Sales play a critical role in the success of a business by bridging the gap between a customer’s needs and the products or services the organization can provide that fulfill these needs. This is why account executives – like Lascelles Gonsalves – are key to Reciprocity’s success. They help to build loyalty and trust with our customers.
Making a Start
While Lascelles has always worked in the IT / Security space, he didn’t start out in Sales. After getting his Associate Degree in Computer Science and Bachelor’s Degree in Management Information Systems (MIS), his first job out of school was as a Systems Engineer. In this role, he focused on installing, configuring, and testing operating systems, application software, and system management tools. The company’s IT Auditors would often reach out to him to get evidence for their audits, which is what helped sparked his interest in IT audits and system security.
As an IT Audit manager, one of the things I was measured on was business development – and I found I really enjoyed speaking with clients and winning new business. Over time, I realized that was the best part of my job, so I thought I’d like to give Sales a try. And I’ve been in Sales ever since!
Succeeding in Sales
Selling is a personal interaction between one person and another, which can be a powerful thing. So, to succeed in sales, you need to be able to connect with a customer in a way that helps you to affect their actions and decisions, while also understanding what’s best for them and how you can help.
Sales can be challenging at times. However, my background in the IT security space and the audit world has served me well – especially now that I’m at Reciprocity – as I’m able to really understand what different organizations are trying to do, as well as how we can help. I really enjoy being able to speak to, and learn from, so many different people. Plus, I get a lot of satisfaction knowing that I can help them.
Never Stop Learning
Sales is an integral part of every business on this planet, which makes it a rewarding career that’s great for all kinds of people. You don’t need to be an extrovert. However, you do need to be interested in having conversations with people and trying to understand their business. If you’re just starting out, it can help if you focus on an area that interests you.
I was fortunate in knowing I was passionate about both IT and business, so that’s where I continue to develop my skill set and my knowledge, as well as my career. My suggestion for someone who is considering a job in Sales is to identify what you’re passionate about and try to develop skills around this. If you’re passionate about something, you’re going to enjoy every day that you ‘work’ with it.
What Comes Next
Reciprocity continues to grow at an exponential rate, which is creating new career opportunities for people like Lascelles, who are always ready for the next challenge. We know there is much more to come from Lascelles, so definitely keep an eye on him – and his LinkedIn profile – to track his career!
Interested in a career at Reciprocity? Check out our current job openings.