Everyone starts somewhere in their career as a sales agronomist. It is normal to feel overwhelmed, unexperienced and unknowledgeable on all the issues that can occur and the products that are needed in the field. Four sales representatives answered questions to provide guidance and insight that they got or wished they had while they were starting out in their careers.

Aaron Seykora
Senior Sales Representative 
CHS Dakota Plains

What do you wish you would have focused on more when you were starting your career?
Aaron: I felt like I needed to be the export right away and know all of the answers for the growers. I wished I would have focused more of my initial time building relationships with the customer and working harder to learn their needs and wants and understand how I can fit into their operation, myself. Not solely relying on what others have done in the past but finding my way of fitting into their operation.

Think back to the lessons you have learned throughout the years. Which lesson was the most impactful to how you do your job today?
Aaron: I have learned to keep the growers’ needs in front. If you keep the grower’s best interest in mind, the sale and customer trust will come. Be truthful, upfront, and honest. A quote from Judge Judy is “You don’t have to have a good memory if you tell the truth.” With that top of mind, it will be easier to continue to have conversations moving through the process. Second, you need to work hard and be a fit in your grower’s operation, which will look different for all your operations, but find that fit so you are valuable to them as well. Finally, be accessible to the growers. They are often looking for advice, expertise and to have a conversation.

What has been the biggest challenge that has come with being a sales agronomist?
Aaron: The time and commitment it takes to keep up with a portfolio or a group of customers. The year rarely slows down. Some customers start their seasons and days early and others start them late, but we have to jungle all aspects of their needs. As sales agronomists, we must wear so many different hats that are necessary for our customers, so it is challenging to balance it all while keeping up with new CHS products and services, but we have a great company that provides trainings for continual learning and growing.

What is the most rewarding part of being a sales agronomist?
Aaron: I find satisfaction in being able to identify and solve problems. Finding solutions for all kinds of customers issues. Helping a producer meet their goals by maximizing profitability and increasing yield. If you put farmers first and focus on their needs, CHS will take care of you as well through bonuses, flexibility during current times of the year and social events.

What advice do you have for young sales agronomists getting started with their career?
Aaron: Don’t be afraid to get your boots dirty by going out in the field with or without the grower to learn and showcase your knowledge. You will find if your show them your commitment, they will invest it right back into you. Additionally, embrace technology as it evolves and changes. Be on the look out for the next best way to find solutions for growers and communicate with consumers.

Dustin Koester
Sales Manager
CHS High Plains

What do you wish you would have focused on more when you were starting your career?
Dustin: Now know the profession I went into; I wish I would have refocused my studies to be more diversified and include crops and soils classes. With that being said, I was able to gain in field training and experience early in my career that I still use today.

Think back to the lessons you have learned throughout the years. Which lesson was the most impactful to how you do your job today?
Dustin: Always be truthful with yourself, your customers, and coworkers. Honesty goes a long way and helps to build relationships with others. Also, lean on others around you. Wrapping yourself around a strong network of people can help an individual be as successful as they want to be in their career. 

What has been the biggest challenge that has come with being a sales agronomist?
Dustin: The biggest challenge is how fast things change. Looking back, I don’t think I could say one year is exactly the same as the last, whether that is weather conditions or insect and weed issues in the field. The environment is always changing which makes it fun too because you must figure those challenges out.

What is the most rewarding part of being a sales agronomist?
Dustin: The most rewarding part of the job until now is being involved in the farmers operation by being a true advisor to them. I take pride in knowing what I am doing is helping them be successful and profitable. It’s nice to know I am making a difference for them, their families, and their livelihood. 

What advice do you have for young sales agronomists getting started with their career?
Dustin: Be active and aware of who you are learning from. Find a mentor, someone that is willing to take time to answer questions and help you learn hands on, out in the field. 

Angie Pulkrabek-Moen
Senior Sales Representative 
CHS Ag Services

What do you wish you would have focused on more when you were starting your career?
Angie: Looking back, I wish I would have taken my college courses more seriously and focused more on soil sciences. After the fact you learn what you need to know in your role and will realize that the hard science classes are going to be helpful for your every day.

Think back to the lessons you have learned throughout the years. Which lesson was the most impactful to how you do your job today?
Angie: I learned the best thing to do is listen and be honest with others. As a woman, I have found that it is easy and natural for me to ask questions and show I care about the grower and what I am doing. Sharing the passion for what we do is so important.

What has been the biggest challenge that has come with being a sales agronomist?
Angie: Time management is the biggest challenge we deal with. It ultimately comes down to accountability and the bottom line at the end of the day. 

What is the most rewarding part of being a sales agronomist?
Angie: The results the growers get at the end of the year is most rewarding. Sitting in the combine, watching the grain flow in the hopper, and seeing what you have accomplished together that year.

What advice do you have for young sales agronomists getting started with their career?
Angie: Learn to be a good listener and ask good questions. There is no dumb question. Let the grower do the talking. If you don’t know an answer, tell them you don’t know and will get back to them with an answer. 

Jacob Rindels
Senior Sales Representative
CHS Rochester

What do you wish you would have focused on more when you were starting your career?
Jacob: I got exposed to a lot of things starting out but one thing that would have been beneficial to me was having hands-on experience with the applicators and understanding the machines we are using. This would have helped me understand the full-circle and service we provide.

Think back to the lessons you have learned throughout the years. Which lesson was the most impactful to how you do your job today?
Jacob: Never be afraid to ask too many questions. I have learned that if I am wondering something, chances are others are curious or confused about the same thing, but are nerves, shy or don’t want to feel dumb. I would rather feel dumb for the 10 seconds it takes to ask the question than for the next 5 years of not knowing or understand a concept. Second, one of the best things I was told when I first started was to be as big of a spung as you can be and learn as much as you can. With our job, the information you are expected to consuming is so overwhelming. You must understand fertilizer, chemical, seed, but understand that you don’t need to know everything starting out. Others understand that you are young and new to the job. Third, do it right the first time. Let’s say you are making a plan to spread fertilizer, don’t cut corners just to make it cheaper for them. If you have a good reason to use a product or mixer, explain that to the grower. Fourth, persistence pays. Don’t be discourage when a sale doesn’t go your way. Circle back to the customer next year and try again. Keep open communication and show appreciation. Fifth, don’t drive by the driveway. Swing in and see if the farmer is there. Check in with them, know what is going on with them and their operation.

What has been the biggest challenge that has come with being a sales agronomist?
Jacob: On the agronomic side, understanding chemical is the hardest part of the job. Many of the products we are dealing with do not have patents on them so different companies can be making nearly the same product with the same active ingredient but different labels. Additionally, the lingo can be a lot to get used to at the start. On the business side, time management is gets to be hard. Your phone rings a lot and there is a lot expected of you. There is a difference between being busy and being productive. So, try to get to work and make as much of the time as possible.

What is the most rewarding part of being a sales agronomist?
Jacob: The most rewarding part is the farmers and coworkers I work with. When the combines get going in the fall and the farmers are happy with the outcome, you know you have done your job right. When you get to the point where the grower trusts and listens to your recommendations it gets to be really fun because you know you have been a big part of their success.

What advice do you have for young sales agronomists getting started with their career?
Jacob: You got hired for a reason, don’t think you need to make all the sales in the first year and know everything right away. Come in and work hard, the dedication you show will pay off in the end. Take it one day at a time and don’t be too hard on yourself.

For more information visit CHSagronomy.com.