Jonny didn’t meet his goals during his first six months at MuleSoft. Eventually everything clicked — he prioritised solving customer needs instead of focusing on quotas and to his surprise, his metrics skyrocketed. The experience made him very attuned to the struggle other new hires may face when tackling a new sales approach.
“A man joined our team who was going through something similar. For four or five months, he wasn’t hitting his number.”
Jonny helped him. He shared the mindset shift and tools to improve workflow. They discussed how to target and keep tabs on promising leads.
“He’d been spending a lot of time pursuing the wrong people. And losing track of the ones who were important.”
Two months later, his colleague broke the record for the biggest one-month sales number in the UK. Jonny defers most of the credit, but was happy to contribute to such a positive reversal of fortune.
Jonny feels that knowledge sharing is ingrained in the Salesforce culture.
“There’s so much potential all around you. You can reach out to almost anyone globally and they’ll respond.”
Even a casual conversation with others across the business can help people transform their everyday jobs.
“A good example would be the services team that’s onsite with the customer building a solution. I talked with them and a whole world opened up. The realities and details of the projects we’re implementing was all knowledge I could use when speaking with a customer.”
The lesson: Don’t go it alone. Take advantage of the richness all around you. Always ask, “Who can help me solve this problem?”