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In the world of Human Capital Management (HCM), technology is rapidly reshaping traditional practices. Kelly Rakowski, former COO at AMN Healthcare, and seasoned executive with […]
Highlighting Innovative Female Leaders: Jill Billhorn
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In the fast-paced world of technology, where change is the only constant, leaders like Jill Billhorn have navigated and thrived, helping to shape the way businesses grow and succeed. Jill was most recently the Senior Vice President of Commercial Sales at CDW and has held leadership positions at Holden International, AT&T, XO Communications, Ameritech, and MCI. With a wealth of experience in sales and leadership, Jill has witnessed firsthand the transformative impact of technological advancements on her industry. Her insights into how technology has redefined the sales landscape, coupled with her advice for staying ahead in an ever-changing environment, offer valuable lessons for anyone looking to excel in the tech world.
The Technological Revolution in Sales
Jill’s career in the technology sector has been marked by significant shifts, particularly in how technology changed the sales function. Over the years, the sales landscape has evolved from a focus on individual relationships and face-to-face interactions to a more data-driven, technology-enabled approach. This shift has brought both challenges and opportunities, requiring sales professionals to adapt quickly to new tools and strategies.
Reflecting on the changes, Jill said, “I think the space has changed significantly. I think it’s become more complex, and people are a lot more formal.” She notes while sales used to be driven primarily by relationships, the role has become more sophisticated and strategic, especially as companies strive to keep pace with rapid technological advancements.
Jill also touched on the evolving expectations placed on sales professionals, who now need to bridge the gap between complex technology and customer needs. “There is a place for the ability to provide information to customers and to provide them with what they need,” she explained, highlighting the increasing value of being able to convey the benefits of technological solutions in a clear and compelling way.
Leveraging Technology for Growth
Jill has not only observed these changes but has actively leveraged technology to drive growth and achieve sales targets. Throughout her career, she embraced new tools and platforms that enhance the efficiency and effectiveness of her sales teams. By integrating data analytics, Jill has been able to better understand customer needs and tailor her strategies accordingly. “You’re utilizing all of these different platforms to try and stay in front of the customer,” she noted, emphasizing how technology enables sales teams to maintain close relationships with clients even in a more complex environment.
Jill discussed one key area where technology has made a significant impact is in customer relationship management (CRM). Advanced CRM systems have revolutionized the way sales teams track interactions, manage leads, and close deals. Jill points out, “It’s not just about selling something; it’s about making sure you’re using the right technology to make the best decision.” By harnessing the power of these tools, Jill ensured her teams not only meet but exceed their sales targets. The ability to access real-time data and insights allowed her to make more informed decisions, optimize sales processes, and ultimately, drive growth for her company.
Advice for Sales Professionals in a Technological World
In today’s rapidly changing technological landscape, Jill offered valuable advice for sales professionals looking to stay ahead of the curve. First and foremost, she emphasized the importance of being proactive about learning and development. “Never be shy, always ask,” she advised, encouraging sales professionals to seek out opportunities for growth and to continuously expand their knowledge base. Whether through formal training programs, mentorship, or self-directed learning, staying informed about the latest technologies is essential for success.
Jill also underscored the importance of adaptability. In an industry where new tools and platforms are constantly emerging, the ability to quickly learn and integrate new technologies into one’s sales strategy is a key differentiator. “You have to be open to change,” she said, noting that those who resist new technologies are likely to be left behind. “Embracing change, rather than fearing it, is critical for staying relevant in a fast-moving industry,” Jill advised.
Another piece of advice Jill offered is to focus on the customer. While technology can provide powerful tools for sales professionals, it’s ultimately the ability to connect with and understand the customer that drives success. “You need to be able to translate technology into something that solves a problem for the customer,” she explained. Sales professionals who can bridge the gap between complex technology and customer needs will be well-positioned to succeed in the tech industry.
Navigating Gender Dynamics in Technology
As a female leader in a predominantly male industry, Jill has faced unique challenges, but she has also found ways to turn these challenges into opportunities. Throughout her career, she has focused on building strong relationships with both male and female colleagues, leveraging her strengths and interests to connect with others in meaningful ways.
Jill has leveraged her passion for sports as a way to build relationships in a setting where she feels authentic and comfortable. “Pick something that might allow you to connect within a more traditionally male environment,” she advised, emphasizing the importance of finding common ground without sacrificing one’s identity.
Jill then shared her thoughts on the importance of female leadership in technology, stating, “Women bring a different perspective that is essential for innovation.” She believes diversity in leadership teams leads to more creative problem-solving and better decision-making. “It’s not just about gender diversity; it’s about diversity of thought,” she added.
Jill is also passionate about mentoring the next generation of female leaders, stating, “I try to lead by example.” She believes in the importance of supporting and encouraging young women to pursue careers in technology and sales. “It’s about creating a path for others to follow,” she says, highlighting her commitment to paving the way for future leaders.
ConclusionJill’s career exemplifies the power of adaptability, continuous learning, and customer-centric leadership in the fast-paced world of technology. As the industry continues to evolve, the lessons she shares about leveraging technology to drive growth and staying ahead of the curve will remain invaluable for the next generation of sales professionals. Her story serves as an inspiration for aspiring female leaders, demonstrating that it is possible to navigate the complexities of a male-dominated industry with grace, confidence, and authenticity
