Tiina Lükk: "My only regret is that I didn't start in sales sooner"
Tiina Lükk: "My only regret is that I didn't start in sales sooner"
Tiina Lükk: "My only regret is not starting in sales earlier"
Tiina Lükk is the heart and soul of Upsell – a woman who, when you talk to her, makes you feel that anything is possible if you just want it enough. Tiina moves determinedly towards her dreams, while inspiring everyone else around her to greater deeds and to always strive for more.
Tiina has helped grow the Upsell team from scratch to 30 members today. She has supported dozens of sales beginners in discovering their true potential, helping them reach five-figure and even higher incomes!
In addition to her active work life, Tiina is involved in bikini fitness, is a loyal friend and a dedicated family person. What is the secret of Tiina and Upsell's success in multiplying the income of sales beginners? What challenges has the company had to overcome and what solutions have been found? We took a closer look at her daily routine, principles, and advice for those who want to realize their dreams – even if they might seem too sci-fi.
How did your journey on the sales landscape go? How did you find your way to sales?
My sales journey started years ago when I was studying in the Master's program at EBS, where most of my classmates were top performers in their fields. They all recommended that I start in sales. At the same time, I heard about an acquaintance who made five-figure sums with outdoor sales – that inspired me. The decision was quick and firm, and now, six years later, I am at Upsell, also achieving five-figure incomes and even more!
Describe the beginning of Upsell. Where were you three years ago and where have you reached by now?
Before creating Upsell, we had already been doing outdoor sales for years, until at one point we had the opportunity to start our own sales agency. The big work started just then. We started as a team of three, but soon a bigger team was needed, and quite quickly there were already eight of us.
People see our value, which is confirmed by the large number of applicants. To make the best choice, we focus on quality – continuous self-development, coaching, training, and self-analysis help grow talents who are later highly valued in the labor market as well. Today, our team has grown to 30 members and the growth continues.
We invest significantly in every team member. We want Upsell members to be both financially successful and to achieve their dreams in all aspects of life. Sales is a unique set of communication skills, without which it is difficult to reach the top in any field.
How have you helped sales beginners achieve success?
Everything starts at the very first meeting. The job interview for us is a mini coaching session in itself – the person gets clarity, maps their desires, and sets firm goals, defining their future direction. Therefore, for many, this has already been an extremely important starting point. Even if they are not selected, they take very useful thoughts with them for the future.
The second key to success is regular sales training, daily communication with sales people, and tracking goals. If a person has ambition, they will definitely reach their goals and earn sums that exceed all expectations.
Depending on the person, in some cases personal conversation and thorough analysis must be applied. In other cases, however, the direction/materials must be handed over and intervention should be minimal, letting them develop through their own mistakes. I see that it is always different, because everyone has their own strengths and weaknesses. However, it can be said that we really create talents.
There have also been hesitant people at job interviews who have "burned their fingers" in sales before. Yet, it is clear that they have immense potential. Now it depends on me how I can guide the person's way of thinking and show that goals must be stronger than fears. What separates winners is that they act despite fear.
What qualities do you value in your employees? How and where do you find talents?
The team is only as strong as its weakest link. Even on the worst days, our people show high performance. What we value most in our people is ambition – you either have it or you don't. There is a common perception that one must have previous experience. In our case, however, it is the opposite. For example, an employee with no experience has the ability to absorb information on a completely different level. This is also a skill we value highly – the ability to take in information and implement it. I understand that everyone needs different amounts of time to achieve success, but definitely the ability to listen to feedback and analyze oneself is strongly driving forward.
As for finding talents, the answer is simple. We don't find talents, we create talents!
What have been the biggest challenges in developing the company? What have been the solutions?
The coronavirus forced us to start from scratch twice. I am grateful to those who have been with us from the very first days, helping us through the ups and downs. Big thanks to Roman and Jessica! The solution has always been to move forward and believe both in ourselves and in the team.
In addition to growing your business, you are also actively involved in bikini fitness and are an Estonian Vice-Champion. How do you balance work, training, and family life? What does your weekday look like?
Balance is still being found, and there is never enough time. You just have to make time and set priorities. I live so that in the morning I am an athlete, during the day a businesswoman, and in the evening a homemaker. I keep maximum focus in every aspect of life. This is important to me, because any routine, stability, and "being in a frame" helps me to realize myself to the maximum professionally as well.
There have certainly been difficult moments. For example, when I was on 1300 kcal, workouts were hard, and workdays were over 10 hours long. But it got done – true, with some sacrifices.
I would also bring out the love for my activities in every single aspect of them. It has been researched that the "champions" of second and third place haven't loved all aspects of what they do. Usually, people only want to sign dividend checks, have a good shape, and a nice car. Few, however, want to deal with difficult clients, participate in negotiations, or solve problems – just give them to me!
Your 3 “non-negotiable” daily habits (without which you just can't do…)
Work and everything related to it. I haven't had a single day in three years where I haven't dealt with the team. I have stepped onto the stage of the European Championships and right before that written feedback to an employee. The work organization of people and, at the end of the day, also the result depends on my responsiveness, so I make no excuses.
Healthy eating. No matter how busy the day is – I make sure all nutrients are represented in my diet. Protein is in a particularly important place. Whether in the form of milk, eggs, or meat products. Our diet affects most how we feel and perceive our general surroundings. That is precisely why I do everything to feel good.
Of course, I cannot fail to mention that my skincare must always be top-notch. I NEVER go to sleep without a proper skincare routine. I love to pamper myself with high-quality face and hair care products.
If you had the chance, what would you advise 20-year-old Tiina to do differently?
Nothing. Everything was exactly as it was supposed to be, and thanks to her, I am who I am today.
Although, coming into sales a few years earlier would not have been a bad idea. I only regret that I did not start in sales earlier. The 20s are for hustling – in your 20s, you learn. In your 30s, you earn, so go for it!
How do you describe your best friends?
My friends are truly impressive. They are all very determined, specialists in their fields, and we can say absolute top performers in the context of Estonia. Very feminine, VERY beautiful both inside and out. Creative, entrepreneurial, inspiring!
3 qualities that characterize you the most. What do you notice first in other people?
I involved my friend here and she characterizes me with the following words:
First – DETERMINED.
Second – open and a good conversationalist/communicator (including in both the listener and speaker roles).
Third – feminine and elegant. A friend who always has something good and beautiful to say.
Like many others, I also judge a person based on what my eyes initially see. They say you shouldn't judge a book by its cover. Inevitably, though, I judge others by how they look. It says a lot about a person before I even get to talk to them – their posture, general presence, body language. I don't mean aesthetic beauty here, but taking care of oneself in general. And of course, energy. It speaks before anyone manages to say a word!
What do you recommend to those who are still considering starting in sales?
Stop considering and start! The best time to start was yesterday, the second best time is today.
Favorite quote of all time that has spoken to you the most:
Henry Ford: “Whether you think you can, or you think you can’t – you’re right.”
Tiina Lükk: "My only regret is not starting in sales earlier"
Tiina Lükk is the heart and soul of Upsell – a woman who, when you talk to her, makes you feel that anything is possible if you just want it enough. Tiina moves determinedly towards her dreams, while inspiring everyone else around her to greater deeds and to always strive for more.
Tiina has helped grow the Upsell team from scratch to 30 members today. She has supported dozens of sales beginners in discovering their true potential, helping them reach five-figure and even higher incomes!
In addition to her active work life, Tiina is involved in bikini fitness, is a loyal friend and a dedicated family person. What is the secret of Tiina and Upsell's success in multiplying the income of sales beginners? What challenges has the company had to overcome and what solutions have been found? We took a closer look at her daily routine, principles, and advice for those who want to realize their dreams – even if they might seem too sci-fi.
How did your journey on the sales landscape go? How did you find your way to sales?
My sales journey started years ago when I was studying in the Master's program at EBS, where most of my classmates were top performers in their fields. They all recommended that I start in sales. At the same time, I heard about an acquaintance who made five-figure sums with outdoor sales – that inspired me. The decision was quick and firm, and now, six years later, I am at Upsell, also achieving five-figure incomes and even more!
Describe the beginning of Upsell. Where were you three years ago and where have you reached by now?
Before creating Upsell, we had already been doing outdoor sales for years, until at one point we had the opportunity to start our own sales agency. The big work started just then. We started as a team of three, but soon a bigger team was needed, and quite quickly there were already eight of us.
People see our value, which is confirmed by the large number of applicants. To make the best choice, we focus on quality – continuous self-development, coaching, training, and self-analysis help grow talents who are later highly valued in the labor market as well. Today, our team has grown to 30 members and the growth continues.
We invest significantly in every team member. We want Upsell members to be both financially successful and to achieve their dreams in all aspects of life. Sales is a unique set of communication skills, without which it is difficult to reach the top in any field.
How have you helped sales beginners achieve success?
Everything starts at the very first meeting. The job interview for us is a mini coaching session in itself – the person gets clarity, maps their desires, and sets firm goals, defining their future direction. Therefore, for many, this has already been an extremely important starting point. Even if they are not selected, they take very useful thoughts with them for the future.
The second key to success is regular sales training, daily communication with sales people, and tracking goals. If a person has ambition, they will definitely reach their goals and earn sums that exceed all expectations.
Depending on the person, in some cases personal conversation and thorough analysis must be applied. In other cases, however, the direction/materials must be handed over and intervention should be minimal, letting them develop through their own mistakes. I see that it is always different, because everyone has their own strengths and weaknesses. However, it can be said that we really create talents.
There have also been hesitant people at job interviews who have "burned their fingers" in sales before. Yet, it is clear that they have immense potential. Now it depends on me how I can guide the person's way of thinking and show that goals must be stronger than fears. What separates winners is that they act despite fear.
What qualities do you value in your employees? How and where do you find talents?
The team is only as strong as its weakest link. Even on the worst days, our people show high performance. What we value most in our people is ambition – you either have it or you don't. There is a common perception that one must have previous experience. In our case, however, it is the opposite. For example, an employee with no experience has the ability to absorb information on a completely different level. This is also a skill we value highly – the ability to take in information and implement it. I understand that everyone needs different amounts of time to achieve success, but definitely the ability to listen to feedback and analyze oneself is strongly driving forward.
As for finding talents, the answer is simple. We don't find talents, we create talents!
What have been the biggest challenges in developing the company? What have been the solutions?
The coronavirus forced us to start from scratch twice. I am grateful to those who have been with us from the very first days, helping us through the ups and downs. Big thanks to Roman and Jessica! The solution has always been to move forward and believe both in ourselves and in the team.
In addition to growing your business, you are also actively involved in bikini fitness and are an Estonian Vice-Champion. How do you balance work, training, and family life? What does your weekday look like?
Balance is still being found, and there is never enough time. You just have to make time and set priorities. I live so that in the morning I am an athlete, during the day a businesswoman, and in the evening a homemaker. I keep maximum focus in every aspect of life. This is important to me, because any routine, stability, and "being in a frame" helps me to realize myself to the maximum professionally as well.
There have certainly been difficult moments. For example, when I was on 1300 kcal, workouts were hard, and workdays were over 10 hours long. But it got done – true, with some sacrifices.
I would also bring out the love for my activities in every single aspect of them. It has been researched that the "champions" of second and third place haven't loved all aspects of what they do. Usually, people only want to sign dividend checks, have a good shape, and a nice car. Few, however, want to deal with difficult clients, participate in negotiations, or solve problems – just give them to me!
Your 3 “non-negotiable” daily habits (without which you just can't do…)
Work and everything related to it. I haven't had a single day in three years where I haven't dealt with the team. I have stepped onto the stage of the European Championships and right before that written feedback to an employee. The work organization of people and, at the end of the day, also the result depends on my responsiveness, so I make no excuses.
Healthy eating. No matter how busy the day is – I make sure all nutrients are represented in my diet. Protein is in a particularly important place. Whether in the form of milk, eggs, or meat products. Our diet affects most how we feel and perceive our general surroundings. That is precisely why I do everything to feel good.
Of course, I cannot fail to mention that my skincare must always be top-notch. I NEVER go to sleep without a proper skincare routine. I love to pamper myself with high-quality face and hair care products.
If you had the chance, what would you advise 20-year-old Tiina to do differently?
Nothing. Everything was exactly as it was supposed to be, and thanks to her, I am who I am today.
Although, coming into sales a few years earlier would not have been a bad idea. I only regret that I did not start in sales earlier. The 20s are for hustling – in your 20s, you learn. In your 30s, you earn, so go for it!
How do you describe your best friends?
My friends are truly impressive. They are all very determined, specialists in their fields, and we can say absolute top performers in the context of Estonia. Very feminine, VERY beautiful both inside and out. Creative, entrepreneurial, inspiring!
3 qualities that characterize you the most. What do you notice first in other people?
I involved my friend here and she characterizes me with the following words:
First – DETERMINED.
Second – open and a good conversationalist/communicator (including in both the listener and speaker roles).
Third – feminine and elegant. A friend who always has something good and beautiful to say.
Like many others, I also judge a person based on what my eyes initially see. They say you shouldn't judge a book by its cover. Inevitably, though, I judge others by how they look. It says a lot about a person before I even get to talk to them – their posture, general presence, body language. I don't mean aesthetic beauty here, but taking care of oneself in general. And of course, energy. It speaks before anyone manages to say a word!
What do you recommend to those who are still considering starting in sales?
Stop considering and start! The best time to start was yesterday, the second best time is today.
Favorite quote of all time that has spoken to you the most:
Henry Ford: “Whether you think you can, or you think you can’t – you’re right.”
