“I always have the feeling that between colleagues, we try to help each other to reach the same objective. I believe this is the secret of our success as a company!”
Luca Gaballo joined former Swisscom Hospitality Services in 2010 and he held different positions within the company. He started as Senior Account Manager for Italy and Balkans area then, Regional Director for South-East Europe and currently Deputy Managing Director with special task as Head of Sales for the Mediterranean Region. Luca today is based in Milan at Hoist Group’s Italian subsidiary.
What are your current responsibilities?
I am the Head of Sales for the Mediterranean Region which includes Italy, Spain, Portugal, Turkey, Romania and Malta). I am responsible to reach the yearly sales target and lead the sales team across the region.
What does a typical day at the office look like?
Most of my time is dedicated to help people in my team to reach their personal target, gives them motivation to perform better and solve problems. A big part is also dedicated to try to lead by example, being on the front line, traveling around and achieving company’s target.
What do you like most about your job?
Meeting new people, knowing different cultures, visiting new countries.
What are the biggest challenges?
The biggest challenge is not only to reach always the sales target, but to help all the sales people in the team to achieve their sales target. We are not all the same and each of us finds motivation in different ways.
What are your driving forces?
Each deal is a “fight”, either with the customer or with a competitor. Best driving force for a sale person is winning deals. It gives us the right amount of adrenaline we need to do our job and go ahead.
What quality would you say is the most important to be successful in your role?
As sales, I think that the best quality is to listen carefully. Sometime, it is mostly common to think that a good sales person is a person who talks a lot. In my opinion it is exactly the contrary, the more you listen carefully, the more you would be able to understand customer’s needs and consequently close deals. Not different being a head of sales. Here too, it’s important to listen carefully to all the people in your team.
How would you describe Hoist Group as a workplace?
To say it in a very simple way: “A family”. I always have the feeling that between colleagues, we try to help each other to reach the same objective. I believe this is the secret of our success as a company.