Today’s “Day in the Life of” blog features Bobbi Wernle – Director of Sales and Account Management.
What do you do at Mitchell Humphrey & Co?
I am responsible for the sales team and account management for our clients.
Have you always liked sales?
Yes, I have always had a sales background, but when I came to work for MH&Co., I started out with the consulting group. I have developed into a hybrid using a consultative sales approach, much like the rest of the team at MH&Co.
Tell me about a day in your life.
(laughs) Well, I get up very early (5 o’clock), and I head to work. We have a full day with our sales team. Basically, we are responsible for managing new sales, as well as managing relationships with existing clients…finding needs that people have: new training, new hires, new products, and new areas where clients would like to expand the use of our products. When I get home, I pick up my kids from daycare, we play together, and then we go to power tumbling. When we get back, I make dinner, I give them a bath, and we’re all in bed by 8:30.
What would people never guess you do in your role?
I wear many hats day to day from sales to consulting to support.
I am a cheerleader. I try to always be a positive role model for the team at MH&Co. I also love being able to recommend changes to our products and our company which will make us better.
How would you describe MH&Co.’s company culture?
I would say it’s changing. We started out as an accounting software company offering a product called FMS (Financial Management Systems). We’ve always been a traditional accounting firm where you see someone walk in wearing a suit, etc. The atmosphere is shifting to more like a technology company. We’re becoming more laid back, introducing a casual and fun atmosphere to work in. People come in wearing jeans and tennis shoes; they have a productive work day while being comfortable at the same time!
How do you encourage your team to be the best they can be?
I think really leveraging the qualities that each of us offer by building off of the positives of one another. We all have different strengths and weaknesses. We take those strengths collectively and build on them. While someone might be great in one area, another person will be great in another. We try and leverage everyone’s positives, and reduce the weaknesses.
What is your biggest fear in sales and how do you overcome it?
When I don’t hear back from a client or prospect, I start thinking they aren’t moving forward with whatever we are working on. Of course, most of the time they’re just busy, but I always think “Oh man, they haven’t gotten back to me, so they must not want to move forward.” That’s just not true. They’re busy trying to move forward, and I am always the last one to find out!
What’s your favorite aspect of your job?
Definitely interacting with the client. I really enjoy having those relationships, those conversations. Being in the know of what they’re doing, or how our product is making their life easier.
Do you have any “hidden talents”?
I am a NCAA Athlete from Ole Miss (University of Mississippi). I used to hold the NCAA record for the most pitching saves in fast pitch softball game for Ole Miss. I am not sure if I still do or not (laughs).
Tell us about a book (or show) you’ve recently read that you think we all should know about?
I don’t really have time for any of that. All that is on at my house is Paw Patrol for my kids.
What is your ideal weekend?
Relaxing, going shopping, or finding cool items to decorate my house. I love design and decorating.
What is one thing you couldn’t live without?
My family! I have two little boys (Cruz, 5 and Jaxx Beckham, 3) that are my world!
Where do you want MH&Co. to be in five years time?
I would like us continue to make the traction we have made with FastTrackGov® (our Licensing and Permitting Software). We’ve really had a lot of success with it in such a short amount of time.