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When it comes to finding the best processes and products for end users, there’s no better perspective than walking in their shoes. That’s the case for 2024 Sales Executive Glen Huizenga, now a senior sales executive at Imperial Dade in Jersey City, New Jersey.
Huizenga came from humble beginnings and served for more than seven years as the eventual chief administrator of Holland Christian High School in Michigan. He loves the job but is always looking to learn new concepts and pursue new avenues. Interested in sales, Huizenga eventually found a position at Nichols, a dealer that eventually became a division of Imperial Dade.
Looking back on the beginning of his sales journey, Huizenga credits his hosting background for helping him gain the respect of his clients. This, coupled with the insights he gained from reading authors such as Tom Hopkins and Napoleon Hill, helped him quickly hone his skills in the sales world.
“As a trustee, I’ve been in just about every situation one can imagine,” Huizenga said. “It doesn’t necessarily mean I always find the best solution, but at least I understand. I can reflect on my experience, connect with customers, and say ‘Hey, have you tried this?'”
Huizenga started as an account manager at Nichols and worked his way up until, 12 years later, he was promoted to sales director. Fast forward another 17 years, and as of January 2023, he finds himself as a senior sales executive.
While his responsibilities have changed (including IT sales management and people leadership), Huizenga’s favorite part of sales has remained the same: understanding the ins and outs of a customer’s situation and developing a detailed game plan for their success.
“Preparation, encouragement—no matter what additional responsibilities I have, I’m still essentially a salesperson,” Huizenga reflects. “It’s like putting together a puzzle. You’re constantly rearranging and creating different pieces.”
He enjoys sharing this passion with other salespeople through the art of coaching, which not only helps others improve their skills but also helps him learn more about his own path to improvement. Despite 30 years of experience in the industry, Huizenga is keenly aware that new approaches and perspectives can come from all levels of experience.
One of the most valuable lessons he learned through coaching was the importance of letting each salesperson have his or her own approach.
“Everyone needs to be an individual, and as a manager I have to realize that they’re not all like me — they’re not supposed to be like me,” Huizenga said. “There’s power in encouraging individuality.”
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Published on: March 8, 2024
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