Russ Fitzpatrick, regional sales manager, Angles on Design, has been in sales for more than 30 years and has been with Angles on Design for the last six. He was born and raised in Chicago and was the youngest of nine children, five boys and three girls.
How should account executives target prospects in the new economy?
The same way as the ‘old’ economy or any economy: Pound the pavement. Face-to-face has always been the way I have sold. It means a lot to put a name to a face. People want to meet the person they are trusting to get the job done.
What do you believe is the number one trait necessary to succeed as an account executive?
Answer your phone. Clients call when there is a situation that needs to be addressed now. There are a lot of companies that supply the same services you do. The thing that matters the most and what sets you apart from other competitors is how you handle a crisis.
What advise can you offer to an individual that wants to pursue a career in sales?
Love what you do. Sales is a people person job. I truly believe you sell yourself first and then your company.
What is your greatest accomplishment?
Having my parents be proud of me the way I am of them. When my father passed away, surrounded by all of my family and friends, I remember saying to my mom, “This is how you measure success, not through accomplishments.”
What are the biggest challenges facing sales professionals today?
Adapting to the customer’s needs. You have to be willing to go outside the box. Angles’ customers, primarily exhibit houses, are representing their customers. When Angles goes outside the box to make their customers happy, even if it means spending money Angles will not recover, we have made our customer happy, thereby proving we are committed partners.
What personal attributes are important to building a book of business for long term?
Hold yourself well. Always be yourself. Be compassionate. Be willing to help whenever possible, with whatever resources you may have. People remember that.
What should veteran account executives be aware of in order to survive and thrive in this industry?
Adapt, change and conquer. Also, remember to treat people at all levels equal. That treatment should come naturally, but keep in mind, any industry is a small industry in the whole scheme of things.
What keeps you motivated and focused?
Knowing I may meet new friends motivates me. I am a people person and enjoy meeting and getting to know new people. I have made friends from sales calls even when my services weren’t needed. My desire to succeed and do my best is what keeps me focused. My parents gave all of their children a strong work ethic.
Did you have a mentor?
My father is my mentor. My first sales job was offered to me unsolicited. It was a car salesperson position. I said thanks but no thanks to the sales manager that I chose to buy my new vehicle from at the age of 18. I explained to him that his industry bred a stereotype of being untrustworthy. The manager replied that is why he wanted me, I had no bad habits. His dealership is built on honest sales people. I drove to my father’s work to talk to him about my reservations of accepting the position. My father asked me why I would consider the position if I felt so strongly against car salesmen. I explained that if I was an honest car salesman, I would be successful on repeat and referrals alone. Papa Joe looked at me and said “It looks like you are going to be a good car salesman. Go give it a try, for those reasons, and make the difference.” I did just that, working my way up to general manager.
Is there anything we left out?
Business and pleasure can go together if you love what you do and work with great people. I am very fortunate to have Kathy D’Adamo as the owner of Angles. She truly has a big heart and trusts and respects my business decisions in the field. Mike Scallion is not just an operations manager, he is constantly thinking outside the box for our customer’s needs (I usually take the credit). Michelle Bollin, the office manager, puts up with my incomplete paper work and keeps things running smoothly. And there are many more people in our company that I can go on and on about. The bottom line is that without a great team supporting me, there is no me.
Angles on Design offers a unique line of custom furniture rentals for tradeshows, meetings and events. Its staff specializes in helping customers add the final design touch to their exhibit. Angles on Design has been in business for 25 years.
