Hi, welcome to Power of the Network. I'm your host, Tim Locker, Vice President and a broadband here at CBM. This week, special guest, Ms. Rachel Lee, Field Sales Manager at PLP. You know, we've highlighted PLP several times over the course of this podcast, but they hold a special plate in our heart here at CBM. We've worked with PLP for nearly 65 years, which is an incredible relationship between a manufacturer and a rep. And so we love any chance we can get the highlight PLP. And it's great to have Rachel on the show with us this week. Let's get into it. Rachel, thank you so much for joining us today. Absolutely. I want to miss it, Tim. Well, thank you. Congratulations on the engagement. Thank you, thank you. It's been a busy year and we'll continue to be a busy year, so that's what it's over. How are the plans coming? They're good. Pretty much everything is planned. I'm very type A, so I wanted it done. And have you had it planned since you were six? Yes, so I had my first Pinterest board started. And then when I got married, I have transitioned that Pinterest board to actual wedding Pinterest board. So kind of a before and after? Yes, yeah. What the dream was and what the reality was. Exactly, my first dream, apparently, was a bunch of Cal Girl boots and all that. So it's changed a little bit since I was in high school. Well, that's good. Yeah. I guess I was thought, well, maybe it'd be exactly like the dream, but I guess it's all right for it to evolve. Yeah, it is. I mean, there's probably like, I still low-key want to cow at my wedding. So there's still a little things in there. I mean, that could be arranged. I think so too, but they said something about no animals. So we'll see how much is way I have. Well, that's great. We're super happy for you, so congratulations. Thank you. Thank you. Three years now with BLP. Yes, three years like yesterday. Oh, really? I've got the notification on LinkedIn, so that's the only way I know. Perfect. Well, congrats. We've worked together over the years in different fashions, but you've got the Southeast for BLP and we obviously work with you in Arkansas. When did a sales career come into the picture? So my dad has always been in sales and I originally knew I wanted to do sales. Was it in the telecommunication industry? Absolutely not. But I think I've just kind of been with him, obviously, been with him my whole life. But like, I've been around it my whole life, so that's kind of all I knew. What industry is she in? He was in copier sales. OK. So he's now doing something else, but he was in that for 30 something years. He would take me along for trips and give me all his advice. So I think it just naturally fit. Yeah. Very similar for me to my dad was in sales for as long as I've been around. But he actually started an insurance sales early on and then sold construction equipment. OK. And so same thing in the summer as I just could go with him. That's natural. Yeah. Yeah, I mean, I quickly realized, I know I'm probably diverting your shoes. Don't worry about the notes. But I quickly realized like I started an inside sales and quickly realized I love sales. But sitting behind a desk all day just wasn't my personality and my vibe. Again, my ADD, I just don't want to sit still all day. And I think being in front of a customer is a lot better than sitting behind a desk. Yeah. So you spent a few years at Powerntel? I did, about four and a half, yes. What led you there? So right out of college, my college best friend started with a recruiter and got her to Powerntel. So when I finished school, she was like, hey, we have a sales job open. Would you be interested? And I was like, hmm, sure. Like, I guess I want to do sales. I have no idea about telecommunications. But let's give it a try. So started there, worked my way up, got a promotion to Inside Sales Manager. And then, again, I realized I don't want to sit behind a desk. I want to be face to face with you, so. How important was that time, though, to learn and start to understand? Very. I think coming from the distribution side of it was kind of like a good segue into it because you don't have to be a pro at the products because you have the manufacturer who you can reach out to. But now being on this side of it, me being the pro, I feel like I had a good base starting out in the industry to know all the products. I mean, at least know somewhat of what somebody is talking about. Yeah. And then now I can start to dial in on things a little more. Yeah. Well, just understanding kind of how the market works. Yes. Like for us as a rep, sometimes it's a little challenging and a customer's maybe we travel with a distributor and they're like, oh, well, you don't work for them. How does it work? Yeah. So we can explain it time and time again, but they don't always understand what that. I mean, I would agree because when I was at power and tell, you could tell me, oh, well, there are rep. I'm like, OK. But I don't understand why I can't just talk to the manufacturer. Yeah. So yes, I would agree with that. So there's some dynamics there. Yeah. What is it? Is it just this can't sit still or is it the competition? What's behind that drive to being sales? I think it is a little bit of the competition. You're going to pull out my picture here. I know you are. Oh, it's already probably about right. Can we put that picture right here? That would be great. But yes, competition obviously grown up in sports and playing collegiate basketball. Competition has been a huge part of my life. And leaving college, I still needed that in some way in my life. And going into sales, I think you can be against, obviously, another manufacturer or another distributor, or you compete against yourself. Like, can I do better than I did last year in sales? And so I just needed a little something else in my life besides doing a finance job. Like, no. I saw something on LinkedIn. Your first career was that I don't have a written down. So I'm trying to pull it out of my memory. But it was something to do with not finance, but you're going to have to break this up. Trade specialist. Trade specialist. What was that? So that was actually my dad's best friend. He works at a trading company doing like grain trading and cow trading and all that stuff. So I would simply just input the trades that they did every day. OK. So there's a documentation. Yeah, basically. It wasn't anything in trading background. I thought, yeah, no, it was my internship in college because I needed one to graduate. So yeah, OK, that makes sense. Yeah, no, it was never on my radar to continue. So we got out of that as soon as I could. Gotcha. OK, that makes sense after seeing that there. So you went to school and then started your master's right after. Did you work through your master's program? Were you? So my last year, yes. But I got hurt. I tore my Achilles playing basketball my junior year of college. And I was about to graduate. 20, 17. Yes, 2017. And so they came to me and they're like, well, you have another year of eligibility. Do you want to start your master's? And I had never planned on really getting my master's. And if I did, it probably wouldn't have been right after I started or graduated college. But I wasn't going to give up another year of not playing basketball. So that explains some things to me now. Oh, what things? What things is it exciting? Well, I was just doing some research. And there was a, I noticed the gap there. So yeah, OK, you thought I just took a year hiatus and I was, numbers were hard. So I just figured out what I would do. Yes, yes. But then my last year, I did work through my last year of grad school. So little, Rachel, that's 6, 7, 8 years old. What did you do all the sports growing up? Actually, no. So I started being a soccer player. And then my mom was a basketball player. And she was like, just try it. You're going to love it. And I was like, I don't know. Like, I'm really good at soccer. And she put me in basketball, did basketball. And I was like, I don't want to play soccer. So it was just basketball, yeah. And now to this day, I could watch basketball 24, 7, yeah. So from what I could see, you were kind of the 3-point queen. I was. I don't like to talk about myself like that. But I mean, jerk. Yeah. Second, most, playing time, I think, of, yes, yes. Talk about it. I want to hear the nitty gritty. I'm not going to lie, like, getting to collegiate basketball. Like, you do have to have some skillset, yes. But I was also not expecting, like, when I came from high school to college, like my parents told me, they were like, do you want to be in a big fish? Do you want to be a big fish in a little pond? Do you want to be a little fish in a big pond? Meaning, like, do you actually want to play? Yeah. Like, if you want to go D1, like, I wanted to go, you're probably not going to play. Like, let's be honest. There's a certain level of competition. Yeah. So when I went to D2, like, it, a couple of, like, our good people got hurt my freshman year. And that sucks completely. But then that led me to being able to start all four years of college and getting me where I went. Because I truly think, like, starting as a freshman, you've got all those nerves. You've got everything that comes along with being a freshman. So I gained that experience. So it just made me better through the years. Yeah. But yeah. How big of a transition was it from just high school to college? Basketball was or education was? Well, both maybe. But more basketball, like, just the responsibility, the preparation, the work, the dedication. I think I had an idea, or I thought I had an idea of, like, how hard it was going to be. But I really didn't, in a sense. Because, I mean, you've got weight. You've got study hall. You have to be in class. Like, my high school or my college coach said, if you don't sit in the front row, like, you're going to run. If, like, we had weight, like, literally everything. You know, there's a bubble, I bet. Yes, your day was fully booked. And then you're expected to go back to your dorm and get all your homework done, study for your test, and do all that. And then you got to wake up again at 5 a.m. for practice. So it was, it was a lot. Still to this day, I think I have PTSD. Like, if you catch me up in the morning working out, something's wrong. But I, like, truly think playing a sport in college has helped me, like, get to where I am today. Just because you learned so many things, like about yourself, about time management, just about competition, how to handle it, how to handle maybe not being the best in that certain category. So it's, I miss it every day. Yeah. Oh, that's great. Courtney Banks. Yes. I just saw her name on that. Because I'm researching you, so what does that name mean to you? She was my point guard. So actually, we still playing a league together, well, when I can, when I'm not on the road traveling. But yeah, she's like a little five, five, little point guard. And so if the game was like, if we were down, we would have a play that's called pistol. And I would go get in the corner, and she would dribble the bottom of me and hand it off and out of two to three. Yeah. So, yeah. I just had a hunch that that name meant something to you. Yeah. So I just wanted to bring it up. Yeah, she's, she's awesome. She's got a little girl now that's adorable. And yeah, she, we were, we were close. Yeah. We're good. Yeah. How many, how many of those people on the team do you still? So quite a bit. Actually, one is going to be in my wedding. There's going to be a handful, like four or five from my team at the wedding. So still quite a bit. My coach will still text me and say, like, happy birthday and stuff like that. So we're close. That's good. Yeah. Lifelong friendships. Talk about the coaching aspect of it. Any of them mentors in your life, who's had a big impact on, on Rachel? I wouldn't say any are really mentors. I think they all had a part in some things in different times of my life, like the girl that's in my wedding. I mean, gosh, you go through so many different emotions in college and getting out of college, starting the real world. Sure. And she's kind of been there through every step. She just had her first baby. So she's becoming a new mom. So it just depends on like where you are in life, on how they're there for you. But I think in their own way, they've all been there in some sense. So yeah, I don't know if that answered a question. A little bit. Everybody plays a different role at different times. Yeah. But I didn't have like one that was just like, or is still there now? Like they're all there now, really? But there's not one that really sticks out if that answers your question. How does that teamwork translate from college ball to say PLP work right now? Well, I mean, you've got so many different segments in a company that all need to be working on the same wavelength when you're trying to get a deal done or you're trying to get something quoted. So I think the fact that when you're a teammate, like everybody's got different personalities, everybody has their own opinions. So you have to be able to navigate all of that in a respectable way. Like, there's definitely times where like you're probably like, okay, well, you're being a little slow, like, let's pick this up or something. But you have to be respectable and you have to be able to communicate with somebody in their way to get it done and to get, I guess what you need. Yeah. So what have you learned about leadership through the sports? A lot, probably. I would like, if you asked me my leadership style, I would probably say I'm more laid back until you need me. But also I think like, to be a leader, you have to be able to listen, like listening to your people and listening to what they need and then leading them the way that they need to be related. I think that's a big thing because I think a lot of time in leadership, you can be overpowering and you can be like, well, I'm the leader, you're gonna listen to me, it's my way or the highway. And yes, I think in a sense like you need to be that way, but in another sense, you need to be able to listen to lead whoever it is in the way they need to be led because not everybody has the same leadership or response to how you lead. Yeah. Well, one of the toughest things about leadership is being able to trust and let go. Exactly. Letting go of the things that you don't normally, this has always been my role and I've got it at this and now I've got someone else that can do it. You know, letting them... That's hard. Yeah, that's always been one of my biggest challenges. Yeah, I've joked with my dad all the time because he asked me to do stuff and then he goes back and does it again and I'm like, well, tell me how you want it the first time. Like if you want me to do it, you've got to let me do it. So yes, it's definitely hard when you like... And like you said, tell me how you want it. That's the clarity piece. Yes. That's also sometimes you just assume people can read your mind. Exactly. You should know what I mean. Yeah. I mean, I should know what I'm trying to say every day. So yes, I agree. So that clarity is important. Yeah. How did you know that POP was the place to be? That was a good one, that was good. You're welcome, man. We'll get that. So honestly at first, like I was really scared. I mean, changing a new job, changing everything you're used to is scary. Yeah. But as soon as I started the interview process and all of that, it just felt natural. Like everybody was super nice. Everybody was so welcoming and it just felt like it was where God was calling me to be. And then when I got there, it's been the same thing. Nobody has really changed because when you go to a job interview, of course you're not gonna see every side of everybody. Sure. But nobody has changed to be mean, to be rude. Everybody's still helpful and it just felt like it was the best move for me at the time. I mean, I hate to say this, like it's cliche, but when you know, you know, so. Well, and even in the short time you've been there, there's been a few changes and they've been very flexible with how can we make it work for Rachel? Yes, yes. They have been, I mean, do you want me to go into my life story? No, that's up to you. I've just, I mean, yeah. My mom passed away two years ago and I was in the Midwest and we had a job opening in the South and they were like, do you want to move? Do you need to move? And I was like, it would probably be for the best if I did. So they said, absolutely, you'll take the South and you take as many days as you need. Don't worry about vacation. So again, I really feel like I knew, I didn't know my mom was gonna get cancer and all this was gonna happen. But I knew like something was calling me to PLP and the fact that they were able to just say, your job will be here whenever you come back. Has like, it was the biggest blessing and the weight off my shoulders and all forever being dead to PLP for giving me that and for just being able to, if I need to go take care of my brother or my grandparents now, it's okay, go. Like, yeah, you've got that comfort now. I've got that comfort, yeah. You know what for us? Obviously, we have a great respect for all the manufacturers that we work for. PLP's a little bit unique. Yeah, well, we've been a partner there since what I think 1961, I've got the date somewhere specifically, but a long, long, you know, almost 65 years, I think. And it's always been the same. That feeling of true partnership, if you will. Yeah. Really being part of the team, you know, we've got your back. Yeah. It really stands out with PLP. Absolutely. You know, we bring that up a lot, but it's important for people to understand that. Yeah, I would agree. And I think no workplace is perfect, obviously, but I think whether it's fast or slow, PLP will say, you know what, like, this doesn't need to change. We're looking into it. We're doing whatever we have to do to make whoever happy. So it's, they're great. It also translates to the customers. Well, that's what I like about it. It's always, from what I've seen, it's always customer first. Yes. You know, what makes sense? What's the right thing to do for the customer? Right. And then the rest of it is secondary. Yes. I would agree with that. Yeah. Powering the network starts with strong partnerships. At CBM, we connect broadband, utility, and commercial industrial customers across the Midwest with best-in-class manufacturers and solutions. As 100% employee-owned company, we're invested in every connection and every success. If you need help with the project or looking for a quality rep firm in the Midwest, reach out to us here at CBMREP.com. What do you think makes somebody in sales successful in this industry? What's the key? I think building relationships is a big part of it. Because with like any relationship you have in life, if you don't have trust with somebody, you don't have anything. Yeah. So you need to build that foundation with somebody before they're able to say, OK, well, let me give you this PO. We've been using this product for a set amount of years. I don't want to use you. But hey, we can't get it. Maybe let's just try it for this time being. Because you've been there. You've been consistent. They trust you. And I just really think being or having a good relationship with somebody can get you a long way. Yeah. That's definitely the foundation. Yeah. Yeah. How do you earn that trust? Consistency, I think. And being honest, I mean, I can't tell you how many times somebody's called me and said, I need this. I need this now. And I'm like, sorry, it's probably going to be 10 weeks. Yeah. I mean, I could have easily been like, yeah, you know what? We'll get it on order and then call them again in two weeks when they ask for it again and say, oh, it's almost here. You know, I think you do have to be honest, whether it's the good, the bad, the ugly. Yeah. Yeah, that's hard for some people to deliver bad news. Yes. I think you have to be able to deliver it. I had a guy this week, you know, we're in town for the Matt's match show this week. And at a customer today, we've got a newer sales person on our team and introduce them to him. And his comment to me was, you know, as long as he doesn't try to BS me, you know, we're good. Yeah. If he says, I don't know, I'll get back to you. Yeah. That's all I can expect. That's right. And the two things my dad told me when I started sales or just like growing up when he was in sales, he was like, one, you have to be comfortable here. No, because you're going to hear it all the time. And two, he's like, it's OK not to know an answer to a question. As long as you try to figure it out and try to get their answer within a reasonable amount of time, like people understand you're not going to be an expert at every topic. Yeah. So that is it OK. To lose? I mean, if you ask me, no, but like I also know I can't win them all. Yeah. I can do my best. But there's just some relationships that are stronger. There's lead times that get in the way. So I mean, you're going to lose some. And you have to be OK with that. That's one of the things I try to get across to the team. Obviously, we want to do as good as we can. When everything we can, but you're going to lose. Yeah, not going to get everything. And sometimes that's OK. Yeah. And sometimes. And how you react to that makes a big difference on your next opportunity with that same problem. Yeah, because again, you're building the trust there. So if you say, well, OK, forget you. I'm not ever coming back here again. That's not going to go over to you. Years ago, I remember a deal. And it was just, it was just nothing to you. Just for a piece of test equipment at OTDR. And I got to deal. My competitor didn't, and that particular individual went back to the customer and threw a big fit, whining, kicking in screaming, and like, I mean, he wrote his own ticket. Right. They've never, never even called the guy. Like, you think that's going to get you the business? I mean, for a little piece of equipment, it's kind of a, you have to learn how to react and how to take that loss. Absolutely. Yeah. And it seems like to like, you know, digging in, asking all the questions. If there's, you know, if you're not closing the deal, there's, you've missed something somewhere. Right. Somewhere. Yeah, you definitely get, I mean, everybody, again, everybody has their own opinions. And things get misinterpreted down the line. So you could be talking to Joe when you need to be talking to Tom. Yeah. So yeah, it's, I mean, it's an everyday battle in sales. But again, I think that's why it's probably the greatest job in the world is because, I mean, I get frustrated, but like, it keeps me on my toes. Yeah. So it's good. So, you know, so looking out a year from now, you get through the wedding, I assume, probably starting a family at some point down the road. Down the road. Have you thought about, you know, how those personal changes affect, you know, that work, life, balance, you know, the travel with the travel that's involved with the career? And, you know, definitely. I, so me and my fiance have actually talked about it, I've talked about it with PLP as well. I am in the mindset now where I don't want kids. I think I am set in having a career and kind of just paving that own path for me right now. My fiance would have kids yesterday, if he could. Open for it to change in your mind? Yes, definitely. Like, I know I want kids. And it's a time, more of a time. Yeah, it's just, I just have a lot going on right now. And I think a kid's always a blessing, but adding that to the mix now or in a year or so would just be a lot. So we've definitely said like we at least want to have one year married and figured out from there. But as far as like the travel goes, I don't truly think you're ever going to know how to handle something like that until it becomes a like actual thing. But PLP's response to that was like how it always is. We'll figure it out. Which is great. And again, takes a lot off my back. But my fiance said the same thing. He said, we'll figure it out. I think it would just be a lot like when you have a kid, you always, you know, you hear that saying of it takes a village. And so I think that's what it would take if I stayed in this role and continued to travel. Which right now I would, I would love to do that. But yeah, I think when the time comes, you'll start feeling the right direction that needs to be taken. Yeah, I mean, for me personally, I've been on the road since I was 20. Yeah. You know, even raising a couple of kids and stuff. But I can tell now looking back at it, it definitely had an impact. Especially on my son, I can see that. You know, he's actually just starting a new sales career. Yeah. But very adamant about, you know, not traveling like his dad had. So, you know, it's definitely had an impact. Yeah, I would growing up, again, my dad being in sales. He used to tell me he was actually inside sales, but would travel like locally around the Memphis area. And he was like, I got job offers all the time to go outside and travel more. But he said, my parents were divorced at the time. So I was in Jackson and he was like, I'm not missing a game, I'm not missing anything. So he never took those higher paying jobs. And so, I truly believe like that's why we're so close today. Yeah. But it is, I mean, clearly I'm a female. So like, it's different for a male versus a female. Like, yeah, unfortunately, that's true. Yeah, like the mother role versus the father role. It's just, it's a little more difficult. So. Do you see any challenges, you know, bringing that up, you know, being a woman in the industry? You know, for me, it's kind of an odd topic. Like, is it really a thing anymore? Is it, I mean, not really like 1960 anymore, you know, things I think have changed. Yes, I would agree with that. Are there still some challenges? I think there's always going to be some sort of challenges being a female in a male dominated industry. But everybody has been super respectful. But I do think like in the back of my mind, nobody's ever made me feel this way, but in the back of my mind, I have a little bit more to prove because one, I'm young and I'm a female. So like, I put a lot of pressure on myself to make sure people know like, yeah, I might not know or I do know. And then once I say something, they're like, okay, maybe, maybe this girl knows what she's talking about. So I think I put the pressure on myself more than everybody else does. Is there something about it? It's more self-inflation. Yeah, it's absolutely. Yeah, but it's been great. And you've got the women in telecom group and stuff and they help you navigate being a woman in this industry, but it's been good. Yeah. Yeah. Good, I can see that. You know, like I said, it's kind of an awkward topic. Yeah. Is it really that big a deal? But it also don't want to say it's not if it's from my perspective so. Now, I think some people might have a different perspective, but again, coming from PLP being, I mean, I'm in the South. Like, you got a bunch of these good old folks that are, hey, sweetie. Like people, there's a lot of respectable people in the South. And everybody's been super willing to help. Because again, I'm still, I'm seven years in and you talk to some of these people in their 30, 40 years in. So I'm still technically new and I have a bunch of customers that I ask. I'm like, can I come travel with you? Can I come learn how to splice one day? And they're like, absolutely. So everybody's been great. Some of our new folks, we've done that in the past where they'll just go out and work for a week with one of our customers and go in the splice and trail and go on a trouble call or go do an install. And that's a couple things. Like, it's a great way to learn, obviously. But it also builds that relationship. Absolutely. Yeah. You know, your customers, if they feel like they're kind of building you up and having a part of that, they're going to be loyal for. Oh, yeah, for sure. Having that impact on you. I think people are going to join that. So I think there's a lot of benefits to that. Yeah, and I'm very like, I have to do that. You know, we're just going to we're going to do that. It's going to be fun. Yeah. I think we're going to do that. Yeah. All right. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. You You
