Mike Ortegon, Director of Global Sales Operations at HomeAway, a Stevie® Award-winning online marketplace of vacation rentals based in Austin, Texas, will Chair the Final Judging Committee for the Customer Service and Contact Center Team categories of the 2014 Stevie® Awards for Sales & Customer Services, the world's premier sales awards and customer service awards. The results will be announced on February 21 at the gala awards banquet in Las Vegas. We talked to Mike about the challenges facing today’s sales teams.
“Today’s sales professionals are challenged by savvy customers and prospects,” says Mike Ortegon, Director of Global Sales at HomeAway. “Thanks to digital and social media advancements, they have many channels of information and are consequently better informed during the purchase cycle. As a result, it is essential for sales professionals to stay one step ahead in preparation, to anticipate upselling and cross-selling opportunities, and to be consultative throughout the process.”
We asked him what steps he would recommend companies should take to establish standardized sales procedures across countries and regions. “You might be prone to think a unique product or service requires a special sales process,” Mike told us. “Some may even argue the selling process has to continually change, but my experience is that the change is occurring in the buying process, as noted above. Today’s buyers are more informed than ever.”
“Many sales people are familiar with the ‘four, five, six, seven...sales cycle’ methodologies,” added Mike. “In reality, each of these can be boiled down to four steps: Qualify; Research; Propose; and Close. A simplified methodology enables people to focus on the sale, not the process.”
Concluded Mike: “It is always important to pay close attention to cultural differences, although just because someone speaks a different language doesn’t mean a different sales process is needed. For example, in some countries such as Southern Europe and Asia, face-to-face selling is a common practice, while other cultures are fine with a phone call. In any scenario, you still need to qualify, research, propose and close.”
Benefits of a Stevie® Award
HomeAway won a Gold Stevie® for Sales Operations Team of the Year in The 2013 Stevie® Awards for Sales & Customer Service. As Chair of one of this year’s Final Judging Committees, he is fully aware of the benefits of being a winner.
“Winning the Stevie® Award really brought to light the effectiveness of the HomeAway team in their first year together,” Mike told us. “It brought about an even greater appreciation for the experience, talent, and determination possessed by each individual. It was great to be rewarded for our hard work and, ultimately, the team had better camaraderie and became even more motivated to improve sales effectiveness.”
Added Mike: “Winning the Stevie® Award in 2013 showcased the HomeAway sales team’s focus on adding value to the organization through industry-leading tools and best practices.”
Creating Lasting Memories
We asked Mike what most inspired him about his role at HomeAway. His simple answer: he gets his inspiration from the HomeAway team and product. “We have fantastic people who are passionate about their work,” he told us. “Ours is a product that helps families and groups find their ideal getaway and focus on the most important part of traveling together: creating lasting memories.”
About Mike Ortegon:
Mike Ortegon joined HomeAway in March 2012 and is the Director of Global Sales Operations. In this role he is responsible for supporting sales leaders across the globe with tools, training, and sales insights to help make well-informed business decisions; and to run effective and efficient teams while aligning to corporate strategy.
Previously, Mike worked for Harte-Hanks as Global Account Director focusing on multichannel, data-driven solutions for Fortune 100 companies. Throughout his career, Mike has been in management, operational, and sales and marketing roles in North America, EMEA, Latin America, and APAC.
HomeAway is the world’s leading online marketplace of vacation rentals, with sites representing more than 773,000 paid listings of vacation rental homes in 171 countries. Through HomeAway, owners and property managers offer an extensive selection of vacation homes that provide travelers with memorable experiences and benefits, including more room to relax and added privacy, for less than the cost of traditional hotel accommodations. The company also makes it easy for vacation rental owners and property managers to advertise their properties and manage bookings online.