We would like to introduce you today to Sebastián Morelli, former student on the Master in Commercial and Sales Management at EAE Business School. Not only does Sebastián continue to broaden his qualifications by training to be a Coach, but he is also making headway in his career as a Professional Agent at Mapfre.
WHY DID YOU DECIDE TO TAKE A MASTER IN COMMERCIAL AND SALES MANAGEMENT?
The current and future employment market demands constant, quality training. After conducting a search and getting some guidance, I found that EAE Business School gave me the best solution for my personal and professional interests.
WHY DID YOU PLACE YOUR TRUST IN EAE TO GIVE YOU THIS TUITION?
Its position in the market and the academic background of the lecturers. I was particularly interested in the experience that they had to offer, which is what enables them to create effective teacher-student communication. When a lecturer conveys their knowledge to you, not only from a theoretical viewpoint but also based on their practical know-how, you make a real connection and the classes are truly rewarding.
AFTER YOUR TIME AT THE SCHOOL, WHAT SKILLS, APTITUDES AND KNOWLEDGE DID YOU ACQUIRE THAT YOU HAVE BEEN ABLE TO USE IN YOUR PROFESSIONAL LIFE?
I broadened my theoretical knowledge of the world of sales and marketing. My experience was enriched by the contributions gained from my classmate’s and lecturer’s perspectives. I certainly consider myself to be a better professional now, more rounded and confident. I can identify a clear ‘before’ and ‘after’ with respect to how I relate to my environment. Sometimes, there are no words to express the knowledge that we acquire, but it can be seen clearly in our everyday performance.
COULD YOU SUM UP WHAT YOUR TIME AT EAE HAS MEANT TO YOU IN THREE WORDS?
PROFESSIONALISM, GROWTH, EVOLUTION
FAIRLY RECENTLY, YOU EMBARKED ON A NEW STAGE OF YOUR CAREER AS A PROFESSIONAL AGENT AT MAPFRE. WHAT EXPECTATIONS DO YOU HAVE OF THE NEW STAGE YOU ARE BEGINNING?
After working in various different sectors, my objective is to settle and consolidate my skills, and become a specialist in insurance and investment. In terms of my professional and personal maturity, I feel very comfortable at MAPFRE and have a great deal of responsibility. Working with intangibles requires the very best from you as a salesperson. Insurance and financial products (pension and savings plans, investment funds) require comprehensive knowledge and monitoring to be able to advise and accompany the clients to achieve the greatest possible return on their interests.
At MAPFRE, I have an ambitious career plan and my expectations are extremely high. As is always the case in sales, we are required to meet budgets, but I work in a multinational that gives us a huge amount of support and an unbeatable range of products on the market. My motivation could not be higher.
THE SAME GOES FOR YOUR ROLE AS A COMMERCIAL DEVELOPMENT CONSULTANT, DOESN’T IT? TELL US HOW YOU PERFORM THIS ROLE.
As a freelancer, I provide advice and support in the world of marketing and sales, both to students and SMEs. In any case, my professional development in this field is veering towards training and coaching. I have completed a course in Teacher Training and, in the medium term, my plan is to enter the world of Coaching. At the moment, I am dealing with professionals in the sector and attending sessions outside of my working hours at MAPFRE, although there really is no timetable in the world of sales. The important thing is balancing both activities and getting the very best out of myself.
COULD YOU TELL US WHAT YOU ARE MOST PASSIONATE ABOUT IN TERMS OF SALES?
Dealing with people. If you don’t like people, it his hard to empathize, build trust and give advice in order to achieve shared goals: my professional results and the benefit for the client. As you can see, there are many similarities between training and sales.
The everyday grind in sales and training is extremely hard but when you consolidate their trust, it is extremely satisfying.
AND WHAT IS YOUR LEAST FAVOURITE ASPECT?
As in many sectors and in the times we are living in, it takes great efforts to attract customers and build loyalty. People’s lack of trust and confidence, due to having been deceived so many times, has an impact on those of us who strive to achieve optimal management and build a long-term relationship, rather than seeing it as just another sale.
TO FINISH OFF, HOW WOULD YOU SAY THAT EAE HAS HELPED YOUR PROFESSIONAL CAREER?
It has transformed me as a professional. After my time at EAE Business School, in terms of my business vision and capacity or analysis, I have evolved significantly and I can see this in the way I relate to my professional environment
Thank you very much and the best of luck to you!