So, let it begin...
I've been in the marketplace coming up on 34 years. All the time being in a profession that I never really wanted to be a part of. To somewhat qualify that statement, I like the strategic nature of my profession but dislike so many aspects of what is and has been broken for a long time. I love the relationship element and being able to experience such a wealth of diverse information, people, situations and to be able to travel and experience different parts of the world. All the while experiencing the uniqueness of how business development is done.
So, you might be wondering, what is the profession I speak of? Or maybe you've guessed it: Business Development and Sales. I've been in Sales, Sales Leadership and Business Development for all of my 34 years after graduating from college. I've worked with organizations like AT&T (Global Markets), Eastman Kodak (Business Imaging Systems), AON, Comcast, Centurylink, Ericsson etc, and in addition, have delivered that expertise to organizations in a global business development consulting role as well.
Some would say I might be a subject matter expert. I would say I AM a subject matter expert and even joking with my kids when they ask my thoughts about AI and I tell them, "I AM AI...!" (lol). However, the marketplace would say differently. "They" say, the committee of they, I am not. I am too old, I am unexperienced in different solutions, let's say RPA for example: Robotic Process Automation, AI or IoT. But wait. I've been in telecom, technology, and communications for 28+ years. Hmmmmmm. Strange, isn't it?
Let's walk through the primary groups of an organization that assess my 'experience'. Human Resources. Finance. Engineering. Operations. Information Systems. Marketing? Now, I am curious why it is that you think I didn't mention Sales? My experience has shown me that Sales doesn't run sales. What that means to me is that the artistic, intuitive nature of sales is constantly being thwarted by the scientific. The degreed position of Engineering, Finance, Operations, Information Systems and even Human Resources. Wait a minute. Is Sales a profession that is degreed? Can someone get a bachelor’s degree, a master’s degree in Sales? Quick research shows that there is always a caveat. Bachelor of Arts (or Science) in Marketing. BA/BS in Business Management, Finance etc. So, it goes.
Oh, this is good and I quote, "Sales representatives need to be able to understand the merchandise they sell, so candidates interested in selling technical or scientific merchandise should earn a degree in a relevant field. Depending on which area interests you, this might mean earning a bachelor's degree in engineering, biology or chemistry." Granted, this came from an article at www.bestdegreeprograms.org in the last few years. Conceptually what this means is that a person should get their degree in something else and then rely on the companies’ 'sales' training program, which are less than good, at best. I have talked to countless salespeople and their experiences have been similar. They graduated with degrees in Art, Economics, Chemistry, Political Science, Math and ended up in Sales, because they couldn't lock down a job in their field of choice. Now, when I graduated there was nothing even close to referencing a 'sales degree'. I actually had a triple minor: Computer Science, Marketing & Math. Honestly, I hated 2 of the 3. The one that I truly enjoyed was Marketing. My degree is a BA - Interdepartmental Major. How that came together is another story.
I haven't done extensive research on this subject, which I will, but I will tell you that I've been asking people in different fields, at different levels in organizations, even HR, for several years about whether or not there is such a thing as a sales degree. Their answer, a blank stare - like a cow staring at a new gate latch, is...No.
There is a lie in all of this, for me. When I was job seeking after college my desire was to get a job in Marketing. It doesn't sound bad at first glance but the people I sought, like professors and others in the marketplace told me the best route to getting a great job in Marketing was through Sales. FALSE! (this of course is another story).
My sales journey begins. One filled with disappointment, unanswered questions and ultimately what I deem as a revolution against existing sales and organizational leadership and how sales, and B2B salespeople are viewed and treated in the marketplace
I never wanted to be here, but I am. Getting out and/or changing direction is not as simple as it may seem on the surface, regardless, the revolution and journey begins…
Disclaimer: The content provided in this blog is intended for informational purposes only. If you choose to use or reference any material from this blog, please ensure that you credit nextgenconsulting-llc.com as the source. Proper attribution helps maintain the integrity of our work and supports our ongoing efforts to provide valuable insights. Thank you for your cooperation.
Comments