Right after graduating college with a degree in print journalism, Regional Sales Manager Nicole Centrella moved from Pennsylvania to New York with big aspirations to be a print journalist. She didn’t expect that today she’d be leading a region of B2B Sales Account Executives.
A Diverse and Dynamic Start
Her first job out of college was at a document shredding company on Long Island. After only a few months on the job the company announced they would be going through organizational changes, and Nicole knew she had some decisions to make. “I got a degree in journalism but ironically I learned I didn’t want to be a journalist.” she recalls. She was much more interested in a career making personal connections with positive outcomes compared to what print journalism would offer.
On a friend’s recommendation, Nicole looked into a Retail Account Executive role at AT&T and applied. She realized her background wasn’t in the wireless industry, but she was confident she had the right skills and determination needed for the role. After being invited to interview, Nicole had her chance to impress that confidence on the hiring team and she soon found herself accepting a job offer.
Nicole’s people-centric approach and ability to influence others was perfect for her new role guiding resellers in her market to align with AT&T’s corporate strategies. Her performance was excellent, and she was soon being tapped to fill the role of Retail Account Manager, and later Sales Execution Lead helping to grow distribution across the state of New York.
Each new opportunity took Nicole outside her comfort zone, and she was growing personally and professionally each step of the way. “I love learning new things,” she says. All that exposure was also gearing her up for her next challenge: business sales.
Transitioning to Business Sales
In 2016, Nicole jumped at the chance to join the business team. “When I joined AT&T, getting into the business side was all everyone talked about. It was such a prestigious role, and it was where you wanted to end up.”
Nicole’s new role as a Client Solutions Executive involved acquiring new business and growing existing accounts. She took the consultative selling approach she had honed with indirect sales and channeled it into more success, winning the top award in business sales. That’s when she was asked to join the acquisition team focusing on volume and gross additions.
By 2021, Nicole was being promoted to Regional Sales Manager due to her track record of great performance. Now it was her turn to lead a team, and it wasn’t long before she was winning the top award in sales again. Only this time as a sales manager with a high-performing team of B2B Sales Account Executives.
Driving Accomplishments
The kind of consistent performance and achievement Nicole has experienced and coaches her team towards doesn’t just happen automatically, it takes work. When Nicole talks about what makes her and her sales executives effective her message is clear: “Self-accountability, discipline, and the hunger to constantly grow.”
Another key trait? Don’t stand still. “You have to move with the trends in the industry to flourish,” she adds. Continuing education is critical to understand the impact of new technology and services to identify solutions that bring true value to a customer – the kind of value that gets their attention.
Nicole’s last piece of advice is to simply engage with potential customers and mind your manners – literally. “Whether it’s cold calling or door knocking, get in front of the customer and have confidence. Know your audience and the lingo between each industry. And know how to address people with old-fashioned manners. It’s important,” she emphasizes.
Celebrating the Hard Work and Rewards
For Nicole, her progression through AT&T and all the milestones along the way are the result of that same confidence and determination that she expressed in her interview years earlier. She now gets to enjoy watching her team use that same kind of attitude to win.
For all the big sales and awards though, the most satisfying part of her current role is seeing her team succeed and grow. Watching her sellers overcome objections, win deals, and earn referrals is the ultimate payoff to their hard work and dedication. “To me, that’s the most rewarding thing ever,” she concludes.
Nicole demonstrates that a drive to hunt for new business and create growth can lead to a career full of potential in business sales.
Explore the possibility in Business Sales
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