Team Impel includes musicians, foodies, avid animal lovers, athletes, and more, and their passion, energy, and grit make Impel successful. Impel’s Employee Spotlight Series highlights one of our incredible teammates each month, giving you an authentic and behind-the-scenes look at our culture. This month we’re introducing you to Avery Yarn Jr., Regional Sales Manager.
Tell us about your current role and what you enjoy most about being a Regional Sales Manager.
My role often involves being the first to introduce Impel to potential customers. I get the pleasure of meeting people from all walks of life and I get the chance to educate them on the many benefits our AI-powered customer lifecycle management platform. Thanks to the effectiveness of our products, I find confidence in promoting Impel’s message to dealerships, which makes my role a lot easier, especially when I’ve witnessed the success of customers time and time again!
Which Impel core value resonates with you the most and why?
Out of all our values, “grit” resonates with me the most. I started as an SDR (Sales Development Representative) and the daily grind of calls, emails and texts needed to coordinate meetings with clients was hard work but I knew I wanted to move up in the company, so I stuck with it. Showing that you’ll go above and beyond not only gains the trust of your customers but also the respect of your peers.
What strategies or techniques do you find most effective in generating leads and closing sales?
We recently implemented a Sales Playbook that covers best practices for prospecting, closing, and maintaining a healthy relationship with the customer. It’s been super helpful having guidelines to work with while applying them to my existing skillset to lock in appointments and get deals done. Believe it or not, texting major dealership stakeholders has been very successful when generating leads and opportunities.
Describe a recent accomplishment or milestone you’ve achieved in your sales career that you’re particularly proud of.
The last quarter of 2023 was a turning point for me in my career that I’m particularly proud of. I began to catch my stride with my presentation and overall confidence which led to personal bests in sales every month. I put a lot of time into refining my approach and learning from past mistakes, so I was proud to see everything come together in Q4.
Can you share a significant lesson you’ve learned from a past sales experience that has helped shape your approach to your current role?
My first National Automobile Dealers Association (NADA) Convention was a very eye-opening experience. It forced me to come out of my shell a bit more and really think outside the box in order to be successful. It’s a real-time trial and error of figuring out what works when enticing dealers to take a seat at Impel’s booth and refining your presentation on the go. That first NADA in Dallas not only enhanced my ability to adapt to any sales environment, but it also helped me to become more personable with people from all walks of life.
You recently returned home from a trip to Las Vegas for the NADA 2024 Convention, what is your favorite part about traveling for the job?
I’d say breaking the routine of being in the office/working from home is my favorite part. Traveling really renews my energy and keeps the momentum high for when I return. Also, nothing beats a face-to-face conversation with a customer. I really take the opportunity to get to know everyone I meet with, even outside their roles at the dealership. Outside of work, I do take the time to check out a decent restaurant or scene wherever I am. I get to go and see places I never would have imagined I’d get the chance to visit, so I try to take advantage if time permits!
Outside of our office walls, you’re recognized for your passion for music and your work as a DJ! Tell us about what initially sparked your interest in becoming a DJ, and how you continue to find inspiration in your craft.
I’ve always had an ear for good music and often curated playlists for friends and family from a young age. I was the kid everyone went to for an album because I always had the download a week early (shout out to LimeWire). My parents were always playing something different in the house which opened my palate up to many different genres of music. When the pandemic struck, my then-roommate had DJ equipment he wasn’t using and I decided to pick it up – the rest is history. The thing about inspiration is that it’s all around us if you’re looking closely.
How do you approach crafting a setlist or choosing tracks for a DJ performance, and what factors influence your selections?
The type of events and locations serve a major role in the setlist and tracks I play. My setlist for a wedding is going to be drastically different than my playlist for a club appearance. Feeling out the crowd and taking risks in the songs that I play is super important. My best performances are definitely at festivals where I essentially get to play whatever I feel like. Crowd reaction is the best when I have free reign.
Besides pursuing music, tell us how you like to spend your spare time.
You can find me spending time with friends and family, in the gym or trying out a new restaurant locally.
If you could travel back in time and witness any event in history, what would it be?
I’m easily traveling back in time to see Michael Jordan in the flesh. There’s so much debate about who’s the best to ever play basketball, and I would love to see him play to actually make a viable comparison to today’s greats. And yes, Lebron is my GOAT. So either that or the moon landing would be cool to witness.
Avery is a perfect example of an Impel employee who exhibits grit, relationships and results to achieve the outcome he wants. Whether it’s growing into a new role, maintaining customer relationships, or excelling at his passions outside of work – he has a confident grip on it all.
