Vivint Smart Home - Sales Director of the Year



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Company: Vivint Smart Home, Provo, UT
Company Description: Vivint Smart Home is the leading provider of smart home services in North America. We deliver an integrated smart home system with in-home consultation, professional installation and support delivered by Smart Home Pros, as well as 24-7 customer care and monitoring. Dedicated to redefining the home experience with intelligent products and services, Vivint serves more than one million customers.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Director of the Year

Nomination Title: Tim Jooste - Sales Director of the Year

Tell the story about what this nominee achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Born in Durban, South Africa, Tim Jooste immigrated to America at the age of 10 with his mother and younger brother. He was no stranger to the charity of others as a young boy and vowed never to forget the impact of others’ generosity in his life. After attending Bible college and earning a degree in theology, Tim entered the world of sales at the age of 19. Within his first year, he quickly established himself as the top sales rep for a well-known cell phone company.

After three years, and in the midst of looking for new opportunities, Tim joined Vivint Smart Home. While most first-year managers average around 175 personal sales and 1,000 team sales, Tim sold nearly 300 personal accounts his rookie year and his team sold approximately 3,500 accounts. Since then, Tim has been a significant revenue generator for the company and an inspiration to his teams.

Sales Success

This past year was Tim’s ninth and most successful season with Vivint Smart Home. In 2016, Tim directed more than 300 sales reps across five separate offices: Denver, Fort Worth, Hartford, Houston and Louisville. For each office, he recruited nearly double the number of rookie sales reps than the company average. His rookies also performed 20 percent better than the average rookie in the company.

Four of Tim’s teams finished in the top 10 out of 102 sales teams at Vivint, and his fifth team finished in the top 20. The sales volume also did not come by sacrificing the average value per account. Tim’s teams averaged nearly $4 more per account in recurring monthly revenue (RMR) than the company average.

Tim’s teams generated more than 11,600 new accounts, a 40 percent increase from 2015. His total sales in 2016 generated more than $25 million in revenue for Vivint Smart Home.

Team Management

Inspired by his own manager’s “lead-from-the-front” work ethic, Tim has worked tirelessly to build a sales organization with a strong set of core values and principles. He communicates these four principles regularly to all his teams and new recruits:

1. Everyone succeeds together
2. Honesty and Integrity: always take care of the customer first
3. Hard work will always beat out skill
4. Live for something more than yourself

Tim’s passionate belief in these principles guides everything he does and is visible in his example and leadership style. By focusing on creating a healthy and supportive culture for his teams, he inspires them to work hard and be generous.

Commitment to Giving Back

Tim encourages his teams and managers to give back to their communities and leads by example. He donates 30 percent of his annual income to various charity projects and organizations, including his church and to Christmas funds for struggling families. At the end of each summer selling season, Tim invites his teams on a company-sponsored charity trip. Last year he and many of his reps traveled to Brazil to build schools and distribute clothing and goods to several favelas.

Tim’s compassion and desire to help was just the right fit when he knocked on the door of Jack Fanning, a military veteran who became a quadriplegic after a training accident. Tim helped Jack see how smart home technology could make his life easier. See Jack Fanning’s remarkable story in the accompanying material.

Tim’s success in his career at Vivint Smart Home allows him to effect real change in the lives of others, which is what he considers to be his greatest achievement.