leadership and expertise will put me in a strong position with potential clients. I look forward to starting conversations with our clients and evaluating how we can deliver innovation and efficiency at an enterprise level.
Johnson & Johnson, Zillow and Tripadvisor are a few of the companies that use Gearset’s DevOps for Salesforce platform. Gearset’s tech enables teams to deploy and manage changes — like updating metadata — to multiple Salesforce environments at once.
What were you looking for in your next role when you started your most recent job search?
I was looking for a role where I could focus my efforts. In many sales roles, the AE is also the designated SDR, sales engineer, onboarding partner, customer support manager and account manager. This divides focus and efforts, and I wanted a role where I could focus on closing new business and providing real value to my customers.
I was also looking for a role with a big support network. In sales, it can be very easy to isolate and try to deliver results solo. In some cases, you may have no choice when fulfilling the bulk of the roles listed above. I wanted to join a company where I could work in partnership with a lot of different people to create value.
Finally, I wanted a company that invests resources in their employee’s professional growth and development. In some sales roles you are “just a number” on a dashboard. I wanted to work for a company where that’s not the whole picture of your worth to the business. Gearset checked all of those boxes and more!
Working for Gearset makes you want to sell for Gearset because the employee experience translates to a fantastic customer experience.”
What initially stood out to you about Gearset, and how has that perception changed since you’ve started?
A few weeks before I started at Gearset’s Chicago office, our CEO, Kevin Boyle, reached out to me via email and asked if I wanted to meet for lunch. Of course I said yes and offered to take the train down to the center of the city where Gearset’s offices are.
Instead, Kevin offered to commute 40 minutes to the very north side of the city to meet in my neighborhood. This culture of going above and beyond is entirely indicative of the overall culture of Gearset, both for the customers we serve and in the way we work together as a team. Kevin may be the CEO, but this mindset trickles down to every individual who I’ve interacted with at Gearset. This impressed me from day zero and that perception stands to this day.
From a selling perspective, what sets Gearset apart from other companies you’ve worked at in the past?
First, the caliber of salespeople is the best I’ve ever seen. My colleagues are brilliant sellers who share their knowledge and up skill me daily. I learn more from them than I do my own managers, and my managers prefer it that way.
Second, Gearset values my contributions beyond the results I show on the sales dashboard. This isn’t a sales role where you’ll only ever interact with prospects and customers without ever having the chance to work within other parts of the company. I’ve had the opportunity to get involved with and travel to multiple events and work closely with our marketing and product teams.
Finally, Gearset enriches their employees. Sales leadership schedules regular training sessions with external consultants who are really valuable. Each employee is given an annual learning budget that we can use as we see fit to seek additional training and learning opportunities. My manager constantly reminds me to use it! Working for Gearset makes you want to sell for Gearset because the employee experience translates to a fantastic customer experience.
