Class Act
One rep follows in her father’s footsteps, as mentor, motivator and sales rep.
For Dawn Langston, teaching came easy. "I taught 3rd and 4th graders at Livonia Public Schools in Livonia, Mich.," she says. "I wanted to make a difference, and I enjoyed working with children. Teaching seemed to come very naturally [to me]." Langston taught for 10 years, and probably would have taught for at least another 10 if her father hadn’t taken ill and required her assistance.
"My dad, Randy Talaski, worked in the dental field for nearly 30 years, first as a service tech and later as a sales rep," she continues. "He always said, ‘sales is about educating and helping people.’" So, when, as a Henry Schein (Melville, N.Y.) rep, he became ill, it made sense for Langston to travel to his home in Florida during her summer vacations and help him keep his territories alive. She did so for three years, and in a way, working her father’s territory helped Langston feel even closer to him. "People were always telling me, ‘Your dad is a legend!’ That’s something most people don’t get to hear while they’re still alive."
"I grew to love [sales]," she explains. "I felt like I never completely left teaching. I grew up watching my dad work in the dental field, and I could see how much he truly loved his job. When I [thought about making] a career change, he suggested I try doing what he was doing. He told me he feels that each day, he helps and educates his dental customers, whether about new products or [to share] research." He was always confident that he could help make his customers’ practices stronger, she adds. "He definitely [has been] my teacher and motivator," she notes. "His passion for the profession is evident, and he is well respected by his colleagues and many of his customers." (Currently, Langston’s father is retired from dental products sales.)
Greatest lessons
Some things never change. Langston recognized the same "eagerness to learn" in her students from the time she entered the teaching field and thereafter. "In my experience, most elementary school-age children enjoy coming to school and learning," she says.
At the same time, some aspects of teaching have changed quite a bit. The learning and teaching processes employed at the elementary school level have become much more hands-on, Langston points out. Today, "students use manipulatives and are taught at a level that is just right for them across all curriculums. Reading is [no longer] taught from one standard reading book for the whole classroom, but rather by using level texts [geared to] each student’s reading level, and students are exposed to a variety of genres."
Technology can present another wild card. Just as today’s dental customers may feel it is changing quickly and constantly, so do teachers. "Where I taught, we had a computer lab," says Langston. "Students created Power Points and reports, and they used a number of programs to practice the skills being taught in the classroom." The difficulty in using technology is twofold, she says. "First, [you must] be able to teach yourself how to effectively and accurately use the equipment and programs. Second, having up to 30 students in your class and only one [adult] to teach and help the students [with their] projects can, at times, be challenging."
Indeed, each school year presents a whole new set of challenges, says Langston. And, nothing prepares a teacher for the many roles he or she must play as an educator, she notes. "At times, you are a teacher, counselor, nurse and manager all in one day!" Many [students] come to school with so much more on their minds than [school-related] activities," she explains. "Sometimes school is the safest and most consistent place in their life. I did learn that if I had high expectations for the students and let them know what I expected of them, most of the time they would work really hard to meet those expectations."
From teacher to sales rep
As a teacher, Langston relied on her capacity to motivate her students and show them compassion and care – much the same as she has done with her customers since joining Henry Schein as a sales rep in June 2009. "I would say that all of these characteristics are still a huge part of who I am today," she says. "I am very motivated and compassionate about my position with Henry Schein, as well as for my customers. I care about them and their practices. I want them to be successful. I work hard to earn their trust and would not jeopardize any of the relationships I have with them."
Nevertheless, she admits there was a learning curve when she started out as a rep. Having taught for 10 years, Langston fancied herself a good listener. Yet, on one of her earlier sales calls, she accidently cut off a dentist. "I discovered that when you start something new, you need to learn how to listen all over again," she says. That said, she doesn’t anticipate more career changes any time soon. "I do not see myself returning to the elementary school classroom. I am enjoying my new career, and I’m looking forward to growing with Henry Schein as an individual and as a sales rep."
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