Off the hook

Flash Interview with Mohamed Shatla - Celfocus Business Development

c - What game/sport compares to Celfocus Sales? Why?

ms - I think Celfocus used to play Golf. A game where quality, calmness, stability and determination are key factors of success. Now, with the company’s growth, I believe we are entering the football league. It is a more aggressive and competitive game now - where speed, agility, power, courage and planning are the key factors of success.

c - Is there tolerable cheating when it comes to a good business? Why?

ms - There is no tolerable cheating in business. Cheating is against ethics and against our company values. Sales and business is only about trust. It is the how, when, who, where questions, when you want to deliver a trustworthy message. It is about finding a way to say a clean YES.

c - What advice would you give a colleague when rules change in the middle of a game? Why?

ms - Keep Calm, focus on the target, think as if you are watching the game, create scenario planning, listen to experts’ judgement and then shoot. Don’t regret!

Honestly, it is easier said than done! I have experienced some failures because of such situations in my life and I believe that this is normal.

c - How much luck do you need when it concerns sales? Comment scientifically.

ms - In Sales you need controlled luck! What does that mean? Sales is like fishing. I used to go fishing with my uncle. He was a crazy about fishing. I learned from him the concept of controlled luck. In fishing you have to know a lot before you have a successful fishing day. You need to know about the weather, water, sea conditions, instruments that will be used, location, wind speed, type of boat etc. Then you wait for luck to have a good fishing. Same in sales, you have to choose the market, target audience, good product to address, timing of customer budget spending, location of your product among rivals etc. then you wait for luck to win.

c - In sales, some say coming in second place is the worst place on the podium. Do you agree? Why?

ms - Yes I agree☺. In the business world, the competition is so fierce. Don’t think about second place, if you can be in first. It is not a podium, it is a fighting court.

c - A good salesperson needs to know how to do/make what is being sold? Comment.

ms - To a certain extent I agree, but the most important is understanding the customer. A good salesperson has the ability to understand customer pains and gains. So he/she can tackle the correct, addressable timely needs to the customer with the correct pointing products. But without a doubt, he/she has to know the products very well and more about the background of product development. But he/she does not need to be the best developer. Especially, if we’re talking about non-commodity sales.

A forgotten name leads to a mind-bending romp through a game show of unconscious.