https://www.youtube.com/watch?v=8Bmlu5qznMk
The event, held as part of Universidad ORT Uruguay Continuing Education Program in Business Management and Marketing, was organized by the Department of Short-Term Programs within the School of Business Administration and Social Sciences and took place via Zoom on October 27, 2021.
Merla has 30 years of experience in business development, management, and the implementation of innovative solutions for corporate security. The Refresher Course in Sales and Marketing Management is designed for middle managers, employees, and/or professionals who wish to or need to update their sales and marketing skills.
The Value of People
“I think it’s important for ORT to give this issue the attention it deserves,” Merla began. “My goal is to leave you with a message of encouragement and enthusiasm, and to inspire you with that attitude, ”she added.
Merla recalled Victor Küppers’ view on the value of people, which can be summed up in a simple formula: knowledge and skills add up, but attitude multiplies. And that is what makes us special.
“No one will remember you for your résumé; everyone will remember you for who you are”
For the speaker, the way we approach our challenges is another factor that makes all the difference. “Attitude conquers all,” she said. “Attitude is key in everything we do in life.”
On Restructuring and Challenges
Merla recounted how, 32 years ago, after completing her business administration degree and following several unsuccessful job interviews, she received an offer to work in sales for a private security service—a sector that didn’t exist in the country at the time but was predicted to become significant in Uruguay’s future. Although reluctant to consider herself a business manager, she accepted the challenge of entering the world of sales, convinced by her interviewer’s enthusiasm.
“Every time you face a new challenge, there are always people who encourage you and help you. Challenges bring out something in you and in your surroundings that generates a lot of energy, ”Merla said, adding that it’s normal to feel afraid when taking on a new challenge.
“In organizations, everyone should be a salesperson. Everyone should develop their soft skills, ”said Merla. To that end, it is important for all members of a company to receive training in sales management, regardless of their role.
“The best influencer for your brand is a delighted customer”
Merla also spoke about the difference we can make through small actions, paraphrasing Ken Blanchard. “When ordinary people try every day to do small things in an extraordinary way—with joy, a positive attitude, and humility—we achieve great results.”
Our personal brand is our digital footprint. We all have one—a unique mark—that is shaped by our knowledge, skills, and empathy: elements that, when combined, make a person special.
According to Merla, human relationships will remain essential despite technological advances. “The greater the technological development, the greater the need to develop soft skills,” she said, urging event participants to embrace the changes to come.
A success story
Technology was a huge help during the pandemic, allowing us to continue with our studies and work. “We saw many people adapt quickly; entrepreneurs who managed to start new businesses and become very successful.”
Merla explained that, in 2020, faced with the reality of having employees who were either out of work or on unemployment benefits, his entire team began to plan projects based on how many people they could bring back, even if it meant sacrificing potential profits. “The result was incredible, and the response was wonderful. That year, we achieved record sales and got many people back to work.”
“As Viktor Frankl said: 10% is the situation, and 90% is what we do with that situation,” Merla noted, adding that complex situations should be faced by seeking solutions and with optimism.
“Don’t give up; keep your dream alive. Discover yourself, study, and give it your all, because your attitude is the most important thing you have.”