Welcome to the second episode of Making a Difference with the Reynolds and Reynolds Sales Leadership Program. In today’s episode, host Ben Wiggins sits down with Dr. Huanhuan Shi, Assistant Professor of Marketing, and Jason Day, Chief Revenue Officer at StarRez. In this episode, our guests cover all things hybrid sales and even offer a piece of advice to students interested in the sales industry. Join them as they discuss the research, challenges, and details of hybrid selling. You won’t want to miss this episode!

Visit our website at: https://mays.tamu.edu/sales

Time Stamps:

(00:00 - 01:39) Introduction

(01:40 - 06:46) Hybrid Sales

(06:47 - 08:20) Personality and Profiles in Sales

(08:21 - 11:58) Research Findings in Hybrid Sales

(11:59 - 19:05) Data

(19:06 - 20:54) Highest Potential in Hybrid Sales

(20:55 - 23:39) Advice for Students Interested in Sales

(23:40 - 25:14) Outro and Takeaways

Welcome to the first episode of Making a Difference with the Reynolds and Reynolds Sales Leadership Institute. In today’s episode, Ben Wiggins sits down with Dr. Andrew Loring, Associate Director at Reynolds and Reynolds Sales Leadership Institute, and Megan Bowling, Sales Development Manager at Gartner, a partner company for tamuSALES. Our guests cover valuable research for managers looking to retain recent graduates in sales positions at their company. Join them as they discuss how individuals working in sales can be best motivated and what makes a good manager. You won’t want to miss this episode!

Visit our website at: https://mays.tamu.edu/sales

Time Stamps:

(00:00 - 02:11) Introduction

(02:12 - 06:16) Turnover Rate Causes 

(06:17 - 10:10) Extrinsic Motivation vs. Intrinsic Motivation

(10:11 - 17:42) Money as a Motivator and Management Behavior

(17:43 - 25:01) Autonomy in a Role

(25:02 - 29:09) Asking About Management and Employee Engagement

(29:10 - 32:25) Closing

Introducing our new video podcast, “tamuSALES: Making a Difference”, presented to you by the Reynolds and Reynolds Sales Leadership Institute! Join us as we explore sales research with top academic researchers, professionals, and leaders. Covering a range of topics from hybrid sales research to the importance of company culture, there's something for everyone on this show. Through our podcast, you won't only learn about all things sales, but also how sales research can truly make a difference.

Stay tuned, Episode 1 of “tamuSALES: Making a Difference” is coming to you very soon!