Building Stellar Sales Teams: My Journey and the Opportunities Ahead

Can you share a bit about yourself and your sales leadership journey at Progress?

I am Sathya Narayanan U S, and I currently lead the Sales Team based out of Bengaluru, India, where I have built a large team supporting multiple Progress products. My journey in sales leadership at Progress has been both challenging and rewarding, marked by significant milestones and achievements.

I joined Progress in September 2020. Since then, my team and I have been shaping the sales strategy and driving growth across various products and regions by building a strong team in Bengaluru. One of the key highlights of my experience at Progress has been building and leading the Lead to Revenue & Growth Teams. This involved meticulous planning and execution to ensure that our sales team was well-equipped to meet targets and even exceed them, in certain areas.

Over the years, I have had the privilege of working with a talented team and collaborating with different departments to achieve our goals. The growth journey of Progress Bengaluru as a whole has been a testament to our collective efforts. We started with a small team that was supporting one product. Now, we have grown significantly, adding new teams for products such as WhatsUp Gold, LoadMaster and Flowmon. We are also building a new team for ShareFile, our latest and largest acquisition.

My role has also involved overseeing major campaigns and initiatives which resulted in our teams making a significant impact on the company’s growth. Throughout my journey at Progress, I have always impressed the importance of collaboration, innovation and customer-centricity on each member of my team. These principles have guided me and my team in navigating the complexities of the dynamic sales landscape and achieving success at Progress year after year.

What excites you most about building a new sales team?

There are three things that really excite me about building a new sales team. First, the incredible opportunity to shape the future of our organization. Second, the ability to positively impact and build the careers of aspiring professionals. Third, the chance to groom sales leaders who will lead the way for our future!

Building a team from the ground up allows us to bring in diverse perspectives and innovative ideas which are crucial for driving growth and success. It offers us the chance to work with fresh, talented individuals and experienced professionals alike, which is invigorating.

Every time we build a team from scratch, we re-invent ourselves and utilize the evolving market dynamics and technological advancements to enhance our sales processes and deliver exceptional value to our customers.

Moreover, the collaborative spirit within our organization is a significant motivator. The support and synergy between different departments create a cohesive environment where everyone is aligned in their goals. This collaborative approach not only enhances our efficiency but also fosters a culture of continuous learning and improvement.

Lastly, the prospect of contributing to the growth and success of Progress is immensely fulfilling. Seeing the tangible results of our efforts, be it in terms of increased revenue, customer retention or team development, is incredibly rewarding.

What are your key objectives for this new team and how do you plan to achieve them?

Just like any sales team, our primary objective will be to achieve sales targets! Here’s how we do it:

Ensuring customer adoption, satisfaction and retention is the priority. This can only happen with relentless focus, interaction and customer centricity at every step of the way. Expanding the use of ShareFile within our existing customer base is another key objective. This can happen by partnering closely with clients either by aligning with their organic growth or expanding use into other groups within the company.

The next important goal for this team will be to identify and penetrate industry-specific areas where ShareFile excels. We aim to create interest in our Industry Advantage offering by showcasing the value and quick ROI we can offer to small and medium businesses. While we do this together, our new team will have the opportunity to learn, innovate and be creative in their day-to-day activities to achieve these objectives more efficiently.

At Progress, we value the continuous improvement of our sales processes. The new team will have the opportunity to streamline workflows, adopt best practices and utilize tools and technologies to enhance efficiency and effectiveness. These experiences will be immensely valuable in Progress as well as in the industry. Additionally, Progress offers career mobility to proven talent, allowing them to explore their interests across various product portfolios and functions.

What professional growth opportunities will team members have?

At Progress, we are committed to the continuous growth and development of our team members. The new sales team will have numerous professional growth opportunities.

First, team members will have access to comprehensive training programs designed to enhance their skills and knowledge. These programs cover several topics ranging from sales, customer relationship management and product knowledge, ensuring that our team members are well-equipped to excel in their roles.

Second, there are ample opportunities for career advancement within Progress. We believe in promoting from within and offering our employees the chance to take on new challenges and responsibilities. Those who prove their talent can explore their interests across various product portfolios and functions, allowing them to grow and diversify their careers.

Additionally, team members will benefit from a collaborative and supportive work environment. The synergy between different departments fosters a culture of continuous learning and improvement. This collaborative approach not only enhances efficiency but also provides valuable insights and experiences that contribute to professional growth.

Finally, we provide a host of resources and support for personal development, including professional development reimbursements and access to various wellness programs. These initiatives enable our team members to achieve a healthy work-life balance while pursuing their career goals.

What kind of team culture do you aspire to build?

The team culture I aspire to build is one of "Winning Together.” At Progress, we prioritize creating a collaborative environment where everyone works towards collective success while also encouraging healthy competition between individuals. This means ensuring that every team member is supported, valued and given the opportunity to succeed.

Our culture emphasizes teamwork, mutual respect and collective success. We encourage open communication and collaboration where ideas and feedback are welcomed and taken seriously. By working together, we can leverage each other's strengths and achieve greater results than we could individually.

Moreover, we prioritize the growth and development of each team member. By providing continuous learning opportunities and fostering a supportive environment, we ensure that everyone has the tools and resources they need to excel. This not only helps individuals grow but also strengthens the team as a whole.

In essence, our "Winning Together" culture is about creating a positive and inclusive environment where everyone can thrive and contribute to our collective success. By focusing on collaboration and mutual support, we can achieve our goals and drive Progress forward.

What kind of people do you think will thrive in this new team?

The people who will thrive in this new team are those who embody a blend of professional skills, positive attitude and collaborative spirit. At Progress, we value individuals who are not only skilled in their roles but also bring a passion for continuous learning and improvement.

Individuals who have a strong attention to detail and possess the analytical ability to spot both positive and negative trends among a large account base will excel. We are also seeking team members who can execute large volumes of transactional activities in a structured and disciplined manner. The ever-evolving market dynamics require individuals who can think creatively, embrace change and leverage new technologies to drive growth. Their willingness to experiment and find new ways to solve problems will set them apart.

Moreover, a collaborative mindset is essential to thrive in this team. We believe in the power of teamwork and the collective effort to achieve our goals. Individuals who thrive in a team environment, share knowledge among themselves and support their colleagues will find great success here. Their ability to communicate effectively and work towards common objectives will be highly valued.

Lastly and most importantly, a positive attitude and a strong work ethic will go a long way in establishing your potential at Progress! We’re looking for individuals who are motivated, resilient and committed to excellence. Their dedication to their work and their ability to stay focused and driven, even in challenging situations, will contribute significantly to the team's overall success.

In essence, those who thrive in this new team will be detail-oriented, analytical, structured, collaborative and driven. They will bring a positive energy and a commitment to achieving our shared goals, making a meaningful impact on our journey at Progress.

We invite passionate and driven individuals to apply for this position in our sales team and join us in making a real impact.