Continuing our Inspiring Leaders series, we spoke to one of our newer recruits, Martin Smith, Group Sales Director of Chubb Fire & Security UK&I, to find out what inspired him to join Chubb and his future vision for the sales force. Here, Martin shares his passion for coaching, collecting classic cars and travelling the globe, and explains how with determination and effort, you really can achieve anything in life.

Early life

I was born in Ely, a cathedral city in East Cambridgeshire, at the RAF Hospital – my Dad was in the Royal Airforce. Very quickly, my Dad got signed as a Military Attaché to the British High Commission, which took us all around the world. Arriving in a new country, I was faced with new people, a new culture, and a new school; you have to find that common ground pretty quickly to fit in. My Dad was posted all over New Zealand, Australia, Bahrain, Italy, Cyprus, and we were on the move every couple of years. It was an interesting dynamic in my growing up. From a very early age, I remember my Mum really invested in me; she wanted to give me the best possible start she could. So, I arrived at school already knowing how to read; they weren’t quite sure what to do with me, so they put me up a couple of years. While that might sound great, it was an anxious time surrounded by older kids. But what she was doing was demonstrating some core behaviours, which she called D&E – determination and effort. My Mum used to say to me: “Martin, with determination and effort, you can achieve anything in life”. And that is genuinely something that has stuck with me throughout my career. Meeting my wife and having a young family, we used to drive across Europe and take adventure holidays. My day-to-day car is a Land Rover Discovery, and anyone that’s got one knows they’re notoriously unreliable. I remember we were going across the Alps down to Lake Garda and across to Venice and the car started making this horrible squealing noise. I tried to keep my wits about me, as I knew what was wrong, so I managed to find a local garage where I could strip out the necessary bits. Studying engineering taught me that the way things work is not a mystery; there is always a logic behind things. If you are tuned into that, you can often break a problem down into little component parts and resolve it. So, the determination and effort my Mum instilled in me have been carried with me through my daily life and career.

Changing career

I didn’t intend to work in sales, and that’s true of many salespeople – they don’t have a particular desire to get into sales; it just kind of happens. I was in electronic engineering, and the opportunity to move into sales came about, and it looked like an exciting place to be. I noticed the demands it made on my skill set, which was far more appropriate regarding where I wanted to invest my career. So, I quickly moved from an engineering role into sales, following a traditional trajectory into sales management. What has retained me in sales is the focus on investing in people to help them change their habits. Habits are formed over time; to change them, it’s not just about asking people to change; you’ve got to cheerleader them, encourage them, coax them, and provide them with feedback. And that introduction to coaching sales performance really launched my career.

Joining Chubb

Choosing to join Chubb was an easy decision for me. Chubb has such a remarkable history; it’s a 205-year brand synonymous with innovation in those early years that’s sustained the passing of time. If you combine that with the acquisition of Chubb by APi, their focus on people, and their desire to keep developing to remain a global force in their markets of Fire and Security – this was a very compelling proposition for me. I joined Chubb at an inspiring time, building on some great work that the local Senior Leadership team had already done. What I’m looking to implement in my role as Group Sales Director is a learning culture that’s underpinned by coaching. By that, I mean looking at the contemporary research and studies around decision-making theory, social psychology, behavioural economics, prospect theory, and all these great insights and bringing them to training so that they ultimately get coached in.

Quick fire round

What are your hobbies?

My main hobby is collecting classic cars. Ever since I learned to drive, I’ve been interested in cars, buying them, fixing them, and selling them. But I often fell in love with the cars I bought, and I struggled to part with them. So there came a point, I was about 25, when I stopped selling them. The last car I sold was an AC Cobra replica, an iconic car responsible for bringing in the speed limit in 1961. I always regretted selling that car, so all the cars I’ve bought since I’ve kept hold of. I’ve got a small stable now; a 1971 Triumph Stag in a mustard colour, a Porsche 911 with a roaring boxer engine, a Jaguar XK8 convertible in a deep purple colour with this lovely ivory interior, and the car I fell in love with as soon as I saw it on the road in 1994 – an Aston Martin DB7 in a beautiful green, which makes me feel like James Bond!

Most influential person in your life?

Aside from my Mum, it’s the classics. One of them is Gandhi’s “be the change you want to see” – this is a phenomenal quote. Winston Churchill was a man who could articulate the complex in a really simple quotation. More recently I’ve been inspired by Stephen Covey, who wrote “Seven Habits of Highly Effective People”, learning about the principles of character ethic and the values you have as a person and how these are a platform for everything else you do. Equally, I’m inspired by my kids’ tenacity, energy, and positivity. Those moments in life when I’m feeling a bit low, my youngest daughter Juliette will come bounding up to me, and she completely lifts my spirits.

Favourite film?

There are a few contenders. The original Blade Runner movie in 1982, with the characters of Deckard and Rachael and its cutting-edge graphic imagery, still stands the test of time. More recently, Interstellar – you can see the common theme here; I love Sci-fi!

Star sign?

I’m a Cancerian. Am I a true Cancerian? Well, I’ve got a boat, and I love going to the seaside. Where I live, we’ve got the Suffolk coastline on our doorstep and the Norfolk coastline just over an hour’s drive – I like to be near water.

Favourite colour?

Green – getting back to motorsport, it’s the original racing colour of Great Britain.

Childhood nicknames?

Smithey! With my family name Smith. Every class needs a Smithey!

Favourite place on Earth?

Home, for sure. In terms of destination, Italy. With my Dad’s job, I’ve been fortunate to travel to some very exotic locations, but if I could choose anywhere, it would be Northern Italy, near the lakes and Tuscany.

What one word would family use to describe you?

Present and reliable – it might sound dull, but I think they would say I’m always there for them. Also, proud – being successful in your career doesn’t just happen; you need to equip yourself with all sorts of skills and understanding to elevate your career. I’ve just realised that’s three words, not one!

What one word would your peers use to describe you?

I’m bringing in new ideas and had some incredible feedback. Some of the things I’m doing, delivering sales training, has been done before, but my peers recognise the palpable difference. Not just the quality of the training and the insights; it’s the coaching sat behind it.

One thing you cannot stand?

I struggle with perpetual negativity; by that, I mean a lack of resourcefulness. When I’m presented with a negative environment or situation, it’s easy to feel like the world is crashing down around me, but ultimately I know I can take control. So, I coach myself to reframe the situation to be resourceful.

If you were a world leader, what one thing would you change?

Inequality – at all levels. Where you’re born, your family, your surroundings – that’s just luck; it’s nature. But there’s a lot in life that isn’t luck. It’s about opportunity and preparation and having the foresight to embrace every opportunity that comes your way.