Sheevaun Thatcher is a leader and a learner, a guide and a coach. She knows sales – from a bag carrying seller to a global presales leader – and speaks the language of engineers, marketers, product, sales and executives. She builds highly successful programs providing access to the insights, experts, and data that will significantly increase productivity and revenue, increase sales velocity, and ultimately reduce attrition and churn. Sales performance is dictated by innate talent in addition to training, coaching, tailored messaging, and creating a customer-first organization. She is a sought-after podcast guest and keynote speaker. Sheevaun understands the Business of Performance.
Recently, in an exclusive interview with CXO Outlook Magazine, Sheevaun shared her professional trajectory, the inspiration behind establishing Thatcher Consulting Group, insights on diversity and inclusion, future plans, pearls of wisdom, and much more. The following excerpts are taken from the interview.
Hi Sheevaun. Could you share your journey to becoming an expert in your current position?
I have had many roles in Sales and Marketing, from carrying a bag to solution engineering to product marketing and now Revenue Enablement. In 2008, my Sales leader asked me to take on a new role expanding my productivity and performance training to the whole sales team and not just the presales team. It’s been an amazing journey so far.
What was the inspiration behind establishing Thatcher Consulting Group? What is its mission and vision?
Thatcher Consulting Group has come about in the last few months. In my role as a fulltime employee, I have focused on the empowerment and accountability of my team and the sales partnerships formed. As a consultant, my goal is to help as many companies as I can create selling expertise and avoid costly mistakes. My mission is to provide strategic and implementation support to organizations who want to own their place in their customer’s business through coaching and innovation.
What are your thoughts on diversity and inclusion in your field? How important is it to have authentic conversations with leaders, professionals, and changemakers to create more acceptance across the globe?
I am a huge proponent of diversity and inclusion. From a sales perspective, people buy from people with whom they can align. Our customers are very diverse and each is looking for that connection of understanding, commitment, inclusion, and harmony. Homogenous sales organizations do not represent the majority of their customers. The world has shrunk and we must acknowledge diversity and include all participants.
What has been your most career-defining moment that you are proud of?
There are two awards that I am most proud of in my career. The first is the Mentor of the Year award for recognition of my support of people who actively want to grow professionally. The second is the Sales Enablement Lifetime Achievement award.
If you could have a one-hour meeting with someone famous who is alive, who would it be and why?
I would spend an hour with Michelle Obama. She has a clear passion for helping women succeed and her observations and motivational speeches have resonated deeply with me.
Is there a particular person you are grateful for who helped get you to where you are?
There are so many who have helped me in my career. I am grateful for the first manager I had when I joined the vendor-side of business, Lynne Flaherty Johnson. She took a real chance on me and showed me that emotional intelligence like compassion and purpose are as important as sales skills and competencies.
How do you keep your mind healthy and stay resilient? And how do you motivate your team?
I read. Our world is changing at a breakneck speed and though we can’t keep up with everything, we can learn something new every day.
I motivate teams by finding out what really matters to each person. I help them see beyond their limiting beliefs and help them push the edges of their envelopes.
What is your favorite quote?
Value is created when an undiscovered need meets an unexplained possibility, creating an unexpected spark of creation – Jack Malcolm
Where do you see yourself in the next 5 years?
Leading a consulting organization who are respected by our clients and by our industry as a firm who provide significant value.
What advice would you give to anyone starting out on their career in your industry?
Network with as many people as you can both in your space and in other roles and industries. We are all students and we are all teachers. There is more help out there than you realize and most people will give of themselves freely and openly.