From Prison to No. 1 in the World: The Shelley Winner Story

If you’re already starting to modify or give up on the resolutions you made on New Year’s Eve, I’d like to share with you an incredible story of re-invention and success from a client who came to me in 2022 for individual coaching.

As a child of teen parents, whose father was addicted to and sold drugs, Shelley Winner would eventually struggle with addiction herself. Ultimately, she would be arrested for selling drugs and sentenced to four years in a federal prison.

Not long after her arrest, she discovered she was pregnant. Immediately, she knew she had to turn her life around if her child was to have any chance of avoiding the same fate. During her time in prison, Shelley used her time productively and upon her release, she was able to secure a job with none other than Microsoft.

However, as we all know from our own careers, landing a dream job like this is not always the happily ever after we see in fairy tales.

“Landing a job at Microsoft was always a dream of mine but when the company re-organized, I was pushed into a highly competitive B2B sales role,” Shelley said.

With little to no B2B experience, Shelley struggled to the point that she was sure she was going to lose her job. She knew she needed help if she was to make it through this latest challenge.

“I found Doug Dvorak of The Sales Coaching Institute and reached out for guidance. He met with me weekly and taught me so much about B2B selling. His training ultimately helped me win the Gold Club award for highest quota attainment,” Shelley added.

More than that, she also became Microsoft’s No. 1 Surface seller in the World!

In addition to meeting this challenge head-on and reaching new heights in her career, Shelley has also become a sought-after public speaker who travels the world espousing the benefits of hiring the formerly incarcerated.

By speaking at various TEDx events and other engagements, Shelley inspires and brings hope to others who are currently or formerly incarcerated or struggling with addiction.

So, before you give up on your plans to increase your sales this year by 25% (or to lose 25lbs), take a moment to think about where Shelley started and how far she has come.

It has been a high honor and privilege for me to get to know Shelley and be a small part of her journey to all of these well-deserved successes.

Truly a Winner by name as well as by nature!

Top 10 Things a Sales Professional Should Never Wear

While it’s sometimes amusing to look at all those cringe-inducing People of Walmart images on sites like Facebook, you might want to check your own look in the mirror before you start laughing too hard.

Surprisingly, it’s not just what we wear about the house that’s the issue. You would be amazed to see what some so-called professionals think it’s okay to wear to their sales jobs!

As a sales professional there are certain items that you should never wear on the sales floor, to the office or to a meeting with a client. Listed below are the Top 10 items a salesperson should never be seen wearing on the job plus a few tips on what to wear:

1. Stained clothing:

Coffee stains, bleach stains, tie-dye stains, you name the stain and if you have one, that item of clothing should never be worn to work again. Professionals should sport a polished look which means no stains. Customers will not be able to take you seriously if you have an unsightly stain somewhere on your attire. Solid colors are ideal in a professional setting while floral patterns, stripes, polka-dots, plaid, and even moderate animal prints are also acceptable. Complimenting them with a blazer, sweater, or even a nice shawl can help you look even more professional and stylish.

2. The wrong-size tie:

It is inappropriate for a tie to end at or above the navel or to fall below the waistline. A correctly sized tie should sit directly over the belt buckle. This may seem like a trivial point, but it can have a huge impact on the impression you make. When a holiday or office festivities calls for a merry look, novelty ties can be a lot of fun. However, a tie should not feature your favorite quote from The Office, a silly pattern, or be so flashy that it draws attention from across the room. A double Windsor knot ensures that your tie will not come undone and will look great with any outfit. A bowtie is also an option if you’re trying to pull off a semi-casual or relaxed look but still dress for business.

3. Cargo Shorts:

Unless you happen to work at a store that sells cargo shorts, they are never, ever to be worn at a place of business. Customers may become distracted by all the pockets and begin to view you as something of a walking storage container. While many people have thought cargo shorts were a bad idea since way back in the 1940s, we support your right to wear them. Just save it for the backyard.

4. Open-toe Shoes:

You’re not the only one that rolls their eyes when they see this on the employee dress-code standards. And, while we certainly hope that no harm comes to any of your little piggies, this is about more than just safety. Not to put too fine a point on it, not everyone prides themselves on foot care so you want to make sure your customers is not put off by unsightly or smelly feet. Manicured or not, showing your toes can be distracting to those you’re trying to talk to. When putting up an outfit to head to the office, closed toe shoes should always be your first choice.

5. See Through Clothing:

While mesh garments may look trendy, they have no place in a professional setting. Shirts, pants, and other articles of clothing should always be solid in texture and never even slightly revealing. However, stockings worn under an appropriate-length skirt are acceptable.

6. Athletic Wear:

A busy day at work may make you feel like you’re in the middle of running a marathon, but that’s no reason to wear your gym clothes to the office. It’s not acceptable to wear casual clothes like sweatpants, tank tops, or sneakers on the sales floor because it is unprofessional and gives off the impression that your role is not particularly important to you.

7. Beltless Tucked-In Shirt:

Most people would agree that it’s just flat out weird to see someone wearing a shirt tucked into their pants without a belt. Investing in a couple of good belts that will match up nicely with all the shoes you own is a great idea. If you are worried about your pants falling down but you just hate wearing a belt, suspenders are another way to go but they sort of fall into the same category as replacing a tie with a bow tie.

8. Old, Worn Shoes:

An entire look can be thrown off with a poor choice of shoes. Shoes for professional attire should be neat, polished, and complement the rest of the outfit. Black, brown, and gray shoes are common for business attire. Penny loafers, flats, and heels of a reasonable length are also go-to’s for many. Always check your shoes for a sole that may be coming loose or scratches that need buffing out before you leave the house.

9. Poorly Tailored Clothes:

Your clothes should not swallow you nor should they constrict you. Tight clothing is not only uncomfortable but can be a nuisance throughout the day as you constantly adjust. On the other hand, oversized clothing gives off a slouchy vibe. Wear a belt if needed, and always make sure that your clothes fit properly. Hem your pants if they are too long and make sure your shirts fit (even after the holidays)!

10. All Black Clothes:

You’re got to work, not a funeral. Although black is a classic business staple, it is possible to overdo it. A red undershirt, or even a green or blue one, is an excellent way to offset a black jacket. Grey, white, and even some shades of green all work as well. Don’t frighten your customers with bleak colors. Yellow, for example, is known to improve one’s mood and can really pull an outfit together if applied correctly. Applying some colorful accessories to your professional outfit might help you stand out and leave a lasting impression.

Top 10 Ways to Show Gratitude to Your Clients

It takes more than having a great sales pitch, being able to market your goods, or even having plenty of connections to be a successful salesperson.

Your relationships with your clients are crucial to your success. By guiding them to the goods or services that are best suited to their needs, you’ve established trust and a strong bond with them. In fact, you wouldn’t be where you are in your career without them so why not express your gratitude now and then?

If you don’t know where to begin, here are 10 nice ways to show your customers how much they matter to you and your company.

1. Thank you letters

In the business world, this is the most basic form of showing gratitude to a client. In most cases, sending personalized “thank you” cards or emails right after the sale is something your client will appreciate; it will also help build your credibility. This may not seem like much to you, but your customers will like knowing that they are more than a faceless data point or profit source to your business.

2. Keep them in the loop

Regular clients appreciate being kept up to date with any promotions or new product offerings from your company. They love being made to feel like they have behind-the-scenes access and giving them previews – or better yet, samples – of new products or innovations is a great way to achieve this. Having access to this inside information reassures them that you value them and that your connection with them goes beyond just trying to sell them something.

3. Celebrate holidays with them

Everyone comes together around the holidays. A simple email wishing them a Happy Thanksgiving or Happy Holidays may seem trivial but rest assured, they notice when they don’t get that email from your company when they’ve gotten one from everyone else’s.

Pointing out lesser-known holidays may also interest them since it initiates a conversation and educates them about other cultures and traditions. Holidays may also be used to create a theme for a special discount or sale to get customers to join the celebrations with you and your company.

4. Encourage their participation with reviews

You’ve probably been to a store, made a purchase, and noticed on the receipt that you can get something for free if you fill out a survey about your experience. Doing something like this demonstrates gratitude as it shows your clientele that you care about their concerns being heard and that you want to ensure that your company is up to par.

This will ultimately benefit you since this valuable feedback will allow you to improve your company and the goods or services it provides. This is one of the most thoughtful things you can do for your clients. Believe it or not, most customers are sincere in their comments because they truly want you and your business to thrive.

5. Shower them with gifts

You don’t have to empty your bank account to send a positive message of gratitude by including a free bonus or sample with each purchase. This provides your customers with options as they continue to learn more about your company. It might even lead them to discover a new good or service that they didn’t even know you offered.

6. Interact with them on social media

Every day, millions of people around the United States use social media. From photos of their meals to funny stories about their children, Americans love sharing the details of their lives. Unfortunately, this can also include negative experiences they’ve had at stores or with other companies they’re done business with.

Making sure your social media manager stays on top on posts by your clients about your company can have a significant impact on your relationship with them. If you respond promptly to something they have posted, it will demonstrate that you genuinely care about them and value their opinions.

You can also use social media to make amends to clients, offer updates on new items, and remark on customers’ praise postings. Clients are ecstatic when they see big-name brands like and comment on their posts. It will keep you relevant when trends shift, and your customers will appreciate the effort you’ve shown in showing an interest in their issues.

7. Create a VIP club

Not every customer will join your VIP club, but those who do will see that you value their commitment to your company. Members of VIP clubs are eligible for exclusive offers, loyalty points, and other perks. This preferential treatment makes customers feel like celebrities. Everyone wants to be a favorite. This is one of the more personal ways to express your gratitude to your clientele.

8. Promotional activities and contests

In addition to bring people together, fun competitions and activities show your love for the community around you. These enjoyable events will increase awareness of your business. Make a point of publicly announcing the winners and participants, as this will demonstrate your gratitude for their participation and loyalty.

9. Give to a local charity

Customers will appreciate seeing that you care about the world outside your business if you donate to – or volunteer for – a worthy cause. If your company can make a difference, go for it. Seeing you and your co-workers fixing a dilapidated house for an elderly person who lives in an economically challenged part of town will have an impact on your clients, even if they learn about it from your own website.

10. Acknowledge milestones

Once again, without your customers, your company would not be where it is today. They will feel great knowing they have contributed to the growth of a fantastic company that has had a positive impact on their life. So, be sure to include them when you reach your millionth customer or have been in business for 20 years, etc.

Top 10 Hobbies for Sales Professionals

A career in sales can be a lot of fun but it can also be extremely stressful, so it helps to have hobbies to relax and relieve stress.

Ideally, in addition to bringing more fulfillment to our lives, these hobbies will help us enhance our skills and raise our productivity in the workplace. Here are the Top 10 hobbies for sales professionals:

Fishing: Think about it. There is a salesperson in every fisherman. Originally a form of survival, fishing is now a relaxing pastime in which we “pitch” our lures and bait to fish so that we may catch them. Anglers skilled at recognizing which lure will attract their target fish spend hundreds of dollars on only the best equipment. Similarly, each unique customer requires a different type of sales pitch, an area in which sales professionals excel.

Reading: The importance of reading cannot be overstated. By engaging in this hobby, sales professionals increase their vocabulary and become more interesting to customers. A salesperson can also enhance their capabilities on the sales floor by reading books on the art of selling. Still, any genre that genuinely interests you is encouraged. Furthermore, reading can improve our ability to focus on everyday tasks and make us more knowledgeable.

Writing: As with reading, writing helps us form ideas and then present them in an organized way. Writing improves our ability to communicate with others, whether we’re journaling, blogging, or writing a novel. Professional salespeople write emails, proposals, and, perhaps most importantly, compelling sales pitches.

Cross-Stitching: To maintain their mental vitality, a sales professional may find cross-stitching an engaging pastime. Like sales, this hobby requires patience and accepting the fact that good things take time and persistence. Additionally, cross-stitching allows sales professionals to display their creativity through an infinite number of patterns and designs.

Volleyball: A sales professional may enjoy playing any sport, but volleyball is rated one of the most team-oriented sports because it requires constant observation of your teammates’ actions to prevent the ball from bouncing. In the world of sales, applying your skills in a team setting is not uncommon to ensure that no one is left behind and is up to date with sales techniques on the sales floor. It takes exceptional teamwork to achieve business goals.

Window-Shopping: Yes. Window-shopping is a real hobby. A significant advantage of window-shopping for sales professionals is seeing what your competitors offer and developing more creative and competitive sales pitches. Window-shopping can either be done in a physical store or online, making it a rather easily accessible hobby that can be enjoyed by anyone.

Acting: Amateur theatre or acting classes can help sales professionals develop public speaking and memorization skills. Both are indispensable when it comes to interacting with customers on the sales floor. Not having a good day? Sales professionals understand that it’s okay to fake it until you make it, but not to go overboard or it’ll come off as creepy.

Bowling: Bowling is a great social activity for sales professionals. People usually get together at bowling alleys for a fun night out. As a result, salespeople can brush up on their people skills while having a good time.

Video Games: As players complete in-game goals for satisfaction, video games teach discipline, cultivate persistence, and inspire commitment. In a work setting, sales professionals can apply this determination to “level-up” their abilities.

Yoga: Last but not least, yoga encourages meditation and promotes mental calmness. Sales can be stressful, even for the most experienced sales professionals. We learn how to manage stress, maintain balance in our lives, and control our anger when we practice the art of yoga.

Honorable Mentions: Pickleball, tennis and golf

So, you want to be a salesperson, huh? Congratulations! You’re about to embark on an amazing journey filled with remarkable opportunities at every turn. It is a field where you’ll meet many like-minded people with the same goals as you and one where you will help people decide where their time and money should be invested. Quite a responsibility!

The problem is you can’t become a salesperson overnight. Well, you could, but you probably won’t be very successful at it. Becoming a top-notch salesperson requires more than a nice suit, a briefcase, a nice smile, and the ability to talk to people. How you prepare for your new career will play a large role in determining your level of success. Here is a step-by-step guide to get you started on the right track:

Step 1: Hone Your People Skills

Nobody expects you to be Sir Galahad, but you should definitely be courteous and courageous while interacting with others. In the world of sales, there’s no place for unsociability or time for timidity. Salespeople must be able to maintain their composure in fast-paced and competitive environments.

To convince your clients that your product is superior to your competitors, you must be confident enough to approach clients and promote the brand you represent. Obviously, don’t lie or exaggerate about your product to make a sale but you must be convincing and able to understand how customers behave and actively listen to assist them in making decisions.

Don’t you find it strange when no-one acknowledges you at a car dealership or in a furniture store? It makes you wonder if you’ve made the right decision coming there in the first. Don’t act like an automatic sliding door in front of the grocery store, expecting customers to approach you so that you can perform your duties robotically. To sell your product effectively, you need to take the initiative and share all the knowledge you have with the customer. This way, you can enlighten them on how the product can improve their lives.

Step 2: Develop Your Own Strategy

Salespeople aren’t born good at selling. If you want to be a successful salesperson, you must put in the time to study the art of sales. There are literally hundreds of books on the subject you can borrow from your local library, or if you’re a visual learner, studying sales online might be a better option.

Above all, don’t make the mistake of relying on the company you work for to provide you with all the training you need. While many companies offer excellent sales training to new employees, it doesn’t always cover all the sales techniques you will need to be successful. Worst case scenario: Some companies don’t provide training, preferring to rely on you to pick it up as you go. This is penny-wise pound foolish on their part and disastrous for you if you plan on being a successful sales professional.

Step 3: Research the Product

Trying to sell something you’re not familiar is challenging at best, impossible at worst. You need to know your company’s product or service inside and out if you hope to convince someone else that it is a good purchase. Come across as not knowing your stuff and you will lose that sale. For that matter, not knowing your competitors’ strengths and weaknesses is also going to put you in a tough spot. If you don’t exude confidence in your product or service, why would anyone want to buy it?

As you consider your career as a salesperson, consider what services or products you already have an interest in or know the most about. Going into an area you’re already interested in is going to help you develop more in-depth knowledge which will help you be more convincing when pitching to customers. For the most part, you want to avoid going into industries you know nothing about unless you’re a quick study and want to put in the work to get caught up.

Step 4: Get Comfortable at the Bottom

It is common for new salespeople to jump the gun in the early stages of their careers and start pressing for promotions or bigger accounts that they aren’t ready for. Start your career with entry level positions even if you were relatively senior in your old field. Selling is not easy and there’s a lot more to it than you might think. Ease into it. Find a mentor and develop your skills before you start pushing for leadership positions.

Step 5: Never Stop Growing

One thing all GOATs have in common – regardless of their field of endeavor – is that they never lose the drive to learn and improve. At age 35, tennis great Roger Federer hired a specialist coach to help him improve his one-handed backhand; he worked with him for two years before he was satisfied. When asked at a press conference why he made a move like this so late in his career, Federer appeared not to understand the question. His quest for perfection was what made him such a successful tennis player. In truth, it was the only way he knew how to play the game.

Never become cocky and unteachable because you’ve had a couple of good quarters. Stay humble. Work on your craft and that enthusiasm will come through in your dealings with customers and colleagues. For many people, “continuing education” are the two dirtiest words in the English language. Start your career with a thirst for knowledge and do whatever you need to do to stay thirsty.