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Helen D'Abreo

AMA: SurveyMonkey Sales Leader, Expansion Sales, Helen D'Abreo on Developing Your Sales Career

June 4 @ 10:00AM PT

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  1. What are the most important skills (both tactical and intangible) that are must-have for account executives?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    The most successful AEs I have worked with have the right blend of tactical and softer skills to manage relationships, drive results and ensure customer satisfaction. Sales is primarily about meeting a quota, so the AE has to be able to develop and execute against a sales strategy. They also need to have high activity when it comes to building a pipeline and moving deals through a sales cycle. When it comes to the softer skills, here is when building rapport with clients is key and the ability t ...Read More

    535 Views
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  2. What are the biggest frustrations you have as a sales professional?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    It's often too easy to blame sales when targets or other leading indications are missed, as we carry quotas and KPIs that are easy to measure against. However, across the organizations that I have worked in there have often been situations where other factors have contributed to the misses. As a sales leader it's important to stay curious and alert to what outside factors are impacting (positively and negatively) your ability to meet goals.

    533 Views
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  3. What's a typical career path for a sales professional?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    I would think this varies dependent on the industry and company size. It's also important to note that not everyone wants to be a manager as well. Here is an overview of my career path within a company I worked for around 10 years; Step 1 - Joined company as an AE - delivered consistent results and demonstrated a passion for winning and a desire to grow with the business Step 2 - Promoted to Senior AE - took on a larger book of business and managed some of the larger regional accounts. Started t ...Read More

    573 Views
    1 request

  4. What framework do you use when assessing a new opportunity at a different company?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    I would say the following are important considerations for me;

    • Company Reputation and Stability

    • Leadership style of direct manager and an understanding of the growth opportunities - determine whether I will be able to meet my personal priorities within this new organization.

    • Compensation Package

    • Gut feeling - how do I feel about the opportunity and people I have met? Is it the right time for me to make my next move and do I feel excited about the role?

    456 Views
    1 request

  5. Where do you see the future of sales heading?

    What skills will a future account executives need that they don't have today?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    It's essential that sales professionals leverage technology, especially AI and data analytics to enhance their current sales capabilities. Leveraging tools will help automate routine tasks and deliver more personalized and value-driven experiences for their prospects and customers. The sales person themselves will need become more consultative and strategic ( stay on top of industry trends etc) to build deeper relationships and stay top of mind with their contacts. The human element will still b ...Read More

    487 Views
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  6. What are the fundamental differences between an account executive and a senior account executive?

    What are some clear indicators that someone is ready to become a senior account exec role and the responsibilities that come with it? And, when in the senior account executive role, what are the key stages that distinguish the different levels of senior account execs.

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    AEs start by learning the ropes and and developing their skills, so they can start to be consistent in their sales performance quarter on quarter. When you move to a senior account executive you have your process nailed and you start to look for and take on more complex deal cycles to land higher AOV deals. Not only are you looking to meet your number on a consistent basis but you are striving to exceed the number, so you can take advantage of the accelerators in the comp plan. A senior AE, will ...Read More

    562 Views
    1 request

  7. What's the best way to break into the tech industry as a sales professional?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    Expanding and developing your network in the vertical you would like to break in to is key. A referral will always be more powerful than applying direct to roles without a recommendation. Join networking groups that are focused on the vertical you would like to break in to. Develop any essential skills that you are lacking. Take courses and gain certifications that are relevant to the vertical you would like to break in to. Follow industry news - stay up to date on trends, news and key players i ...Read More

    778 Views
    1 request

  8. How do you think about AI and how best to keep up with it's evolution from a training and sales process perspective?

    Helen D'Abreo
    Helen D'Abreo

    SurveyMonkey Director, Expansion Sales • 1y

    In order for us to keep up with the AI evolution in sales we need to build AI in to the training of sales people and the sales processes. It needs to be managed in an easily digestible way, so on demand content could be an easy way to keep the sales teams engaged and informed. An organization needs to embrace and promote internally the value of using AI across the roles within the organization and stress the value AI can have on accelerating productivity and improving processes rather than be fe ...Read More

    724 Views
    2 requests