Guest: Dustin Rogers Guest Bio: Dustin Rogers' life mission is to inspire others to have a positive impact on the world around them. He is a coach leader and Regional Sales Manager at Carolina CAT where he leads a team of 10 inside and outside sales representatives who manage over 2000 accounts from individual retail customers to large corporate accounts. Dustin and his wife Britni have four children. The couple is passionate about foster care, adoption, autism, supporting families who have experienced the loss of a child, and other family-focused endeavors. They own DB Rogers Inc. providing management, consulting and fundraising solutions to corporations, small businesses, and non-profits. He is also the host of Your Impact Story Podcast. Fun fact Dustin was the 2017 International Auctioneer Champion…and yes, he can talk fast. Key Points: Introduction to Auctioneering: Dustin talks about the importance of rhythm in auctioneering, mentioning how it's more about clarity than speed. Background in Sales: Dustin grew up around entrepreneurs, particularly in real estate and auctions. He started buying and selling equipment before formalizing his sales career. This experience led him to a global career as an auctioneer and eventually transitioned to sales at Carolina CAT. Career Progression: During COVID, Dustin shifted from global sales to remote sales and later got recruited by Carolina CAT after a phone call asking if he knew anyone who could fill a sales leadership role. He ended up applying and transitioning into a sales manager role. Sales Philosophy: Dustin emphasizes the importance of asking for what you want, as he learned when he took on a sales role at Carolina CAT. If you don't ask, the answer is always no. Team Structure: His team consists of both inside and outside salespeople, with a mix of seasoned veterans and newer sales reps. The inside sales team handles prospecting and building customer relationships, while the outside team focuses on managing existing accounts. Customer-Centered Sales Approach: Dustin stresses the importance of listening to customers and adapting based on their feedback. He used customer feedback to improve processes and address issues, leading to significant growth in business. Target Account Success: By listening to a key customer’s concerns and making strategic adjustments (including changing sales reps), Dustin and his team turned a $1.5M annual account into a $5M account for two consecutive years. Sales Team Dynamics: Dustin reflects on the challenges of managing a diverse sales team with different personalities. He adapts his approach to meet each team member's needs—whether it’s the "high-energy" rep or the "methodical" one—and avoids micromanagement. Managing Different Personalities: Understanding and adapting to different working styles is crucial. Dustin’s success comes from being flexible and offering tailored support for each rep, whether it's through motivation or focusing on specific skill sets. Learning Process: Dustin acknowledges that managing a team requires constant learning, both for the manager and the team, as each sales rep has unique strengths and weaknesses. Balancing these different personalities can be challenging but rewarding. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at http://www.gosalesology. KEY WORDS: Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership
