In today’s Behind The Scenes feature, meet Robert, our Head of Sales, DACH in our Germany office! Robert shares what originally got him into sales, what his day-to-day routine looks like in Parcel Perform and how he prefers to unwind after a workday. Read on!
Tell us more about you, who is Robert?
I was born and bred in Berlin. Berlin is a city that never rests – it is constantly changing for the better and it honestly amazes me how much I can learn and grow along with this city.
I have been working in Berlin’s startup scene for around 11 years now, working with Fintech and ad tech industries in business development and product management roles. During my free time, I like to hit the gym, read a good book and spend quality time with my family.
Why did you get into Sales?
I have always been an outgoing and outspoken individual curious about different opinions, thoughts, ideas, and ideologies. I also enjoy meeting people and exchanging stories be it on a personal or business level.
My first exposure to sales was when I took on a sales role during a university internship. During this internship, I was lucky enough to have an awesome mentor who taught me the know-how in sales. That’s where I discovered my love for engaging with people and businesses and headed into sales after I graduated.
What is your role in Parcel Perform? Tell us about your daily routine.
As Head of Sales, DACH at Parcel Perform I grow our team and client base in the DACH market and neighbouring countries.
I start my day as early as 5:30am by having breakfast with my kids. At around 6am, I would go through my daily to-dos along with any important team/client messages and plan my schedule from there. Structuring and prioritising my tasks allows me to be productive and efficient as I have a clear view of what I need to do for the day.
As I arrive at the office at 8am, my team and I will start the day off with our daily stand-up where we provide clarity and share with each other our to-dos. After that, we have meetings with our teams in Singapore and Vietnam to answer customer inquiries and align on product or sales related topics. The rest of the day will also vary with client calls or meetings till evening.
How is Parcel Perform different from your previous experiences?
I have worked with many startups in the pre-purchase user acquisition and engagement business, hence I understand the need for a great engagement process across the entire customer life cycle. This is where Parcel Perform’s focus in improving the consumer’s post purchase experience becomes critical as it’s an area that’s often neglected and under served.
One thing I enjoy the most about working at Parcel Perform is that we have a great team. Our teams in Singapore and Vietnam are hardworking and are great individuals to work with. I’m looking forward to continuing working with this diverse bunch of people and growing together with the team.
What are some skills that a salesperson should have to succeed?
A good salesperson should fully understand the product they are selling. They should be able to comprehensively explain their products without confusing the customer. Find your own style of engaging your customers, avoid overselling and focus on adding value for both parties. On top of this, building a great network helps you to evolve in the industry while simultaneously spreading awareness of your own brand or product.
I also stand by a simple rule that has helped me tremendously in life and in sales: always be kind.
Who is the greatest salesperson to you and why?
A great salesperson is someone who is kind, authentic, and believes in their own product. You can’t sell if you yourself aren’t convinced that your product can add value in someone else’s life. Likewise, you cannot sell something if you don’t believe in it. People like the late Steve Jobs, Anna Wintour, and Elon Musk are some of the greatest salespeople in the last decade as they embody these characteristics in their lives.
What is your favourite way to unwind at the end of a long work day?
I look forward to working out in the gym with my friend after work. It’s empowering and satisfying to put in the reps and continuously break my personal records. It is amazing how our bodies work, and how strong our mentality and willpower is. Well, I guess you can say that I love a tough challenge and the motto “no pain no gains” sums it up very well 🙂