Watching and listening are two vastly underrated tools for success in business. But John Sheehan learned early in his career that forging a strong relationship entails a combination of both in order to truly understand their needs.
“My first lesson from one of my early mentors was to never just listen on the surface, but listen deeper to people and you will understand their needs,” said Sheehan, a 2020 ENX Magazine Difference Maker. “You don’t always have to be talking to be effective. I have always carried that with me.”
The senior vice president, channel sales for Sharp Imaging and Information Company of America has incorporated many of the lessons he’s learned in a career spanning more than 20 years. Watching how other executives perform in their roles throughout his work life, both good and bad, have provided a template for decision making and leadership.
Sheehan assumed his current role in October of 2019, guiding sharp’s document channel and professional AV B2B regional dealer sales teams, government account sales teams and channel service solutions training teams. He employs a simple approach to business that entails building relationships and assisting in the success of his clients and team members in any fashion required.
“When you can have fun and work hard at the same time, it makes the job enjoyable,” Sheehan noted. “There are many customers that approach business in the same manner. I am lucky to work for a company that values this philosophy.”
Industry Journey
A graduate of Western Illinois University, Sheehan’s first experience was in international shipping for a Chicago-based firm. He “stumbled into” the industry a year later when a display manufacturer tabbed him to join their sales organization, and he’s worked in the technology sector ever since.
Sheehan truly found a home with Sharp and fell in love with the managerial aspect of his job. “There is no better feeling than seeing people grow, learn and advance their careers while being a small part of the equation,” he explained. “The same can be said with our customers. I enjoy working with many great people and seeing them advance over the years. It is amazing to see someone you worked with 20 years ago advance to director, VP, president or even own their own business. I am driven by the fact that people depend on me to represent them and do a good job as it impacts their lives.”
Chosen as one of the channel’s most-influential leaders by CRN magazine, Sheehan is especially proud of the continued success Sharp enjoyed in MFP market share growth. Coming off a 2018 that featured four consecutive quarters of growth, Sheehan noted that Sharp was able to build off customer relationships and find areas of business within each dealer where it could collectively increase revenues while simultaneously lifting the fortunes of dealer partners. That help string the growth pattern across four more quarters and into 2020.
With the challenges brought on by 2020, Sheehan believes the ability to quickly address the needs of customers and enable their success. Sharp stepped up to the plate at the onset, providing incentives, adjusting programs and furnishing training opportunities to help keep moving business forward. This, he feels, will be critical through the balance of the pandemic and beyond.
Clear Communications
Maintaining clear lines of communication is an ongoing quest. “I am always looking to improve on communications,” he said. “This year was a perfect example of how fluid this business can be and how you need to quickly adapt and change direction. This would apply internally at Sharp but more importantly to our dealers who are depending on us for clear direction.”
On the home front, Sheehan and his wife, Paula, have been married for 25 years. They have twin daughters, Kailyn and McKenna, along with a son, Jameson. Both ladies are playing collegiate soccer while the youngest plays football and baseball in high school. Sheehan loves nothing more than attending their events or simply spending quality time with them. He’s active in youth sports and fundraising for the local high school, and the family’s three dogs can be a handful.
“My hobby or daily task is to constantly walk our three dogs, or at least keep them from barking during virtual meetings,” Sheehan admitted.
