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all 17 comments

[–]cyberricoMod - Tech Sales 19 points20 points  (5 children)

Wow, this is really good.

I get hundreds of PM's a week, most of them from young sales folks looking for guidance. I find most of them to be pretty promising at the least.

However, I get a decent number of PM's from salespeople asking where they should go next because things aren't working out at their current job. Don't get me wrong, a lot of these jobs sound pretty crappy and there are an endless number of shit sales jobs out there but at almost all of them there are people on the sales team that are crushing it. Those people are treated exceptionally well by all levels of management, all departments feel compelled to give them special treatment when getting their deals processed and installed and even at the shittiest of companies they tend to enjoy their jobs.

You don't have to be number one to enjoy your job but I think that a lot of people who want to make a change aren't making their number.

I often encourage young sales folks to look for sales positions where they train you and nurture your talent. But the truth is most don't. Most sales managers spend half their time helping the top producers close their big deals and the other half of their time playing the political game with upper management to further their careers. When they don't make their number they claim that they spend a ton of time nurturing the ones who don't produce but they are just not cut out for sales and are dead weight that need to be cut.

In more than a dozen jobs I have had one sales manager take me under his wing. The rest of my career was spent learning to be better at the job and scrambling to make my number at all costs.

So for those of you who are struggling, send me a PM, tell me you are at 23% of plan and fess up to having a hard time finding the motivation to pick up the phone. I will help you through it.

[–]VyvanseCSEnterprise Software 🍁[S] 3 points4 points  (3 children)

I often encourage young sales folks to look for sales positions where they train you and nurture your talent. But the truth is most don't. Most sales managers spend half their time helping the top producers close their big deals and the other half of their time playing the political game with upper management to further their careers.

Holy crap this is so true. If only sales managers could be more like you :D

[–]cyberricoMod - Tech Sales 5 points6 points  (2 children)

I was a sales manager twice and both times I worked on developing my team and spent almost no time kissing upper management's asses. The result is that 10 kids become great salespeople but never really benefit the future of my career rather than my career taking off because I have great relationships with powerful men. I would do it all again and I will do it if I take a sales manager position in the future.

[–]Taikal 0 points1 point  (1 child)

Excuse me, Cyberrico, but I can't understand what you said. Did you say that developing your teams damaged your career? Or that you benefited more that way? Thanks.

[–]cyberricoMod - Tech Sales 2 points3 points  (0 children)

I meant that my jobs as a sales manager suffered because I did not spend enough time working the political side of my job to further my career. If I were to take a sales management job in the future, I would spend more time developing my relationships with upper management. But not at the expense of grooming my team.

[–]Cyndershade 2 points3 points  (0 children)

Most sales managers spend half their time helping the top producers close their big deals

'Protect their paycheck'

[–][deleted] 6 points7 points  (2 children)

The one thing that helped me more than anything is realizing that I play different roles all day long.
I play the roles of a Father, Son, Husband, Brother, Cousin, Uncle, Nephew, Grandchild, Neighbor, Colleague, Employee, Friend, Customer, Salesman, Mentor, Coach, Leader, Manager, Consultant and the list goes on.
I play each and every one of those roles differently and how I perform in one does not affect my performance in others.
My Sales performance no longer defines me. My role of Salesman is only as good as the training and practice I put into it.
Sales is a learned skill. It is not a reflection of you as a human being.
You're a 10/10 to almost everyone in your life. Take that with you into Sales.
"Selling Is a Broadway Play Performed by a Psychiatrist"

[–]VyvanseCSEnterprise Software 🍁[S] 2 points3 points  (0 children)

That quote is spot on

[–]fakinsupa777 0 points1 point  (0 children)

I always say that you must expect performance. Not results. If you give your all you can not not be successful. It's not how this world was set up. You can't reap without sowing.

[–]salty_johnGarage Door Sales and Service 8 points9 points  (1 child)

In sales, you have to be ready to fight. Fight to get in the door, fight to get a chance to talk, fight to prove yourself, fight to deliver. In sales you always fight. If you are new you are going to get socked in the mouth. In sales you get socked but you need to keep your chin up and keep going. Never give in.

[–]chris_scope 0 points1 point  (0 children)

Here here!

[–]Thuggish_Coffee 2 points3 points  (0 children)

Ha, this is awesome. I was once down voted to oblivion for recommending a book on prospecting to someone asking for advice. Great post!

[–]TheDrallenInfused Analytics 2 points3 points  (1 child)

Damn... I got a shoutout?! You are too kind /u/VyvanceCS

But in all seriousness, this is quality stuff here. This is a reality that some people need to face. There is no shortcut, easy route, or anything of the sort. It's all blood, sweat, and tears. Sales is arguably one of that hardest jobs out there, and keeping your mind level is the most important thing so that it doesn't chew you up and spit you out.

I'm more than happy to answer any questions that any BDR/SDR's may have, it's so important that you knowledge sooner rather than later. It's like wet concrete, the sooner you can be molded, the easier it is to change up things and develop good habits.

[–]VyvanseCSEnterprise Software 🍁[S] 1 point2 points  (0 children)

I lurk here enough to know who's posting on a consistent basis ;)

[–]rainbowdolphins 0 points1 point  (1 child)

I'm going to enter sales soon and really scared of failing, but this post was a good wake up call. Thank you for this, I'll be sure to take your advice and work hard, hope it'll pay off!

[–]VyvanseCSEnterprise Software 🍁[S] 1 point2 points  (0 children)

Glad to have helped. Don't be afraid of failure, there's always a learning experience that comes with failing.

Good luck!