January 14, 2014

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SAMY Awards

Celebrating Utah’s Sales and Marketing Executives of the Year

By Utah Business editors |Photos by Eric Delphenich

January 14, 2014

Brett Heyland

Director of Sales

Candle Warmers Etc.

When Brett Heyland joined Candle Warmers Etc. as an account manager, he quickly grew his accounts from $300,000 in annual revenue to more than $2 million. Heyland focused on accounts like Amazon.com, Hobby Lobby, Bed Bath & Beyond and Hallmark to grow the company’s portfolio of mass retail clients.

“Mass retail once accounted for less than 10 percent of our company’s overall gross revenue; now it accounts for 65 percent,” he says.

Heyland was promoted to director of sales in 2011 and now oversees the independent outside sales reps, as well as the internal key account sales reps.

“I was initially attracted to sales because I’m very goal oriented and I love how measurable sales results are,” he says. “Measurable, clearly defined sales goals are so motivating and energizing. It makes getting up each morning and heading into work exciting!”

The numbers don’t lie—Heyland has propelled Candle Warmers Etc. to explosive growth. The company has more than doubled in size during his five years there, increasing from $4.3 million in 2008 annual revenue to $12 million in 2013.

Steve Kieffer

Project Development Manager

Big-D Construction

When the Great Recession hit and construction projects vanished across the state, Steve Kieffer wasn’t fazed for a moment. Instead, the would-be crisis motivated Kieffer to push harder and faster. His endurance was key to Big-D Construction’s success through the trying time. Just last year, “Steve brought in over $150 million in new business—impressive to say the least,” says Ashley Conway, marketing manager.

Kieffer never planned to go into sales, but recognized he had a special knack for closing the deal. “I love the chase and the satisfaction when you win a big project,” he says. “In my opinion a ‘no’ means ‘follow up with me later.’”

Kieffer acknowledges that sales professionals walk a fine line between being persistent or just plain annoying. “You need to always look for a way to connect,” he says, adding that it all comes down to relationships. “Trust isn’t developed overnight—it’s developed through your actions and your performance. It takes years to develop loyal customers.”

John David King

EVP Sales and Marketing

Fishbowl

The key to success in sales, says John David King, is to listen to your customers—and for him, this is not just a trite sales adage. “To be effective as a sales team, it’s vital that we learn to really listen to our customers’ needs and provide them with solutions that help them grow and thrive,” he says.

King works closely with the company’s software development team so Fishbowl can introduce the exact functions that customers request. This drives new sales, creates upsell opportunities and retains customers. In fact, the company has a 92 percent renewal rate for existing clients.

King joined Fishbowl in 2006, and since that time the company has achieved 302 percent sales growth, and its workforce has more than doubled in size. One key to that growth is a sales referral program, which King leads. The program pays a 10 percent commission to anyone who brings a successful referral to Fishbowl.

“While many sales roles attract/create an atmosphere of intense competition, at Fishbowl we keep the competition fun and consistently help one another succeed,” says King. “One of the primary reasons that I remain in sales is that I enjoy seeing our customers use the product and how positively it impacts their businesses.”

Frank Maylett

EVP Sales and Services

AtTask

Frank Maylett is a veteran sales leader, having headed up sales teams at notable companies like IBM, Brocade and inContact. He joined AtTask in May 2012 and spent the remainder of that year reorganizing the sales department from the top to the bottom.

“We changed our process, people and approach into the market,” he says. “This was a difficult time because as I was changing the sales organization, we still had to deliver. Our 2012 finished with fair growth but demonstrated momentum. The turning point was the clock resetting for 2013.”

With the new organizational changes in place, AtTask saw 50 percent growth year over year in 2013. With this success, Maylett says he “delivered exceptional metrics from top to bottom, and helped develop and mentor the strongest sales organization in Utah.”

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