WOMEN WHO SELL WITH CHARLI-ANNE RUSHFORTH
‘Women Who Sell’ is all about showcasing women who sell and are thriving and challenging stereotypes. We feature real perspectives of what it’s like being someone that identifies as a woman in Sales, the barriers and the breakthroughs.
Here, Charli-Anne Rushforth at Towergate Insurance Brokers shares her take.
1. What is your job title?
Account Executive
2. How did you get into sales and what makes it the career of your choice?
After realising college wasn’t for me - as I was ready to work - I stumbled into financial services. My first job was at Barclays in their processing centre. This was a time we would sit at huge great machines processing cheques all afternoon. I then moved to a wealth management company and realised I excelled in dealing with clients, soon becoming the top performer, which progressed into a more senior role.
I did a stint of underwriting, which you could say started my sales career as I had to build relationships with brokers and try and convert new business cases that I had underwritten.
Following that, I moved into the broking world, which was extremely sales orientated, where we had upsells & cross-sales to achieve along with achieving new business. Again, I excelled and became Team Leader.
You could say I never actively pursued a sales role, it happened organically. I have managed a brokerage through to recruiting and looking after Sales Execs all over the UK. I now look after clients directly whilst actively seeking new opportunities and growing my book of clients so to speak. I enjoy the thrill of winning new clients, nothing beats it. Albeit when I do not hit a target, I take it very personally and have even cried but that just means I am passionate about what I do.
4. Are there any barriers you have faced as a woman working in sales, and how have you overcome them?
There have certainly been barriers. In one company, I was told I wouldn’t progress any further because I was a woman. You only had to look at their senior team who were all men, with the exception of HR, to see why he would think this. So instead of pushing through, I moved companies to continue my career progression. I still always find it fascinating that most HR heads are female.
Being the main carer at home has also presented challenges because being in Sales, in some roles you are on the road which involves early starts, and trips to London (or anywhere in the UK) whilst juggling being a parent. I have always pushed through though.
If you want it enough, you can make it happen. I would also say, never doubt yourself.
I read something really interesting years ago about men and women applying for roles. Apparently, men are much more confident and even if they do not tick the box of every skill set required will still go for it confidently they are good enough however women hold themselves back and think they aren’t good enough.
I have seen CEOs give talks and always thought, “wow they are so intelligent, I could never be that brilliant or successful”, which is a load of nonsense. They are people and we all eat, shi* and sleep the same. You have to believe in yourself, your best is your best!
5. What do you like the most about being a woman in sales?
I think we bring different skills to the table, warmth, understanding and empathy. I am not ruthless, I will happily walk away from a sale if I feel I am just being used, I think that comes with age and confidence though.
My time is precious.
I have competed against other brokers (mainly men as they are in a sales role) and they can be ruthless. I am not in a sales role to be ruthless and earn a commission, what motivates me is building a relationship that will prosper. With this mindset, I win.
6. What advice do you have for a woman wanting to get into sales and those wanting to advance?
I think the word sales is scary. I don’t see my role as a sales role. To achieve and be good at sales, it is all about building relationships which often women are brilliant at!
Believe in yourself, you are good enough!
You have a different skill set from that of the opposite sex - use it!
- Written by Tim Macmillan
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