My Totalmobile Experience: Progress, Achievements, and Lessons Learned

By Ray Rees, Head of Sales at Totalmobile.

A few weeks ago I was asked by our HR team if I’d consider writing a blog for our socials… the fact you’re reading this shows how persuasive they are!

Jokes aside, I’ve not done anything like this before, but have had a niggling sense for a while that I should give it a go. I often see fellow sales leaders on platforms such as LinkedIn being loud and proud about their progress, achievements and even sharing musings on best practices for sales and sales leadership.

Meanwhile, my approach has tended to be to let my work, results and sentiment of my team members do the talking, without being too overt about it. I recognise there’s value in putting more of myself ‘out there’, so I guess this blog represents my first foray into doing that.

I hope the subject matter will be interesting for any sales professionals, particularly those starting or considering new roles. I’ve shared some reflections on why I joined Totalmobile, our progress, the milestones we've achieved, the challenges we’ve overcome and, finally, a nod towards what the future holds.

Thanks in advance for reading - and please do comment and connect!

The Beginning: Why Totalmobile?

I joined Totalmobile on 17th January 2022 as the Head of Sales, marking a new and exciting chapter in my career after enjoying a rewarding time at BMC Software.

To begin explaining why I joined Totalmobile, I’m drawn to an experience from my third day at the company. On 19th January 2022, I gathered our entire sales team—around 25 people at the time—in our Newbury office for a 'sales kick-off'. I treated this as a launch meeting for what I called our 'sales acceleration', and I shared this quote with my team –

“Acceleration can never happen, if the baggage of the past in pulling you from behind.” – Harrish Sairaman?

I made it clear that I did not want or expect the team to be limited by past challenges or traditional ways of working. This was a fresh, exciting start for all of us. In return, I promised not to let my past experiences slow us down either. Whilst I arrived with a clear vision for the future and a detailed business plan, I was open to being challenged and embracing new ideas from the team.

My 'Why' for Joining

Every sales leader should be able to articulate why they joined their company. For me, it boils down to three critical factors: market potential, solution differentiation, and ability to execute. With these boxes ticked, the sky's the limit.

When considering Totalmobile, the 'growing market' box was definitely ticked. The Field Service Management (FSM) market was—and still is—growing globally at a CAGR of around 19%.

Totalmobile's ‘solution differentiation’ was also very clear, with seven strategic acquisitions and significant product development culminating in a specialised FSM platform that empowers customers to achieve field service excellence in a uniquely brilliant way.

I quickly realised that my contribution would fall under ‘ability to execute’. In other words, my mandate would be to build a world-class sales team that brings Totalmobile’s differentiated solution to a rapidly growing market. During my recruitment process I shared my confidence that I could bring this to the table – it was essentially my 'why Ray’ pitch.

Upon arrival at Totalmobile, that mandate translated into a set of mission statements, priorities and, ultimately, a business plan that we’ve executed and evolved every day since. This structured approach resonated with the incumbent team, and I'm proud that many of those original 25 team members are still delivering value with us today. Seeing them succeed, get promoted, and make life-changing money is one of the most rewarding parts of my job.

Our Achievements So Far

Our achievements so far have been underpinned by a four-pronged business plan, a restructuring of the team around three core verticals—public sector, property & facilities management, commercial & infrastructure – and a maniacal focus on recruiting top talent. We also implemented a new sales process and, in doing so, have become (in my view) one of the most sophisticated and mature MEDDIC sales organisations you’ll find.

Numerous initiatives have been delivered to drive adoption of these new processes and transform our sales culture, including a comprehensive onboarding programme for new talent (‘Totalmobile Sales Academy’), structured quarterly enablement, and ongoing professional development plans for every team member.

The 'Totalmobile Winners Club' was also launched to celebrate those who achieve their quotas, with memorable trips to Scotland and France already under our belt.

Finally, one of our most exciting recent moves has been to begin internationalising the business by recruiting new Regional Sales Directors in Sydney and Stockholm.

Record-Breaking Results

Our efforts have paid off.

In 2022 we delivered the largest Q4 in Totalmobile history and we continued this momentum into 2023, breaking our own records to achieve 25% year-on-year bookings growth. We’ve started strongly in 2024 are on track to deliver 35% year-on-year growth.

The Present and Future

Today, there’s no doubt we have an excellent team in place and a fantastic culture where we support each other, celebrate successes, and drive high standards. The opportunity to make a significant impact on our organisation, our customers, and ourselves has never been greater.

Looking ahead, I firmly believe there's never been a better time to join Totalmobile.

We're on a rapid growth trajectory that will attract further investment, enabling us to accelerate our international ambitions and make further strategic acquisitions. Our sales leadership team is second to none, and the market potential is larger than ever.

We're consistently winning new logos and expanding our footprint within the customer base. Totalmobile is an exceptional place to work, and the sales team is at the heart of our ambitious growth plans. With every new deal, we feel the impact we're making, driving Totalmobile towards becoming a global powerhouse in the FSM market.

Here's to many more milestones and successes ahead!

Join Us on Our Journey

If you’re driven, ambitious professional looking to make an impact in a rapidly growing company, now is the perfect time to join us at Totalmobile.

Whether you’re an experienced sales leader or a rising star in the industry, we offer unparalleled opportunities for growth, development, and success.