Ross Killingsworth
Field Sales Representative, Google
Ross is another overachiever from the famous OracleDirect inside sales organization. Ross moved his family from California to Dallas to take a position in my group. Like the others from OracleDirect, Ross was assigned a territory akin to a “box of coal” from which he made “diamonds.”
When working with Ross, it is easy to see why he is so successful. He is very likable and establishes relationships quickly with anyone at any level in an enterprise. What is not so apparent is the humble, dedicated approach that Ross uses to learn and perfect his craft. I found Ross very coachable, a trait of many high-performers I have witnessed.
Ross is also a terrific teammate that goes out of his way to help others. His personal character fits right in with the other references on this list.
Ross’s relationship skills are one reason he earns the trust of those he interacts with. He enjoys the benefits this trust provides as it allows him to help his customers more meaningfully.
I have seen Ross persevere through one obstacle after another in a sales cycle that we worked together. He is on the list of those to draft if you are building a new team.
Jeff asked for us to answer three questions as a helpful guide to revealing him to you through our eyes:
1) How do I know Jeff?
2) If I were you (the personas who would read this are salesperson, sales leader, or business owner) I’d want to know this about Jeff:
3) One thing I learned from Jeff that made me better:
1. How do I know Jeff?
I met Jeff when I was initially working in my first technology sales job in Oracle Direct (Oracle’s inside sales team). From there I interviewed with Jeff and his team and was offered a job in Dallas/Fort Worth as an Oracle Account Executive. I accepted the job and moved my family from California to Dallas. And to the level of trust I have in Jeff, I took the job without ever having stepped foot in the Great State of Texas!
2. If I were you (the personas who would read this are salesperson, sales leader, or business owner) I’d want to know this about Jeff:
Jeff is a leader of leaders. He is not an individual that will insist “his way is the only way” of doing things. He is always open to new approaches and allows those that report to him to have their own opinions about approaching sales lifecycles. Jeff is excellent at taking this talent and asking you to walk him through your thought process. Along the way he will provide input, ask very poignant and direct questions about why you believe in the process you have put forth. He usually comes back with the following 3 questions:
Why buy anything
Why buy what I’m selling and
Why buy now
I”ve had the opportunity to walk through this approach on a number of occasions and without a doubt my perspective on the opportunity has become more clear and the foundation of my approach to the deal is definitely on stronger ground.
Jeff is there to make those around him better and does so in such a way that you feel wanted and respected to be part of his team.
3. One thing I learned from Jeff that made me better:
Jeff will always have an impact on me in regards to his view on the team aspect and those he wants on this team.
Team dynamics are vital to the sustained success of any organization (or sub-set of an organization).
Jeff takes a look at the entirety of an individual, not just what they have done in the working life and is able to build on the “x” factor that he sees in people. In this approach it is amazing to see the loyalty he provides to his team members and the loyalty and respect they have for him.
By being fortunate enough to have worked for Jeff he has instilled in me the fact that everyone brings something different to the table and we should all be looking for how those around us can make us that much better.