In Sales Leaders Talk we talked to Tomáš Hegedűš, CEO of CBRE. He sees sales not only as the engine of the company, but also as a personal source of energy and growth that has motivated him for years. We talked about what he thinks separates the truly exceptional salespeople from the average ones, why pipeline is the most important indicator of business health for him, and what role a strong sales manager plays in the success of a team.
Why is business important to you personally, not just for the company?
Sales is the engine of any business. For me personally, sales is all about growth – and growth is a value I look for in all areas of my life. For me, sales is that driving, growth energy that fulfills and motivates me.
When do you feel that business is “flowing” – that everything is going as it should?
That moment when a crowded pipeline turns into closed deals and customers are thrilled – that’s the real satisfaction.
How do you know if you have a really exceptional salesperson in front of you, not just a good one?
A truly good salesperson cares about people – they are not looking for personal gain through manipulation, but helping customers find the best solution for their needs. If he knows there is a better option elsewhere, he will recommend that one with sincerity.
What technologies would you keep if you had to throw all the others away?
Basically, only 3 technologies are needed: 1. CRM 2. CRM 3. CRM
Which number in the reports tells you more about the health of the business than all the others?
Piepline
What is it about business that still excites you after all these years?
Thank you from the client
What was your best “deal story” that you still like to tell today?
There have been several occasions when we have told clients things they didn’t want to hear and warned them of potential risks. Yet our honesty did not fall on deaf ears. Later, when it turned out that our “unpopular” advice would have saved them a lot of money and a lot of trouble, the cooperation and mutual trust always grew even stronger.
What would you do differently if you had to build a sales team from scratch again?
I have been building sales teams over the last 20 years and new ones are being created all the time. I think I make fewer mistakes today, but the proven and fundamental truth remains the same – the key to success is to have a strong sales manager who can not only build the team, but also lead it.
When was the last time you felt like a marketer, not a CEO?
The CEO is always a businessman – whether inward, when it comes to mission, vision, strategy and leadership of managers, or outward, when representing the company to partners and customers. Some CEOs are more inward-looking, others more outward-looking. I try to follow the Pareto principle – seek balance where it makes the biggest impact.
