Kyle Evangelista, VP of Sales

Are you coachable? That’s the first thing we look for in a potential sales team member. To me, being coachable means that you listen and then you immediately do it. So it’s two things: you’re listening, and you’re acting on what you’ve learned.

Then we ask, “Are you a culture fit?” Being a culture fit means you embody our values: excellence, positivity, initiative, collaboration, and fun. We live and breathe these values, and I think that’s pretty impactful.

Take excellence. Excellence means we focus on continuous improvement, thrive in change, and demonstrate consistent, strong performance that produces results. As a sales team, we are definitely results-oriented, but that doesn’t mean revenue trumps everything. Revenue is the result of our team doing the right things from the get-go. The most successful people here understand that there’s a process to meeting our goals. They understand why that process exists—and they work to continuously master it. That’s excellence in action.

We also look for people who are intrinsically motivated. When someone joins our team, I love watching the leaders on my team help them succeed. We strive to help people understand the type of person they want to be and how they can become that person in a sales role. That helps motivate them, but that motivation from leaders and peers goes nowhere if motivation doesn’t also come from within.

Knowing yourself is a really big thing. You need to know what you’re good at. You need to be able to reflect when you fail and to reflect when you win. The more you know about yourself, the better off you’ll be. I like to say that once you know yourself, you can then grow yourself. Once you’re growing yourself, you then have the ability to influence others. When you know yourself, grow yourself, and influence others, you become a leader.

At Guerrero Howe, we believe that you can lead the organization from your seat—it doesn’t matter who you are in the company; you can make a serious impact. That’s why we value initiative. We encourage people to fail fast and fail often because we believe that is the best way to learn. And when you do an awesome job, the impact is felt by everyone. Not just five people who sit next to you, but by the hundred people throughout this company.