Starting a revolution, fundamentally, had never crossed my mind. I've pondered the word, its intensity, and the grandiosity it implies. First, let's delve into its definition. According to dictionary.com, it entails "an overthrow or repudiation and the thorough replacement of an established government or political system by the people governed."
Additionally, it signifies "a radical and pervasive change in society and the social structure, especially one made suddenly and often accompanied by violence," or "a sudden, complete or marked change in something."
Certainly, we can omit the elements of government overthrow and violence from our discussion. If we contextualize this definition within the realm of sales and business development, it might read something like this: "An overthrow and thorough replacement of how sales and salespeople are viewed, led, and developed by a radical and pervasive change in sales culture, process and structure. Therefore, marking a sudden and complete change within a majority of organizations (no matter the size or revenue numbers) that hold little to no value in the people operating within this function."
Now, as an intense and passionate individual, I've never shied away from these emotions, whether it be in athletics or in raising my children. My journey into the world of business, particularly sales, has been transformative. Fresh out of college, I found myself at the pinnacle of the professional ladder among my peers and even those senior to me, both in terms of compensation, status, and responsibility.
Joining AT&T Global as a National Account Executive, I was tasked with handling accounts like Quaker Oats, thrust into a sales career in the crazy world of telecommunications, despite my aspirations lying in marketing. My previous desires to avoid sales were overridden by the advice to take on this role as a steppingstone toward my marketing dreams. Trust me when I tell you, I am not upset at this decision. The intensity of learning emerging technologies, applied consultative, complex, and strategic selling processes and sitting amongst and learning from industry moguls, shaped me.
Initially, it was exhilarating. We closed significant contracts, like the one with Quaker Oats, which was the second largest in the country at the time. However, the thrill was short-lived. The commission structure, which had initially promised substantial rewards, was suddenly altered, and made retroactive, leaving the sales team and myself, disheartened.
This experience shed light on a harsh reality: finance and actuarial departments often dictate the fate of sales professionals. The commission structure changed, seemingly without regard for the efforts expended in securing these contracts. It was evident that sales, despite being the driving force behind revenue generation, were not valued as such.
Why is it that the sales profession is the only role in an organization that is expected to put its income at risk? This question haunted me as I witnessed the arbitrary shifts in compensation plans, the shrinking of territories, and the ever-changing landscape of product offerings that were being compensated on. The goalposts were in constant motion, making it increasingly challenging to meet revenue targets, let alone exceed them.
The revolution I advocate for goes beyond mere tweaks to sales strategies. It's NOT about refining cold calling scripts and making 100 cold calls a day; It's NOT the latest and greatest email templates that seek to manipulate someone into responding. It's NOT a better mouse trap; it's about fundamentally changing how sales professionals are perceived, supported, and rewarded. Radical and pervasive change is not only necessary but imperative if we are to create a sales culture that truly values the contributions of its members.
In conclusion, the sales and business development profession are in dire need of a revolution—one that challenges the status quo, demands fair treatment and recognition for sales professionals, and fosters a culture of respect and appreciation for their efforts. It's time to embark on this journey of transformation, for the sake of the individuals within these roles, the profession, and the organizations they serve.
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