Excellence in Sales: Janelle Moore
Edition: November 2012 - Vol 20 Number 11
Growing up in Dallas, Texas, Janelle Moore always figured that someday, she’d run her own business. Her mom did it; her dad did it; her sister too. Today, Moore considers managing her territory for PSS in the Dallas/Fort Worth Metroplex to be like running a business within a business. “We have autonomy and account control, and we can make executive decisions about our territory,” she says. “PSS has given us the flexibility to do that.” And she must be doing a pretty good job. Moore is a runner-up in the Repertoire/HIDA Excellence in Sales Award for a distributor.
Born in Detroit, Mich., Moore and her family moved to Texas when she was just 2 years old. “I’m really a Texan,” she says. She got an undergrad degree from the University of North Texas in Denton, majoring in communications and marketing; and an MBA from the University of Texas at Dallas.
“I come from a family of entrepreneurs,” she says. Her mother, Laura Leigh Moore, owned and operated a furniture, design and home interiors business for 24 years, and continues to do design work today. Her father, Thomas Moore, is a founder and managing partner of investment banking firm EquiCap Partners. It’s not the first business he has owned, says Moore. And her sister, Darcie Beyer, sells copiers and networking systems to small businesses through her own company, Beyer Imaging.
A career built on listening
Moore joined PSS in January 2000. “It’s really been a growth process for me in listening,” she says, referring to her 13-year career. “Keeping my mouth shut and just listening.
“And a key thing for me is, I don’t think I always make it about business,” she says, referring to interactions with her accounts. “We’re not always talking about business. I feel that has been very, very helpful in establishing relationships and cultivating them and keeping them strong. My customer feels valued as a person, not just as a means to an end.”
She tries to instill the same feeling among her manufacturer partners. “I see them as an extension of myself, and I hope they see me as an extension of themselves,” she says. The way to reinforce that is with communication. “If I have a new account, I tell my key players. It’s keeping those lines of communication open.”
The key to successful sales, however, is even simpler: Integrity. “People can sense it,” she says. “When you do the right thing when no one is watching, that comes back to you. People know it. They sense it. They gravitate toward it. Customers will want to work with someone they know acts with integrity.”
Over the past 10 years, Moore has made several medical mission trips to such countries as Guatemala, El Salvador and, most recently, Ghana, where she helped equip a newly built clinic in Ateiku.
After her return from Ghana in the summer of 2011, she was approached by the mayor of Addison, Texas – the suburb of Dallas in which she lives – about serving on the city’s bond advisory committee. She did it, and then went on to chair the airport subcommittee. (Addison Airport is the second busiest general aviation airport in the country.) “I got a lot of positive feedback from everybody, and people encouraged me to do more,” she says. So, this year, she ran for – and was elected to – the Addison city council.
Handling her territory for PSS and her duties as a councilwoman have forced Moore to hone her time management skills, “which is a good thing,” she says. It has also opened some doors with her existing accounts. “In my conversations with physicians, now we talk about policy, government, tax rates. It’s definitely a broader perspective on conversation.”
Says John Bell, senior district manager, Cardiac Science Corp., “Janelle has always been driven to succeed, confident and self-motivated. Not only does she maintain a high level of service to her customers on a daily business, but she will always make time to talk new equipment to her doctors. Janelle works hard to help her customers generate revenue through every avenue available.”