Tuesday, July 23, 2013

How do you get into Outside Sales? Part 2

Here is Part 2 on strategies on how to move into outside sales... enjoy!

Follow the path
  • This is the most boring option for me, but a respectable one. Big companies typically have a baked career path for entry level sales reps. You complete training then start down a path of calculated promotions over the course of 2-4 years before you land in a true Outside Sales role.
  • The structure is comforting to most - perform at or above expectations and you move up the ranks.
  • The downside I see here is you are stuck in the path and precedents of others. You can only make as much money as the HR team has designated. The upside and opportunity to enter uncharted ground is low.
  • One big upside to this is having a the ranks from a reputable company will allow you to find another job (either Inside or Outside) quite easily. Small companies love to steal people who have been trained by someone else.
Create your own path
  • This is a much more exciting option, but also more challenging to do...
  • In this scenario, you take a position at a company with an undefined career path (typically a fast growing company) and define your own way to move up the chain.
  • This requires putting together plans, proposals, business strategies, etc. to management to show what role you want to take and why
  • Possibly you are targeting a new market, selling to a specific vertical, up-selling new product to existing customers, selling to a different customer profile, etc.
  • Bottom line, is you are defining your own role and career path to outside sales - all you need now is the green light to do this (that approval might even need to come from the top)
You can be in outside sales anywhere
  • Many companies will hire you as an outside sales rep. In fact, you can go get that job today if you want. However, you might currently work at a company with much higher potential. Maybe the job you're in today is better than an outside job at a company that is not as good... just something to consider.
Put your name in the hat
  • Understand the rep profile they are hiring. If there is a huge experience gap, you might not have a chance at all or they may consider a junior type role for you.
  • Bottom line, interviewing for this role will give you experience in the process and qualify if they are serious or not about moving you into the field.
  • Understand that some times you can't move into a new role yet because they have no to back fill you. Hint - help them find someone or propose a transition plan.
  • Headcount is another big one. Some times companies do not have approved head count to add another sales rep at the exact moment. This is a good question to ask.
Create friction
  • This can be done in parallel with the other strategies above, but one of the best ways to see if you are really qualified to be in a field role in your industry is to interview for the job elsewhere
  • Depending how good your relationship is with your manager, you might be able to let them know you are pursuing some field roles at different companies
  • If they want to keep you and invest in your development, they will fight to keep you around. Otherwise, it might be a sign to move on.
  • Regardless, you might find a better position and drastically increase your earning potential and get to the next level
Don't settle
  • Throughout this whole process it is easy to come to terms that you are in a "good spot"
  • Don't get complacent with your career
  • Don't accept average
  • Don't accept a lateral move or position - keep on lighting the fire and stay ahead of your peers 

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