By: Travis Hutton
Steven Gillhouse, based in Cary, NC, is the Vice President of Sales at Cornerstone Building Brands. With a career spanning decades in sales and marketing, Steven is known for his strategic approach to building high-performing teams, fostering relationships, and driving sustainable business growth. He is deeply committed to leadership that prioritizes collaboration, innovation, and integrity. Outside of his professional life, Steven is an avid golfer, fitness enthusiast, and active community volunteer, contributing to organizations like Habitat for Humanity. His values, rooted in his upbringing in Springfield, Ohio, where he was the youngest of four children, have shaped his personal and professional journey.
What do you consider the most important quality in a successful sales leader?
I think the most important quality for any sales leader is empathy. It’s not just about understanding your clients’ needs but also connecting with your team on a deeper level. A sales team needs a leader who can listen, recognize individual strengths, and offer support when challenges arise. When people feel understood and supported, they perform at their best. The hard numbers—closing deals, hitting targets—are important, of course, but those come naturally when a team feels valued and connected to a shared vision. I’ve always found that leading with empathy builds trust, which is the foundation of any high-performing team.
How did your upbringing influence your leadership style?
Growing up in Springfield, Ohio, in a family led by a reverend, I was always surrounded by community-focused values. My parents taught me the importance of integrity, hard work, and service to others. I carry those lessons with me in everything I do. In leadership, it’s essential to be principled. Your team and your clients need to know that they can trust you to do the right thing, even when it’s hard. I don’t see leadership as just guiding a team to meet business goals; it’s about helping them grow both professionally and personally. My upbringing instilled in me the belief that we’re all responsible for each other’s success.
What do you think is the biggest misconception people have about sales?
The biggest misconception is that sales is all about persuasion or being the loudest voice in the room. Many people still think that being in sales means constantly “selling” in a pushy way, but that’s not it at all—at least not the way I approach it. Sales, to me, is about relationships and trust. It’s about truly listening to what a client needs and finding a solution that benefits both parties. Long-term success in sales comes from building relationships based on honesty and delivering value, not from closing a quick deal and moving on.
How do you handle rejection in sales?
Rejection is part of the game in sales, and if you take it personally, it can wear you down fast. Early in my career, I took every rejection to heart. But over time, I learned to see rejection as feedback rather than failure. Every “no” teaches you something if you’re open to it. Maybe the timing wasn’t right, or maybe you didn’t ask the right questions. The key is to reflect on it, adapt, and keep moving forward. I also encourage my team to focus on the bigger picture and not let a single rejection derail their confidence. Resilience is everything in this business.
How do you motivate your team, especially when things aren’t going well?
Motivating a team during tough times requires transparency and optimism. You can’t sugarcoat challenges, but you also can’t let setbacks define the narrative. I always remind my team of the larger vision and what we’re working toward. It’s about keeping them focused on what we can control and how we can pivot to overcome obstacles. I also believe in celebrating small wins, even when the bigger ones feel out of reach. That helps keep morale high. And ultimately, I motivate my team by leading by example—staying calm, showing resilience, and remaining positive.
What role does mentorship play in your career?
Mentorship has been a game-changer for me. Early in my career, I was lucky to have some great mentors who took the time to share their experiences and insights with me. They didn’t just teach me about the technical aspects of sales; they helped me understand leadership, decision-making, and how to navigate setbacks. Today, I make it a point to pay that forward. Mentoring others is one of the most fulfilling parts of my career. It’s not just about giving advice—it’s about helping someone discover their own potential and guiding them through the challenges they’ll face. I firmly believe that mentorship accelerates growth, both for the mentee and the mentor.
How has the sales industry changed over the years, and how do you stay ahead of trends?
The sales industry has changed dramatically, especially with the rise of digital tools and data analytics. The customer journey is more complex now, and clients are much more informed before they even engage with a sales team. That means the days of purely transactional selling are over. Now, it’s all about providing value and building long-term relationships. To stay ahead, I’ve made it a priority to continuously learn and adapt. Whether that’s through new technology, attending industry events, or simply staying curious, I make sure that I’m always aware of the latest trends and how they could impact our business. Sales is an evolving field, and to succeed, you need to evolve with it.
What advice would you give to someone just starting their sales career?
First, be patient. Success in sales doesn’t happen overnight. It takes time to build the skills, the relationships, and the confidence you need to excel. Second, always be learning. Sales techniques, customer behavior, and market trends are constantly changing, so never stop developing your knowledge. Third, find a mentor. Having someone who can guide you through the ups and downs of your career is invaluable. And finally, always focus on building relationships, not just closing deals. Sales is a long game, and the relationships you cultivate today will pay off in the future.
What do you do to maintain work-life balance?
Balancing work and life is something I’ve gotten better at over the years. Earlier in my career, I was guilty of letting work take over everything, but now I make sure to carve out time for the things that matter outside of the office. Fitness is a big part of that for me. Starting my day with a workout clears my head and gives me the energy I need to tackle the day. I also make time for activities that allow me to disconnect from work, like golfing or volunteering. It’s important to recharge, and I find that when I prioritize that balance, I’m more effective both at work and at home.
Published by: Martin De Juan
