When our Founder Wayne Chattaway started The Anti [now Stridepath Consulting], he started with Culture. Culture is at The Anti’s core [now Stridepath Consulting]; culture is in our DNA. It is a key trait we look for when interviewing candidates for every position.
T.H.I.S. represents our core values, and it means different things to different roles within our organization. As the Go to Market Leader for The Anti [now Stridepath Consulting], I want to share how T.H.I.S. flows through our Go to Market team’s DNA.
T: TEAM FIRST
H: HUMBLE
I: INNOVATIVE
S: SMART
These values might not be the first traits that come to mind when you think of a Sales Representative. Instead, you may think of scenarios like this.
TEAM FIRST? “Nope, it’s my quota, it’s my deal, my territory is too small, my quota is too big, I have to hit MY number.”
HUMBLE? “It’s all about me, I cultivated the opportunity, I worked the deal, I closed the deal, I should get all of the credit. Marketing, Professional Services, they didn’t do anything, I did all the work.”
INNOVATIVE? “It’s sales, how innovative can I be? Isn’t that a technical thing, a product development team job?”
SMART? See above, “Didn’t we all get into sales because we weren’t smart enough to do anything else?”
That’s ridiculous!!!
I have been doing this for over 20 years, both in individual contributor and leadership roles, working at technology, consulting, and professional services organizations. I have never worked with an organization, and specifically a Go to Market Team, that dispels everything written above. T.H.I.S. is how our GTM operates at The Anti [now Stridepath Consulting].
TEAM FIRST: We all pull from the same end of the rope. I have seen Account Executives (AEs) reach out to help a new AE or someone who might be struggling to build their own pipeline. In many cases, they give them an opportunity in their patch to help the AE find success and get them started. This not only helps build their confidence but puts some money in their pocket.
HUMBLE: When we win a deal, we celebrate with a “Ring the Bell,” which involves closing the opportunity in our CRM. One of the details we include is a list of the team members who helped us win the business. Some of our “Ring the Bells” are as long as this blog. We, as AEs, cannot do this without our extended team members in Marketing, Delivery, and Client Partner teams, and we make it a point to recognize their part in each success.
INNOVATIVE: When working with organizations of various sizes across different industries, we have to be innovative in crafting solutions to meet their needs. This often involves challenging the status quo and bringing new ideas or approaches to achieve their desired outcomes. We are not order takers; instead, we deliver an innovative and solution-oriented sales approach.
SMART: Being smart is often synonymous with intelligence, but it also encompasses how you approach your day, your goals, your job, and your family. You have to be smart to maintain balance in your life. Family comes first at The Anti [now Stridepath Consulting], and we encourage our team to work smart, not hard. This way, we avoid working crazy hours and weekends. In fact, we aren’t even allowed to send emails on weekends 🙂
I hope this gives you a peek into our culture. The Anti [now Stridepath Consulting] is the best company I have ever worked for and it is because we hire individuals who embody these traits and naturally integrate into our culture.
For more information or to schedule a call with our team, drop a note to [email protected]!
