Inside the North America Commercial Sales Team: How a Standard Became the Culture
In AvePoint's U.S. sales team, there's a heavyweight wrestling belt in play. Yes, an actual wrestling belt. It isn't symbolic. It's real. Thick black leather, gold-plated, the kind you'd see held over someone's head in a title match. John Jones, the VP of the North America Commercial Sales team, bought it himself.
Each quarter, the region that performs the best holds the belt until someone else earns it. It's a simple gesture, but one that demonstrates people care, and that they're competitive.
A Quiet Confidence
John Jones isn't loud. He doesn't fill meetings with metaphors. When you ask him what kind of sellers he wants on his team, he doesn't blink.
"We're looking for people who wake up every morning wanting to participate, pick up the phone, and go after new opportunities."
He means it in the simplest, most grounded way. To John, our teams should always show up prepared, take ownership without waiting to be asked, help the people around them without keeping score, and follow through when no one is watching.
The Pitch That Turned Heads
A few months ago, the sales team tried something new: a pitch competition open to every rep in North American field sales, from mid-market to strategic. Reps submitted recordings, and the top five were invited to present live in front of a panel of senior leaders.
One pitch, however, rose to the top. It earned a $1,500 prize, but what stood out the most was the delivery – clear, composed, and confidently positioned. And it clearly had an effect: participation from the field sales team jumped to record levels, two times higher than typical engagement, according to sales leadership.
The competition helped raise the bar. It sharpened how reps prepare, how they position value, and how they deliver under pressure. It's already influencing how the team works.
Promotions That Don't Wait for Timelines
Promotions at AvePoint are determined by outcomes, not arbitrary timelines. When someone consistently delivers results and demonstrates leadership qualities, the team recognizes their efforts without waiting for formal milestones. Representatives who take initiative, lead calls effectively, and gain trust from their teammates naturally progress into larger roles. This approach ensures that promotions align with performance and readiness, rather than being dictated by a calendar.
As a result, promotions aren't surprises, but well-earned acknowledgements of tangible achievements and readiness for greater challenges.
A Culture Built on Merit
At AvePoint, growth and recognition are earned through results. The organization values consistent effort, initiative, and leadership qualities, ensuring that achievements don't go unnoticed. Promotions are a reflection of readiness and tangible success, reinforcing a culture where hard work and dedication truly matter. So if you're looking for a place to grow – and the chance to hold up the heavyweight belt – check out our open roles at https://www.avepoint.com/careers.
Jake Frankovits joined AvePoint in 2023 as a Talent Acquisition specialist. With a passion for connecting people to purpose, Jake brings a fresh perspective to recruiting in the tech space. He is committed to finding top-tier talent and helping shape the future of AvePoint’s growing team.
