Preface: Lori Richardson is one of the most passionate promoter of sales excellence, I’ve ever encountered. She’s a “4-time Salesforce Sales Influencer, teaches entrepreneurial sales at HBS, and runs Score More Sales. Among her most important work is promoting and mentoring Women In Sales. She is one of the co founders of Women Sales Pros, and an advisor to many other sales groups.
Lori’s dedication to women and all sellers is a continued inspiration to me!
Like many other contributors to the series, Lori didn’t start in selling, She found herself moving to sales to support her family. One of the quotes that resonates for me is, “Sales can be a roller coaster and is not for everyone – but it is a profession I think everyone – especially women should try for at least two years, because anything you learn in sales you can apply in life.” Enjoy her story.
Why I’m So Interested in Selling
By Lori Richardson, CEO, Score More Sales President, Women Sales Pros
When I was young I wanted to be a teacher, because I loved school and I loved to read. I also grew up in my grandmother, Mimi’s fine women’s apparel store. In fact, I was her namesake. Working at Mimi’s dress shop was always fun, amazing and got me away from the normal life one has as the youngest of five in a middle class family in Seattle.
While in my early teens, Mimi would regularly take me along to her fabulous fashion shows she would hold in the tallest building in Seattle at that time, on the 46th floor at the Mirabeau Restaurant. She also took me to Market Week each season, where she’d decide on the upcoming season’s fashions to sell in her stores. Sales reps (always men) would fly in from Los Angeles and New York showing their wares at a top hotel and she’d decide what to purchase for her clientele.
I did move on and became a teacher of young children – and then unexpectedly became a young, divorced mother before I turned 20. Suddenly I couldn’t afford what I was making on a pre-K teacher’s salary.
Technology was about to boom at that time. I wanted to make the same money as any father or head of a household – so I took a program on the weekends to learn about non-traditional trades and did everything from scaffolding to pouring concrete. When the technology guy came to talk about the future growth of everything tech, I was all in, and immediately thought about my roots. How could I take what I learned working for Mimi selling in her store, and now sell computers and software?
After applying to dozens of computer stores I landed some interviews at what would become my first technology sales job. I was interviewed by a former Cadillac salesman who saw something in me as a teacher. Since we all started on commission with a small guarantee, I was a low risk hire. That job changed the trajectory of my life.
Working in tech B2B sales taught me about many different companies, industries, and people. Not only did I now have a flexible position, I could literally work harder for a bigger paycheck, and ultimately I learned to work smarter for big paychecks.
At age 27 I became a homeowner in Seattle. My son became an ice hockey player, and got to prep school and then a top university. I became a board member of a youth sports association in my community. This is what happens when women get the tools to succeed – we invest in our kids and our communities. We beat the odds- young single moms don’t always get such amazing opportunities. I took the opportunity and ran with it. I worked hard and invested in my professional development.
I stayed as an individual contributor for most of my 16-year sales career, working in channel sales, with roles often paid directly through Apple or IBM. I was able to work hard but not have set hours. I was compensated by outcomes, not how long I sat at a desk. I love that.
Sales can be a roller coaster and is not for everyone – but it is a profession I think everyone – especially women should try for at least two years, because anything you learn in sales you can apply in life. It changed my life and the lives of those around me forever, and I’m eternally grateful. Financially I went from minimum wage to a six figure income, with income growing over the years. Selling is helping and is a most admirable profession.
Lori Richardson is a sales strategist for mid-market companies at Score More Sales. She uses data to help solve tough sales issues and guarantees her work. She is also author of “She Sells” and hosts the award-winning podcast, “Conversations with Women in Sales”. As a 4 time Salesforce Sales Influencer, she also coaches Harvard Business School MBA students in Entrepreneurial Sales.
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