144: Nick Sowards – Never Give Up

Guest: Nick Sowards

 

Guest Bio:

​Started cleaning machines in California at 18 years old at my grandfather’s company. Graduated into selling machines at 19, then left his company at 20 to sell new machines. Left California in 2004 and joined Absolute Machine Tools, selling their imported brands. In 2015, became GM for Absolute, running their Chicago facility. 2017 needed a change in my life and left Absolute with joining Ellison Technologies in December 17, and the ride has been great thus far! I'm a sales manager for NE Ohio and a territory manager for Lake and 1/2 of Cuyahoga County. I was honored to have been the #1 salesman in Ellison for GP and units for 2023, with also getting salesperson of the year awards. Been in the top 5-10 ever since I started with Ellison in 2017. We have a great team in Ohio, so that helps!

 

Key Points:

Early Influences and Entry into Sales

· Grandfather's machine shop played a formative role. He started by cleaning machines as a kid to earn money for things his family couldn't afford.

· Originally planned to become an FBI agent, but his mother recognized his strong communication skills and encouraged sales.

· A pivotal moment came when he accidentally made a $10,000 sale, earned $200 commission, and realized sales were more rewarding than cleaning machines.

 

Motivation and Personal Drive

· Grew up poor, became a young father, and was driven by the desire to support his family, including allowing his wife to stay home.

· Has seven daughters, now expecting three grandchildren, further reinforcing his motivation to succeed financially and professionally.

 

Leadership and Management Style

· Leads a tight-knit sales team of three, focusing on trust, open communication, and family-like support. Believes success is shared: if his team does well, he does well.

· Encourages open access; his team can call him anytime, for work or personal matters.

 

Hiring Philosophy

· Looks for motivation (expensive hobbies, family responsibilities) and coachability.

· Avoids hiring “negative” people; prioritizes positive, adaptable personalities.

· Uses personality assessments and informal settings (like lunch) to gauge candidates more authentically. Watches for signs of intrinsic drive, not just skill.

 

Building Trust with New Hires

· Leads by example: gave a full commission on a deal made the day before a new rep joined, demonstrating generosity and fairness.

· Builds trust through action, not just words, follows through, supports his team, and solves problems directly or connects them with the right resources.

 

Sales Philosophy

· Be honest and transparent: admit when you don’t know something, but always get the correct answers.

· Never be a “yes man”, integrity builds long-term relationships.

· Success is based on persistence, teamwork, and customer focus.

 

Guest Links:

Cell: 216-347-9566

Email: .css-j9qmi7{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;-webkit-flex-direction:row;-ms-flex-direction:row;flex-direction:row;font-weight:700;margin-bottom:1rem;margin-top:2.8rem;width:100%;-webkit-box-pack:start;-ms-flex-pack:start;-webkit-justify-content:start;justify-content:start;padding-left:5rem;}@media only screen and (max-width: 599px){.css-j9qmi7{padding-left:0;-webkit-box-pack:center;-ms-flex-pack:center;-webkit-justify-content:center;justify-content:center;}}.css-j9qmi7 svg{fill:#27292D;}.css-j9qmi7 .eagfbvw0{-webkit-align-items:center;-webkit-box-align:center;-ms-flex-align:center;align-items:center;color:#27292D;}