I grew up in New York, and I like to attribute maybe my, um, knack for sales and talking to people and making you know friends easily with strangers, you know, part of how what led me to get into sales and business. I you know, I knew I wanted ah, changed. I was looking into schools in California, you know, when it was time to apply for college. And I paint the University of Southern California School that had a good undergraduate business program. And, um, you know, a lot of sports and fun atmosphere, something that I was passionate about growing up, too. Um, but then, you know, I wasn't really sure what exactly I wanted to do with with business in my career, But, um, you know, one of my professors that I trusted said, Hey, you should try out sales. Not only do I think that, um, you have the personality for it, but it's really good skills to build early on in your career because it can apply to any, you know, type of field. There, any situation, you're always selling something, whether it's yourself or product or service. I mean, I use some sales tax. It's up every night. You know, even if it's with my girlfriend, I and what we want to eat for dinner, right or what rush around way would want to go to right? Or Or it could be selling, you know, a big idea, Teoh Potential client or something. Right? So you're always in that sort of mindset. Um and, you know, it's definitely helped me get to where I am today, especially, I mean, even for I've been with the same company now for five years, which will get into later, I'm sure. But, you know, even internally selling myself to, you know, my bosses and stuff so that I get promotions and all that stuff. You know, having sales background in that mindset is always a good thing. Um, so I think that's how I answer this question. Let's see what

um, the last three months, it has all been work from home, so there hasn't been any travel. And even before that, my job really wasn't there wasn't much travel involved. A We've been flown out, maybe to some of the other hubs for a training or Teoh, you know, lead a webinar occasional meeting. But, um, there's kind of two levels of salespeople. Oracle. There's any side salespeople and the outside salespeople. So the inside sales people, which is my organization, usually stay, um, in the office and do our sales were really just a computer and a phone outside sales people, some of them or older, more experienced. You know, sales drops. Uh, we'll go out to customers and meet with them face to face. So, you know, I started just as an entry level. Well, we control a beauty. See your str sales develop. Been rep basically doing lots of cold calls, lots of old emails. Uh, and from there I worked my way up to actually closing and progressing particular deals and working with contracts, you know, up to $1,000,000 or so, but that that next level is just sales open your actually closing business now. Now the level that I'm not recently I got promoted to be a manager. So now I manage a team of 10 sales reps under me. Um, you know, what responsibilities and decisions do I make? Um, you know, I have to make sure my team is on track. They do all that. They have all the tools that they need to to sell and be successful. They're trained on our products. Um, you know, they're comfortable and confident. We're talking to our customers, Bell our solution phone. So I do a lot of, you know, maybe block calls and stuff like that with them to make to make sure that there, you know, they know everything they need to know. Then I need to step back and take a look at all of the deals and all of the meetings that they've had with our customers and then make a report or a forecast up to my management so that they can, you know, accurately forecast the judge how well we're gonna do, you know, as a business. Um, most recently, I had a few people that was on boarding during working from home, so I was particularly tough, but you know, there's a lot of turnover in these lower level sales job. So I'm constantly trying to hire or have, you know, interviewing new candidates. And, you know, seeing what talent is out there to potentially pretty on so interviewing. And, you know, even coming up with the whole interview process because we don't really have something like that with public that I took on recently. Um, And then, of course, like I organized some fun stuff, too, that I'm thinking about a lot like, You know, how we make our culture better as a team of or inclusive. And, um So, for example, we just did an event recently where we did a little distance picnic because that's you can't really like, go out to, ah, to a bar rush, honor or ah, no public place or something a game or what? Not so coming up with new creative ways to keep the culture fresh and you know, things moving forward, that's all part of my job. Well,

I mean, I think I think a challenge is like keeping keeping the fire burning under you and keeping a positive attitude because sales naturally a Citrus cyclical thing, and even each customer is gonna considerable in its own right, where some years they're gonna buy from you and and want to have a really good with you and other years they're going to say, you know, pierce off, like, you know, we don't want to talk to you. Um, and that could be discouraging as a stills around who you're half of your paycheck. Pretty much is tied towards the deal. Such close, right? So having a particularly tough year, um, you know where it's tough months and getting through that and then, you know, coming out the other side stronger and learning something from it. That's definitely some challenges and a job like mine. I think you know, managing employees remotely is also a little bit tougher because you can't just walk over to their Cuban telling something right you have toe. I'm on back to back zoom calls pretty much every single day, you know, every single Monday through Friday and you know, not having that sense of like your teams right there next to you. It's just been a little bit of it. Ah, and just the art of forecasting deals and calling out what deals were gonna and you think it might be easy, but it's it's it's really tough. Um, and sometimes there's a lot of pressure here from, um, upper management, but it's all it's all for good stuff. And if you, you know, realized and don't get too attached to your particular customer and just put in your honest hard days a porter every day, day in and day out and you stay consistent, that's how you can sort of overcome uh, some of those challenges. Those are some of my approach. Is that the line with the charges? Ah, yeah.