Tom spoke with Jorge Hurtado, Area Vice President of Sales LATAM at Absolute Software. He leads with empathy and harnesses employee's strengths.
Jorge has been working in the technology industry for more than 20 years. Jorge's team works from home, yet maintains culture, goals and strategy. It's about driving forward with an entrepreneur mindset.
He explains that culture is very important. Reps need to become trusted advisors for customers. Jorge's team feels free to create, talk, learn from others and implement best practices. He believes strongly that the team is a community. The key to success is asking yourself whether you’re doing things right.
He explains that you don’t need one person to become an expert in everything. You can discover the value of each individual and embrace it. Jorge has an empathetic approach, analysing, then harnessing strengths.
Jorge tells us that if you want to sustain a billable environment, you need to have the data. To be successful in sales you need to be able to change and be dynamic. You need someone analysing the data, then answering those questions using the data. Then you can make discoveries week to week and adjust.