Heather Shapiro Gillespie

I attribute my success to making forever-lasting connections in this industry. It's such a personable, tight-knit industry, and for as big as it is, it's very small. There are people that I met when I first started in this business that I'm still friends with, that I still network with, that I keep in touch with. I continue to share in each other's successes and what's going on, and we help each other and build each other up. Especially right now, with our industry facing challenges as fewer people in the newer generation are drinking, it's been really helpful to continue to have relationships with people that I can talk to and share with, come up with new ideas, and help manage the shift of where we're going and what's happening. When you think you're in a recession-proof industry and then quickly learn that you're not with just a change in generation, those connections become even more important.

One of the best pieces of advice I've ever been given is to work smarter, not harder, and I've used that to this day in any sort of conversation that I have. The other piece of advice is about knowing your business and knowing who you are. If there's something that you want, don't be afraid to go after it, and always be closing. Always be selling yourself.

The industry has changed, and you have to be able to pivot and manage expectations. One thing that's always remained true in any sort of sales role is that you are your own entrepreneur. Your territory or your team is your business, or you're an entrepreneur of yourself and your career. You need to be able to pivot and be a problem solver. A lot of people spend time identifying problems versus coming with solutions, and I think that's really important as a woman to have a solution already. If you're managing up and asking your manager for advice, always already have the answer ready with what you think, and then ask for their feedback and their opinion. That's something I've always tried to do, and I think it's a really important mentality to have, whether you've been in it as long as me or you're coming in fresh off the boat. Always be on your game, be able to manage up, ask the questions, and always have solutions.

Right now, the industry is changing so much. I work for the number 2 liquor distributor in the country, and they just got purchased. Eleven states just got purchased, so it's the unknown of what's going to be going on in months or years to come. There are challenges with so many people losing their jobs, and the question is whether there's going to be a job for me now because it's so competitive. Those are all worries of people right now in the industry, and honestly, myself included. You just never know.

Loyalty, honesty, people doing what they say they're going to do, and showing up on time. Those are things that I think are all relevant, personally and professionally.