Say hello to Mo! Mo is a Partner Sales Director on our Channel Sales team, and he has been with us at Yelp for the last three years. Today he is sharing an inside look at what it’s like to work alongside his agency partners, how he knew he wanted to work in sales, and more.
How did you know you wanted to pursue a job in sales?
When I graduated from college, I wanted to work at a place where I would be helping people, so working with small businesses is something I enjoy doing. And as a former athlete, competition is something that motivates me to work harder. I also wanted a job that rewarded me for the hard work that I put in.
What is your advice to someone interested in sales?
Be yourself when you are selling. There are several different personality types, and you need to identify that and change your approach accordingly. Directors want to spend the least amount of time and cut to the bottom line as quickly as they can, so you have to show immediate value to them. Thinkers crunch numbers and tend to be more analytical, so your approach needs to change to communicate the value there. There are strategies you can learn, and it is important to be your own type of salesperson. In addition, the work you put in is what you get in return. Learn about what you are selling, how it works, and how it can help your clients. At the other end of every phone call, a person is working hard for their family. Don’t sell to sell, sell to help.
Why did you want to work at Yelp?
For me, Yelp was a perfect fit. I consider my coworkers some of my closest friends. It was also a great fit given my knowledge of the marketing agency space and the creative ways I supported them. Professionally, this was a place I knew I belonged. What finally sold me happened in my interview. My manager told me, “We are not just partners with our agencies. We want them to feel that we are a part of their organization.” With a message like that, I knew I wouldn’t just be selling. Most importantly, I would be helping businesses, helping people.
What does a typical day look like in your role?
A typical day for me starts with a cup of coffee. Then, I go through emails to see if there is anything urgent that needs to be done. After that, I usually meet with a few of my agencies to find out if we have reached our goals, see if anything is needed, and align on what we are aiming to accomplish in the future. I end my day by putting together proposals for agencies or strategies on ways to help the agencies grow with Yelp.
What is your #1 tip for staying productive while working from home?
Make sure you create a schedule and a routine throughout the week and stick to it. Find a few things that help you break up your day – such as running or writing – to give your mind a break from work.
How do you stay motivated to hit your goals when you’re having a tough day?
In sales, I always try to stay positive and even-keeled. There are times when things are out of your control, and it’s important to remember that some things you can’t control. Control what you can control’. With that mindset, I appreciate tough days. I look at tough days like a puzzle and nothing is more satisfying than finishing a puzzle.
Tell us something you learned from the Yelp Sales Development Program that made you a better salesperson
One of the best skills I picked up from the Yelp Sales Development Program is that everyone can bring something to the table, so always listen. There are things I learn from my partners every day, and it’s such a great feeling.
How does Yelp support your work-life balance?
Sales jobs take a lot of hard work and dedication if you want to be successful. However, I never feel like I’m unable to take time off for myself. There are times when the leaders in my organization remind me to take time off, and it’s never an issue. In addition, Yelp has events and speakers that help educate employees on the importance of work-life balance and self-development outside of the workplace.
How does your manager or Yelp’s leadership let you know that your work is valued?
If an idea comes from me or anyone on the team, our leaders make sure they let everyone know where it came from when it’s brought up. Because of that special recognition, you develop a level of trust that encourages you to give suggestions and speak your mind.
Tell us about a community you are proud to be a part of at Yelp
Listening Sessions with leadership in the organization. Yelp strives to understand its employees from different backgrounds and better assist them. In these meetings, members of our leadership teams ask questions and listen to feedback. It’s a great experience. After the meeting, we are able to see our suggestions implemented.
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