• September 22, 2016

“Focus on what you really love and enjoy doing. You’ll be more likely to succeed.”

Universal Avenue presents Mentor of the Month: Andrea Bertone, President at Monster Europe.

What do you consider the most important traits in a sales person?

Sales is like a science and it requires a scientific approach. The characteristics that distinguish great sales people from the average ones have changed over the years. Nowadays they are:

  • Analytical mind
  • High sense of curiosity
  • Focus on the customer need for “Why they have to change” and not “Why my product"
  • Excellent presentation and storytelling skills
  • Ability to focus on the solution and not on the problem
  • Resilience and never giving up

What’s your best career advice for young people today?

I would recommend thinking about what career you would choose “if money was no object” and focus on what you really love and enjoy doing. You’ll be more likely to succeed. It’s scientifically proven that those people who are the very best in the world at what they do in any discipline from sports, to music, to business, to art, etc. have all one common characteristic: they train and work longer and harder than everyone else.

Tell us about an occasion when you had to handle rejection and how you managed it.

I have faced rejection so many times that I’ve lost track of how many times. Every time you’re asking someone to buy your product, you’re really asking them to embrace change - whether it’s a new service or product service for the first time, or changing their supplier for an existing service - or simply to upgrade to a higher quality service. In my experience I have learned that change is driven by three factors: 1) Dissatisfaction 2) Vision 3) First step.

"I have faced rejection so many times that I’ve lost track of how many times. Every time you’re asking someone to buy your product, you’re really asking them to embrace change…"

What’s your greatest achievement?

Without any doubt my greatest achievement is the fact that I am the proud father of three amazing boys, Mattia, Davide and Marco. Like all great achievements, I did not achieve this on my own but let’s say it has been thanks to teamwork. When it comes to business, I like to think that my greatest achievement has not happened yet. I don’t like to look back and think how much I have achieved and how great I’ve been. I always look only forward to what we’ve still to achieve. The next goal. The next dream. At the moment I’m focused on making Monster the largest talent network in the world and to make Universal Avenue the most powerful collaborative sales platform in the world.

Who do you look up to?

I look up to different people at different times in my life. I looked up to my father for many years because of his integrity, will power and special ability to make a difference in people’s lives. I look up to my wife for her generosity and ability to spread love in everything she touches. I am inspired and have immense admiration for leaders like Muhammad Ali and Nelson Mandela. Amongst the business leaders of our time I particularly admire Steve Jobs not so much because of his immense talent but more importantly because of his ability to stand back up and start again after every fall. I love great comeback stories.

Name two things you believe will shape the work market in the next 5-10 years.

As described by J. Rifkin because of the rapid growth of a new collaborative common economy, where a new generation of consumers is emerging, called Prosumers (Proactive Consumers), who are becoming involved in designing and customizing products and services for their own needs, we will see a new on demand workforce emerging that will change the traditional conception of how employers attract, engage, retain and develop talent for their businesses. Uber and Universal Avenue are great initial inception of this new world of work. Virtual Reality and Big Data have also immense potential to change the way people will interact with the world of work and education.

If you were a Brand Ambassador, in what way do you think you’d impress us with your sales skills?

By asking questions to be impressed and not by trying to impress. Also by starting early, finishing late and never giving up.

If you could travel anywhere tomorrow, where would you go?

“I am the master of my fate: I am the captain of my soul” – Invictus Poem by William Ernest Henley. Amongst other things this is the poem that provided Nelson Mandela with the strength to survive his prison time on Robben Island. It encapsulates well that we are in charge of our own destiny and we are the captain of our life.

Do you have a favorite inspirational quote?

“I am the master of my fate: I am the captain of my soul” – Invictus Poem by William Ernest Henley. Amongst other things this is the poem that provided Nelson Mandela with the strength to survive his prison time on Robben Island. It encapsulates well that we are in charge of our own destiny and we are the captain of our life.

If you could ask yourself one question where you think our readers would find the answer interesting, what would it be?

What are the key drivers of customer loyalty and satisfaction?

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