2025-08-11
We couldn’t be more excited to celebrate a major milestone with our Head of Broker Proposition, Graham Le Bas, as he marks his 5-year anniversary with SortRefer!
Over the past 5 years, Graham has played a key role in developing SortRefer’s Business Development team, sharing his knowledge, mentoring others, and helping drive the success and growth of the team. Although now leading such a high-performing team, Graham started his journey as a self-employed BDM, reflecting both his commitment to the business and the impact he’s had on his surrounding team.
To mark this moment, we caught up with Graham to reflect on his time at SortRefer, including his proudest moments and his best sales technique.
What does reaching 5 years at SortRefer mean to you personally and professionally?
It means a great deal to me. On a personal level, remaining with a company for this long is a significant milestone. In this day and age, people tend to move around an awful lot, or at least it seems to be that way.
On a professional level, it means equally as much and is a reflection of what a great place SortRefer is to work. The business is solid, and so are the people I work with.
It is very rewarding to work and be part of a company that is successful and share its successes with you.
Take us back to your first day at SortRefer, what was your role, and how has it evolved since?
My first role with SortRefer was as a BDM, way back in 2014! I was a Self-Employed commission-only BDM! I left a reasonably well-paid position with benefits to do this. This is a direct reflection on how great SortRefer's proposition is.
I was lured away by another company, but after 4 years in the middle of Covid, I returned to the role I currently hold. It was very easy to fit back in. Lots had changed, except the people who welcomed me back. I am and will remain very grateful for this.
What have been some of your proudest moments/achievements over the past 5 years?
Working with a great team. 4 of my team of 7 have been here longer than I have, and the rest have been here nearly 4 years. Watching the team grow as individuals and as a team means we all respect each other; we work and play together as a team. It makes me extremely proud to be a part of that.
You oversee all the BDMs; how do you keep the team motivated and ensure high performance?
I respect each of my team members. I have done the job they do, and even if I say it myself, I was very successful in that role. Being able to understand the ups and downs of what they do each day enables me to respond appropriately and support them when they need it. I don’t ask anyone to do something that I am not prepared to do myself. I spend time with them on the road, and whilst I share my knowledge and experience with them, I too often learn from them, which I make sure I acknowledge. Rewards and recognition are very important, and doing this earns respect and keeps people motivated.
How would you describe the evolution of the BDM team over the last 5 years?
The basics of being a BDM have not changed. The environment and market we work in have evolved, and the best BDMs evolve with them. My team move with the times, which is what makes them so great.
What’s the best sales technique you’ve learned in your career?
“God gave us two ears and one mouth so we can listen more than we speak”.
We sell to people's needs!
Knowing and understanding what your customer needs are, is an essential element. If you talk too much instead of listening, then you will never learn what their needs are. Ask a question, the right question, then sit back and listen.
Do you have a favourite memory at SortRefer?
There are so many great memories, it is almost impossible to pick one. If I was to choose just one, then I would say it is sharing the successes of the business, along with other people’s success, particularly if I have played a part in that success.
What’s one piece of career advice you would give to your younger self?
Listen to others more, and surround yourself with successful people. Being a young person, full of ambition, it is very easy to get carried away and think you know it all. You don’t! You can only learn so much from books. They don’t teach you how to operate and conduct yourself. You learn this from others.
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