With total funding of $613.6M, Houzz is a leading online platform for home remodeling, architecture, interior design, decorating, landscaping, and home improvement. We asked David Omotosho, Account Executive at Houzz to share an insider look on pros and cons of his role.
KANDIDATE: Could you tell us about your journey of getting into Sales?
I was working as a Sales Assistant in a shoe shop while I was studying in the university. I have a massive passion for shoes, and I loved being able to sell directly to consumers, so I really enjoyed it.
After my studies, I went into a Field Executive role. I was selling directly to clients in their home, which gave me very good rapport-building skills. I’ve learned to relate to people, to be able to understand what a buyer wants. This role was really challenging, sometimes, I had to be in someone’s house for as long as four hours.
After that, I haven’t worked in Sales for a while, I went into a company called Gusto where I worked in Customer Care. Then, before my current role at Houzz, I joined a recruitment company, which was more of a Sales role.
At Houzz, I manage over 300 accounts on a monthly basis, going through the full sales cycle. My day-to-day is pitching, cold calling, and then closing on that.
At Houzz, I manage over 300 accounts on a monthly basis, going through the full sales cycle. My day-to-day is pitching, cold calling, and then closing on that.
It’s been a long journey, but I’m enjoying it. I’m excited about Sales, and I like working with software as well because you’re adding something to a company that you’re working with.
It’s been a long journey, but I’m enjoying it. I’m excited about Sales, and I like working with software as well because you’re adding something to a company that you’re working with.
K: What does your typical day look like?
We have a daily meeting in the morning when we plan how to go about breaking down different accounts.
My role involves the full sales cycle. I’m calling customers directly, pitching to them, looking to find out exactly where they are in terms of their business goals and their objectives. A lot of them have profiles with us already, and I also get warm leads from our SDR team. Along with that, I get in touch with prospects, who don’t have any awareness of who we are.
The day to day is pre-scheduled demo appointments and having initial conversations to create more opportunities to demo. I aim to schedule about three demos a day, and about four of those introductory conversations a day. And, then the rest of the days prospecting.
So the day to day is pre-scheduled demo appointments and having initial conversations to create more opportunities to demo. I aim to schedule about three demos a day, and about four of those introductory conversations a day. And, then the rest of the days prospecting.
K: How has your typical working day changed since the lockdown started?
The biggest challenge is not being able to work with my team. We’re having meetings online, but being able to speak to your teammates or managers even for five minutes in person is really important. It’s been difficult to adapt to working without my team, without cheering each other daily.
K: Houzz is known for their amazing team culture. Get a sneak peek in the video below:
The market obviously has changed as well, people are worried about what’s going to happen over the next three-four months, and they don’t want to spend. We had to reduce our Sales targets.
On the other hand, we were able to have a lot more customer meetings because our target audience have been less busy. We typically speak to home design professionals, who are often out meeting customers at their homes. Now it’s become easier to get them to show up to the meeting, but getting anyone to spend has been a bit more challenging.
K: What is the single most exciting thing about being an Account Executive?
Being able to close accounts, get customers on board, and make sure that they can see more potential with us than their usual day-to-day.
At the end of the day, selling is really about helping that particular buyer. Our buyers are looking to get more exposure and more work for their business. Closing is really about being able to ask them the right questions, so they realize that Houzz is beneficial for them and see what they’re going to achieve with us 6-12 months down the line.
At the end of the day, selling is really about helping that particular buyer. Our buyers are looking to get more exposure and more work for their business. Closing is really about being able to ask them the right questions, so they realize that Houzz is beneficial for them and see what they’re going to achieve with us 6-12 months down the line.
There is a risk that comes with buying anything, but with our product, it’s a calculated risk. My job is to get buyers to see rewards vs risks, and allow them to understand the benefit of being on Houzz.
And, of course, at the end of the day closing is making money for anyone who’s in sales, which is great.
K: What are some of the disadvantages of working as an Account Executive?
Rejection, which results in you not hitting your targets. It’s when you’re expecting to close a big account, but not able to close in the end.
This always comes down to what you’ve done throughout sales calls, something you haven’t uncovered. When qualifying leads, you should ask the questions in the first conversations, which will help you to find out whether they’re going to buy or not.
Not being able to close an account always comes down to what you’ve done throughout sales calls, something you haven’t uncovered. When qualifying leads, you should ask the questions in the first conversations, which will help you to find out whether they’re going to buy or not.
K: What advice would you give to someone who is just looking to get into their first sales position?
Sales is very rewarding, but you have to be resilient. You have to be open to feedback and constructive criticism from your team in order to grow. In my Sales journey, I’ve always improved when I received notes and feedback from my team.
Sales is very rewarding, but you have to be resilient. You have to be open to feedback and constructive criticism from your team in order to grow. In my Sales journey, I’ve always improved when I received notes and feedback from my team.
You’re going to have tough moments like deals with slow close or missing your targets, but if you can stay resilient, there’s a lot of rewards and opportunities to make money.
K: What is the most disappointing thing about job search from a candidate’s perspective?
One of the most frustrating things is not getting feedback. If someone hasn’t selected your CV, that’s fine. But if you’ve gone further in the hiring process and haven’t received any feedback, that’s very frustrating. As a candidate, I want to know what to improve for the next opportunity. When someone is invested in the process, it’s valuable to give them a line or two of feedback. When searching for a job, one has to be resilient and keep going despite setbacks, that’s a valuable skill I’ve developed while working in Sales.
