It’s never easy to give up a career and launch a whole new one, but when I decided to end my time as an opera singer and move into the field of sales, I knew I could do it. After all, I had the perfect role model: my mom.
When I was growing up, she worked as a dental hygienist, but when I started college, she took some courses in sales. She was single with two kids in college, which was a driving force to make more money. But above that, she truly had a passion for sales. In no time, she got jobs and excelled at them, ultimately earning her the title of Vendor Representative of the Year at her electronics company.
When I entered the field of sales, an unusual and unexpected twist followed. Several years into my career, I was hired by a different electronics company. My mom and I ended up selling similar products to some of the same businesses. (Neither of our companies realized this, and we have different last names.)
But rather than feeling uncomfortable, I saw this as a great opportunity. She and I were both committed to doing our best. More often than not, she beat me when we went after the same piece of business. But in the process, I learned so much from her. I was able to see how her work ethic, commitment and style drove her success. I had even more to emulate.
Here are some of the biggest business lessons I learned from my working mom:
1. Use your existing skill set to differentiate yourself.
As a dental hygienist, my mom knew how to talk to people and make them feel comfortable. She had also served as a youth leader at three different churches where my dad preached. In each town, she found at-risk kids, brought them together and developed programs for them. She had learned how to help people improve themselves and make their lives better.
In sales, she did the same thing, focusing on how the products or services she was selling could genuinely make a difference in the lives of her customers. Those skills translated seamlessly into her new career.
2. Start strong from day one—don’t wait for permission to launch your full potential.
From day one at a job, my mom showed up with energy and vigor to get going. She didn’t take time to be tentative. Instead, she leaned into her tasks—the equivalent of blasting out of the gate in a race. Having seen how well this worked for her, I strive to do the same.
3. Have empathy, it’s essential.
Many women have been falsely accused of being “too emotional” in business. However, empathy is a necessity and drives better results. As a businesswoman, my mom set herself apart by demonstrating genuine empathy for her clients and her colleagues. She loves getting to know people’s stories. That understanding is a key component in her finalizing deals and helping her company reach higher levels of success.
4. Learn often—you’re never done building your skill set.
My mom is the reason I spend at least three months out of each year getting a new certification or learning a new skill. She’s always working to improve, harness new technologies or develop new competencies—and she’s passed on that eagerness to learn to me. She knows that to stay on top, you have to keep learning.
5. Bring on the charm.
By nature, I’m analytical. I like to present the numbers to clients, showing the data to help sway their decisions. And that has its place, but charm is universal. Being someone people want to do business with makes a huge difference. If I had a nickel for every time a prospect told me, “I love your mother,” I could retire now! Business, especially sales, is about the connections you make as much as the value you bring.
Our paths have taken our careers in different directions, but along the way, I’ve done my best to incorporate all these skills. Thank you, mom, for teaching me all this, and much more.