Each week, JWMI profiles students and alumni in its new featured series “Winning Voices.” Learn about our diverse community and what sets our program apart from those who have experienced it. For more great “Winning Voices” content, click here.
Sales/Business Development Manager
Hall & Associates
What do you do at Hall & Associates?
I’ve spent 16 years in the orthopedic industry, seven of those with Hall & Associates, including four in my current role. As the Sales/Business Development Manager, my primary responsibilities include working with my Distributor Principal on developing growth strategies for the business with a heavy focus on executing the strategy.
At Hall & Associates, our primary product line is Johnson & Johnson’s DePuy Synthes Joint Reconstruction implants, but we carry a handful of ancillary lines as well totaling roughly $66M in business. We have 10 sales teams comprising 43 Sales Representatives that I am privileged to lead and partner with every day. In addition to the sales and growth strategy side of the business, I dedicate much of my time to the training, education, and development of our sales associates and new hires. Some days I work on strategy; other days, I am in interviews, customer meetings presenting information, or in the operating room covering a surgery. I like to call it organized chaos in terms of my schedule, but I absolutely love it and wouldn’t want it any other way.
Why were you looking to get an MBA?
When I initially decided to pursue an MBA, it was to “check the box” to ensure that if I was interested in a position in the future, a hiring company couldn’t use my lack of an MBA as a reason not to hire me. I had a couple of colleagues from across the country who enrolled in the Jack Welch MBA Program, and they raved about JWMI and what they were learning and how they were using it every day in their jobs.
After deciding to get my MBA, my colleagues first-hand experience with the program inspired me to choose JWMI. And their recommendations held true. I learned so much from the program. Now that I am an alumna, I can personally vouch that, as advertised, you really “learn it today, apply it tomorrow.” Not only did I “check the MBA box,” I learned so much, and ACTUALLY enjoyed it. It challenged me to be better, both personally and professionally.
Did you find the curriculum immediately applicable, please explain?
I did find the curriculum applicable and on many fronts. One initiative my boss and I are working on revolves around People Management with regards to creating clear goals/objectives and metrics to measure the sales teams. Jack’s leadership principles, especially those that pertained to team-building, hit home. Employees need to understand expectations and where they stand performance-wise. I recognized that this was something we weren’t doing well and which needed to be remedied. Over the last several weeks, we created a process to address this gap with the ultimate goal of motivating and inspiring people to deliver their best results. In the spirit of transparency and as a first step, we implemented dashboards with names, performance metrics, and other key stats. Frankly, it is amazing how something as small as that change got people off their duffs!
On a celebratory level, we implemented our first ever Sales Contest with cash prizes effort and a grand trip prize. We update standings monthly, post statuses, and ultimately recognize winners. We continue to explore ways to improve “Celebrating Wins” to continue to recognize and inspire employees.
These are just a few initiatives we can capitalize on due to ideas inspired by my learnings in the JWMI program.
What’s been your most rewarding experience in the program?
Maturity in leadership.
As long as I can remember, even dating back to elementary school days when we would be put in groups and assigned work, I have always wanted to lead. I would frequently volunteer to lead or just take charge and be “that person.” Twenty-five to thirty years later, not much has changed. I am very passionate about being able to take a group, provide direction, and inspire them, ultimately resulting in achieving great things or as Jack would say “Winning.”
With regard to the JWMI program, the Organizational Change and Culture course is very valuable in understanding and learning the strategy behind getting others to do what you need and want them to do.
The program has undoubtedly enhanced and polished my approach to both leadership and people management—and those are things that inspire me.
Today, frequently, when my boss and I discuss concepts, strategies, projects, or even leadership philosophies, he says, “Are you Jack Welching” me? I can’t think of a better compliment!
Please share any advice for new students embarking on the Jack Welch MBA journey.
Do it. You won’t be disappointed in the JWMI program. When you finish, not only will you have accomplished something great, you will also be a better version of yourself than you could have ever imagined.
Connect with Danielle Kindig on Linkedin
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