this talk: is about the stress of the sales cycle - with Thisakya Dias
Hi, could you tell our readers a little about yourself and what you do?
Hi - I'm Thissy, I'm a Cyber Security Account Executive based in London.
What was your journey into your industry?
Definitely not super straightforward. I studied a Politics BA at the University of Warwick. I then moved to London and started working for an employee wellbeing startup. Then, I decided to a do a bit of a U-turn and return to University to do take on a Graduate Diploma in Law (more commonly referred to as a Law Conversion). Nearing the end of that I realised I didn’t have enough money to take on the subsequent course (Bar Professional Training Course) to qualify as a barrister so I entered the working world for good as an Account Executive at my current firm.
I suppose life has a funny way of working itself out. My BA dissertation was on the political impact of the Darknet so to now be working at a cyber security firm may give the impression to an onlooker that it was all a part of a wider, well thought out plan - but to be completely honest, it was far from that. Back then, I was just a kid working things out.
Are there any standout struggles that you faced along the way?
Of course! Firstly, the funding side of things that I mentioned above. Pursuing law is SUPER expensive, especially if you're pursuing the barrister route, purely because training contracts don't exist for that. To most, it’s completely unfeasible without some sort of financial support from family or friends. It's a real shame and the industry needs to change, at a faster pace.
With my current role the challenges were far more to do with confidence and stress management. A lot of my time is spent working with clients who are older and more experienced than myself. Although it helps that I work for an industry that is categorised by constant and rapid evolution. I think it’s fair to say that most will, judge a short, young woman who is coming to speak to them about why it’s vital to introduce AI and machine learning to their security stack - even if merely subconsciously.
In terms of stress - it's been a learning curve. Working in a target oriented role, where I’m in charge of the whole sales cycle, is nothing short of challenging. Of course, it can be super rewarding, but it's crucial to be resilient in this industry because some days are great and other days not so. You have to learn to keep your head up and keep striving ahead.
What tools did you develop to cope, or overcome these struggles?
Some simple things - getting decent sleep, being organised, scheduling EVERYTHING. I make personal reminders to complete certain tasks on certain days. This makes sure that I'm 15 minutes early to every meeting; then I can focus and channel composure and professionalism in every client meeting, as opposed to leaving things to the last minute and rushing to catch my breath for the five minutes leading up to them. Thinking ahead, and provisioning for every possibility.
Some more complex things - believing in myself, practicing self care especially when I feel like things are starting to get a bit heavy, learning to congratulate myself and accept praise when there’s something to be celebrate. Learning to keep on pushing forward in the face of adversity and learning to understand that some things just don’t work out, at the time I may want them to, despite my very best efforts. However, the most significant for me: seeing a therapist! I feel like Brits in particular have this notion that seeking professional support is quite an American idea, others, I appreciate just don't have the resources to access it. However, for those that can, I cannot recommend it more. I've learnt skills that I will keep with me for life. I'm really open about my mental health in hope that it will encourage others to be too.
Do you find it difficult to maintain a healthy work/life balance?
Yes and no.
Yes because my job requires me to travel across Europe two to three times a month and it's often the case that the flights are in out of work hours. In those weeks I naturally feel like I've had less of a personal life and more of a work life. Also, sales isn't a job that necessarily ever stops when the clock hits six. Being a good sales person means having the ability to see opportunities everywhere and anywhere. I'll be on the way to and from home noting down the names of all the organisations advertising on the tube.
No because I have an incredible ability to switch off when I really need to. When I'm with my friends and family they have my undivided attention. To be honest, this was an intentional decision on my part. I remember speaking with a friend once who was confiding in me about something important to them and I was so lost in thought about work that I realised at the end that I'd hardly heard what they said. It made me feel absolutely horrible when I eventually realised what had happened and I made a decision that day to ensure that never happens again.
Do you find that social media has a tangible effect on your mental health?
I absolutely did - past tense because my growing awareness of it made me naturally turn away from it more and more. I don't really use facebook anymore, although, hands up - Instagram still gets me!
My awareness consists of nothing profound. It's what everyone says: people post only what they WANT to and it skews our perception of the totality of their lives.
Of course, I use LinkedIn everyday for work but I don't think that's the same at all.
Do you feel like there’s a problem surrounding mental wellbeing in your industry?
This is my first truly client facing sales role so I don't really feel like I have a tangible picture of how things are from an industry wide perspective. I'm sure that most sales people struggle with the same issues though: stress and the challenge of feeling validated even when some deals don't come through despite lots of hard work having been put in.
How do you think it can be addressed?
My company gives all employees access to private healthcare via BUPA. I think it's absolutely the right mental health policy to pursue. That's how I've managed to see a therapist so consistently and it's one of the best things that's happened to me - hands down.
Trickling down stress is also a very real concern - I think it would be beneficial for line managers to have regular check ins with their team, on a more personal level, work aside. Just a quick: 'how are you doing? I know it's been a busy month.' Work is much more enjoyable and efficient when you connect with those you work with and there is a truly collaborative culture at play.
What advice would you give someone starting out in your industry?
Always do lots of research before you go and speak to an organisation so that you can make sure you're targeting the meeting in a way that brings value to both sides. Be prepared and make it count.
Always make the most of each touch point - don't finish a call or meeting without some plan in place for next steps. Make the most of every opportunity.
Always strive to stay positive. Sales comes with highs and lows, but the power of the mind is an incredible asset that can really help to sway perception.
What's your positive corner of social media/internet?
I don't know if it's necessarily positive, but I love a good youtube hole. Whether it's spending an hour in bed watching people make fish tacos, seeing Bernese Mountain puppies frolic in the sun together or trying to fathom why watching chiropractic sessions fills my body with a weird sense of calmness and serenity - I'm down for it.
I also LOVE a good documentary and I don't stop going on about them. I'd give you a list of my faves but frankly, this Q&A is probably long enough!
You can find Thisakya on:
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