Women in Sales Blog

Episode 5 of The Women in Sales Podcast: Tonni Bennett, VP of Sales at Terminus

Posted by Aug 4, 2017 11:30:33 AM Ali Powell


We had the best time talking to Toni Bennett, the VP of Sales at Terminus today.

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She is a 29 year old woman who is leading a growing team at a hot startup out of Atlanta. When she started as the head of Sales at Terminus a couple of years ago she had 1 sales hire under her. From there she has built out a sales org of around 40 people. Truly amazing stuff.

Let Tonni drop some sales knowledge on you in this episode of the Women in Sales Podcast. Here are some take aways from the episode with Tonni that came out of the talk. 

  • Misconception of people being born good at sales.  
  • Sales is a learned skill.
  • There are 4 things she looks for when hiring for a sales rep.
  • Differences between different kinds of sales jobs and having different kinds of sales jobs in different sizes of companies. There are differences in the kinds of sales jobs you can take on. You might be a fit for sales at one kind of company compared to another. 
  • Did she always know she wanted to be a VP of sales? 
  • Invest in your craft - good things will happen to you if you constantly invest in yourself and your sales skills. 
  • “I want to make a lot of money as an AE for as long as possible.“
  • "I want to beat all the men and I want to be the best rep there is."
  • Being a leader who inspires, works hard for yourself and for the team.
  • Story on how she got into Terminus as the head of Sales. 
  • Using your connections and network to find new paths in your sales career.
  • Knowing what type of audience and sales you are good at selling to and like selling to. 
  • Moving so fast in your career- part of it is exciting in moving ahead really quickly. But also moving that fast can be hard. She talks about how it is important and helpful to actually work your way up from AE to manager to director to VP. 
  • Being a sales manager and moving your way up is going to let you build skills you need as a VP of sales.
  • Having self confidence in yourself because you haven’t done this before.
  • Network of mentors.
  • Her time getting into a startup with being the 9th employee.
  • Growing a team of SDRs, BDRs, sales reps from 1 sales rep to 40 plus sales people in their sales org.
  • Make decisions by getting collaboration from the team- you are not going to make everyone happy all the time.
  • The paths you can take to get to sales leadership.
  • Taking risks will help you work your way up.
  • Taking a pay cut to start in her role as head of sales. 
  • Over achieve in your current role before you get to the next role.
  • Act like you have the next role before you do - be a leader in your Current role.
  • Being a woman working your way up and around the org.
  • Women by nature can be better at building relationships and being collaborative than men can. 
  • You need to be aware of what you are seen like in your sales org and your company. 
  • Fight for points when they are important to you- pick and chose your battles.
  • Common sense- fight for things you want, treat everyone with respect in the process.
  • Make friends with people who could help you along the way.
  • Good old boys club in the south.
  • Conversations with the guys on the sales team.
  • How to be one of the guys but still be a woman who owns their respect in the sales org.
  • Why she wants to see more women in tech and women in sales.
  • Wants to see more women in this field.
  • Women can be naturally great at sales- genuineness that women have naturally that can make you good at sales.
  • Having a seat at the table.
  • Asking for things.
  • Fight for yourself. Don’t doubt yourself. 
  • Business is business.
  • How to get paid what you believe you should be paid.
  • How to approach your career path in your sales org and in your company that you are in right now.
  • How to approach getting a promotion that you deserve. You have to try, if you don’t try then you can’t get it.
  • How to keep your employees motivated. 
  • How to manage and motivate different kinds of sales reps. 
  • Performance plans.
  • 1-1s in sales.
  • How to stay positive and focused in sales when you aren’t having a good month.
  • SDR to account exec team career path. 
  • Internal and external sales hiring and promotions from within or not.
  • Thinking of ways to give people on her team a career path.

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Topics: women in sales, more women in sales, get more women in sales, women in sales community, sales podcast, how to get more women in sales, WOMEN IN SALES PODCAST, women in sales interview

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