Meet The Team: Deage Kalsbeek, Regional Sales Manager at ECI Software Solutions

At ECI Software Solutions, we are proud to have a talented team of industry focused individuals dedicated to making a difference for you and your business. Our new Meet the Team series allows you to get to know each member and the important role they play at ECI. Today, we took the time out to learn a bit more about our Regional Sales Manager, Deage Kalsbeek.

Tell us a bit about your background and the path that led you to your current role.

Well, I really started my career when I was ten years old, programming and developing software such as bulletin board systems - a precursor to today’s internet. However, I officially became a PC engineer at the age of 16 and from there quickly moved into sales in 1992.

Since then, I have spent just over a decade as a product specialist and nearly 18 years in various product management roles. Over my career, I’ve worked for small boutique IT companies as well as some of the largest in our market, having worked for Fuji Xerox, HP, Ricoh and now ECI to name a few. The majority of this time was spent specialising in supplying enterprise or business level printing equipment.

What advice would you give to someone just starting out in the sales industry? Any words of wisdom?

There’s plenty of advice out there, but I’ve found the key to success is tenacity and drive. Whilst it’s important to have a brilliant product behind you, at the end of the day it’s those two things that will build the pipeline, and the sales will be sure to follow.

More often than not, people will shy away or close the door on a salesperson – just because they think of the negative connotations of pushy and relentless sales teams. The trick is to find common ground and structure that into the opening conversation to start a dialogue. Ensure they know that ‘no’ is always an option, as it’s best to be upfront and honest. Work with clients as an advisor, rather than a sell-at-any-cost salesperson and that will go a long way with prospective clients.

What excites you most about working within this industry?

The changing landscape – it’s forever evolving with new technology and it’s fascinating to see the industry adapt and drive forward. I would also say the satisfaction of helping organisations that struggle with certain aspects of their business by creating a tailored solution is what I find most rewarding.

What do you find most challenging about working within this industry?

The biggest challenge in our sector is the same across all sales industries. Whilst you can show prospects a better way of doing business, you can only show them the door - ultimately, it’s their decision to enter or not.

You can demonstrate precisely how they could be increasing profits and sales or saving time and money by implementing our solutions, but then they don’t proceed. The most disheartening element is when a prospect or client agrees with the benefits, yet still chooses to change nothing.

But this ties back into building trust and relationships with potential clients - when they trust that your solution not only works but is also right for them, that's when you can close the deal. When they begin to see the benefits of the product you’ve provided, this relationship builds, something we excel in at ECI.

What do you enjoy doing when you’re not at work?

Although not the most common hobby, in my own time, I enjoy prospecting – the gold variety, not the client type.

I love being able to spend quality time with my family as well, and given the chance and enough time, I like to brew my own beer. Afterall, who doesn’t like a fresh cold drink after work?

What book would you recommend for anyone to add to their ‘must-read list?

Ah, I have to admit that the last time I opened a book was quite some time ago. Generally, I do my reading online. Although, having said that, if you’re after some good old fiction I can wholeheartedly recommend an author by the name of Wilbur Smith.