WOMEN WHO SELL WITH ROBYN LUSH

‘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, Robyn Lush, the new Group Director of Sales for MICE at Harbour Hotels shares her take.

What is your job title?

Newly promoted to Group Director of Sales – MICE for Harbour Hotels.

I'm responsible for partner and client account management, driving new business within the meetings and events sector for Harbour Hotels' 15 luxury properties across the South West.

How did you get into sales and what makes it the career of your choice?

Most of my family are either entrepreneurs or business owners – I was raised by a strong single mum who ran her own company for years, so I grew up around good business acumen and was surrounded by strong sales patter!

Not knowing what I wanted to do when I was younger I fell into retail, then hospitality and found a passion and skill in sales. I never found that side of it difficult in terms of B2C sales, but B2B took more learning in how to set myself apart and deal with different types of clients. But to be honest, sales and dealing with people always came very naturally and being able to make a career out of that has been fantastic! 

I am a very hard worker and very much ‘put a shift in’ at the start of my career. I have worked in almost every department within hotels, running the show from 8 am – 2 am the following day, long nights, and long weekends. But it was lots of and a quick way of learning a lot of invaluable skills that have lasted - and some fun stories too! 

I chose to continue with my career in sales as I have never shaken off the thrill of the chase and winning the business – I still love it today as much as I did 15 years ago!

Are there any barriers you have faced as a woman working in sales, and how have you overcome them?

Absolutely! Particularly, when I was younger, I was lucky enough to have fairly senior or managerial positions at quite a young age and often found myself around the table with older men where I needed to carve my way in meetings and on projects. It could be difficult to stand up for your ideas - especially when around opinionated or more experienced colleagues. 

I remember once being literally locked in a walk-in fridge by an older male chef when I was about 23 as he was angry with an update I took to him. That experience, as awful as it was, immediately made me become a lot stronger very quickly and not accept any behaviour such as that towards myself or any of the women I work with. My male boss at the time was incredibly supportive, I went to him straight away and he dealt with it in a way I was happy. That really helped and set a good standard in that company at the time.

Before I had as much experience as I do now, it was very much fake it until you make it, listen, choose your moment and speak up! I always held my head high and made sure I was heard if I thought I was right or had a good idea – even though I was often nervous to do so. You can’t allow yourself to be intimated; remember you are at that table or in that room for a reason!

Now, I try hard with younger women around me to encourage them to always say what they think and brainstorm ideas. I don't want them to ever be scared to put their opinions forward. 

I can see a shift in the last few years when it comes to women in business. Whether it's that there has been genuine progress, or people are more careful about what they say and what they can and cannot do I don’t know – but I think we have come on leaps and bounds, and it's really great to see for younger women starting their journeys.

What do you like the most about being a woman in sales?

I think men are great in sales too! 

But I do think as women we often bring an element of empathy to sales which is helpful when converting business. As a woman, we are lucky that we can often build a rapport with men and women alike quite easily. 

The main thing I enjoy is all the other inspiring women I am surrounded by! Sales forces you to the front and requires an awful lot of creativity, which is always motivating and pushes you to keep up with the pace of the team. Women are generally good muti-taskers too and that is one thing that is very much needed in senior sales!

What advice do you have for a woman wanting to get into sales and those wanting to advance?

Don’t ask - you don’t get.

If you think you are good enough, don’t sit on the sidelines. Tell your peers/employer/prospect you want to progress and aim high! 

The worst thing you will ever get is a no.

I am a big believer in personality sells. Often your client may have multiple similar offers to consider in terms of product and cost - no matter what client you are in front of. If you can quickly identify the type of person they are and build a rapport, there is not much more you can do that is better than that to close a sale or account.

Insights training was invaluable for me! As a ‘red’ personality, I tend to lead with speed/ a bullet-point attitude - but understanding people’s different styles of dealing with things elevated me early on in my career. It's something I never forgot and still use today – everyone should have it if they get the chance! 

Finally, go to everything you can. 

• Give every networking group a chance at least once

• Meet your counterparts in your industry

• Attend the events

Sales is all about networking, and you can’t beat face-to-face interaction - especially in the virtual world we are in now! 

- Written by Tim Macmillan

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