Chamberlain Group Leadership & Management

Tell us about your journey into sales management. What specific roles, networking opportunities and/or projects helped you get to where you are in your career today?

I began my sales leadership journey at 16 while waiting tables, focusing on upselling and making recommendations. My manager noticed my higher service revenue and promoted me through various roles — from shift leader to store manager — all before I turned 18. My proactive nature and passion for helping others help shape my leadership style.

Starting in property management laid the foundation for my career in multifamily sales leadership, providing insights into operations, financials, marketing, renewals and retention. I grew by attending industry conferences and networking through organizations like the National Apartment Association and the National Multifamily Housing Council. A consultive approach has been key to building trust with decision-makers. I once advised a large ownership group that our solution wasn’t the best fit, but they returned when it matched their needs, proving the value of transparency.

At Chamberlain Group, I lead a team driving sales and customer engagement, developing strategic initiatives and implementing training programs to improve performance. This experience solidifies my ability to lead diverse teams and deliver exceptional results, reinforcing my commitment to excellence in sales leadership.

What advice, skills or best practices do you find most valuable in sales? How do those skills translate into sales management?

One of the best pieces of advice I received early in my career, which is something I share with everyone I lead, is: “Show up to every meeting like you’re having a conversation with a friend.” People buy from those they like and trust. You can have the best product, but without building rapport and relationships, you won’t succeed. In sales, the person you’re building a relationship with is often doing the internal selling at their company. Sales success is about connection — active listening, understanding pain points and fostering integrity. Empathy and emotional intelligence build trust quickly, making clients feel valued and more likely to do business with you.
 

What is your top advice for sales professionals interested in breaking into sales management?

If you’re a sales professional transitioning into a leadership role, my best advice is to shift from hitting personal sales targets to developing leadership skills. Being a great salesperson is key, but leadership is about more. When you understand the sales process, customer engagement and closing, your team will trust you because they’ll see you’ve “been there” and “get it.” Leadership requires a mindset shift — your success is tied to your team’s performance. It’s about supporting, guiding and creating an environment where everyone thrives. Sales leadership is coaching, which involves identifying strengths, offering feedback and motivating your team. Tailoring communication to individual needs builds trust and loyalty.

Creating a positive, collaborative culture is essential, and it’s something I try to foster on my team at Chamberlain Group. When trust, accountability and respect are at the core, performance improves. Leadership isn’t about titles — it’s about showing up and demonstrating the right qualities. Start leading in smaller ways, like mentoring or leading projects. Build relationships across the organization. With these steps, you’ll not just make the leap — you’ll thrive in leadership.