Senior Sales Enablement Advisor at Oracle
The ability to push back and ask the question. Throughout my time in sales, it's okay
to either say no or question what is presented to you. For example, almost every customer
asks for a larger discount within their contracts. When I first started I was frightened
to tell them no or push back on their question. When I started to push back each conversation
led to a deeper understanding and allowed me to set ground rules. Conquering that
mindset will allow you to use that skill in the business world but also in the personal
day to day.
The worst thing you can do is not ask the question.
During my time at PBA I took a Sales 101 course. It was during that time I learned my passion for this topic. It provided me with enough experience to obtain an internship at Xerox which helped me start my career in this field. I must also give credit to the international business school trips. On that trip one of the companies we visited was actually Oracle in the Czech Republic. Adding this experience to my resume when applying to Oracle was a large standout from other candidates.
Take each opportunity given to you as a learning experience. When I first started
in Account Management, I was given the worst customers to work with. Difficult people
along with the accounts were not interested in buying more software needed to reach
my sales goals. Instead of looking down on the opportunity given to me, I used it
to practice my skills and try different prospecting techniques. This allowed me to
become better in the role and when I was given better accounts to work with, those
skills translated over. In turn allowing me to become one of the top sales reps in
If you take each opportunity as a learning experience and set goals on what you can take away from it, each scenario will grow your professional career further. Use an internship, a conversation, a class, to determine what areas increased your knowledge and where you need to further grow. In failure along with struggle, one will see the greatest growth potential.
My father's college roommate is currently a Senior Director at Oracle. When joining the organization, I asked him to mentor myself. Having him as a mentor has helped in understanding future career growth at the organization along with has provided an easy platform in introducing myself to key individuals within the company. It's important to choose a mentor that will help you in areas where you need more development.
For current updates from Josh visit his LinkedIn profile.