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 

How do you get into Outside Sales? Part 1

Coming fresh out of college, I knew that my goal was to end up into Outside Sales. To many outsiders, it is unclear onto why this is even a goal. If you want to end up in Outside Sales - why wouldn't you just start there?

The reality is, especially in high tech sales, that most people start in some type of Inside Sales role right out of college. The difference is generally entry level Inside Sales is  a position done over the phone that is based on activity metrics (i.e. number of meetings set for outside reps, calls per day, etc.). There are plenty of Inside Sales roles that are based on carrying a quota or a shared quota with a team where you are doing true selling over the phone. A lot of the quota carrying Inside roles are usually a level or two up from the activity based roles.

Outside sales typically means you are managing a territory or set amount of accounts. You are traveling (locally or hoping on a plane) to meet customers and potential customers face to face and have the ultimate goal of exceeding a quota. This position is generally much more high paying compared to Inside roles.

With that being said, most sales focused college graduates accept an entry level sales position knowing they will start in Inside Sales and move their way up over the years.

Here are a few considerations before moving into Outside Sales:

Do you really want to be in Outside Sales?

The question here isn't are you ready to be. The answer to that question is you are if you want to. The bigger question is do you want to take on the pressure, responsibility, accountability, and activity required. Once you move into this role, you have one overarching measurement - your % attainment of quota.

The alternative is continuing to learn and prepare until you are given the opportunity later down the road. There is obviously a balance of feeling uncomfortable (which is a good feeling to have in any role) vs. just not being ready. For example, if you would be entering a very complex, highly technical sales position where you are selling to Executives at F1000 accounts - someone with 1-2 years of experience might not be a great fit. However, if it is targeting smaller businesses with a smaller total sales price - you might be perfect for the job right now. But, do you want it ?

Why is this your goal?

If pride, money, or ignorance is what is driving you, make sure you take a step back to see if this is really what you want to do. A lot of young sales professionals spend most of their time plotting how to actually get in the role - not, what they would do if given the opportunity. Once you are given the opportunity, the rest of your plotting (i.e. effort and strategy put in place to get the job) is essentially in the past. You are now on the stage with the responsibility and spotlight on - what will you do now?

If you're comfortable, there are plenty of people who have found a niche in Inside Sales. They love the predictability of the job, clear metrics, and lifestyle. It can be easily over a $100k+ job and one you can do for a very long time. There are other options as well, such as moving into management, marketing, sales operations, channel sales, etc.

In the next post, I will focus on strategies on how to get there.

Jack: Straight from the Gut

It's been a while since the last post... I've had a lot going on and look forward to updating everyone on my transition ahead. Anyways...

I've been a little numb to business books lately, but really enjoyed reading Jack: Straight from the Gut. Being a start-up person and always finding ways to beat the big companies - it was really interesting to hear the perspective of one of the best CEO's of all time. I guess the overarching image that Jack Welch has is a no-nonsense / tough as nails CEO.

What I saw was a guy who wanted to make a big company (massive multi-billion dollar conglomerate) act like a start-up. He wanted to hold people accountable, make sure everyone knew where they stand, invested heavily in training, leadership, and six sigma. He took chances on people who were young and without necessarily the best experience  - pushing them to their limits and rewarding them incredibly well with money + stock. Jack was the ultimate deal maker - he lived for the sport. He took a bureaucracy and smashed it over a 20+ year reign.

One of my favorite takeaways was his take on self-confidence:

Arrogance is a killer, and wearing ambition on one's sleeve can have the same effect. There is a fine line between arrogance and self-confidence. Legitimate self-confidence is a winner. The true test of self-confidence is the courage to be open - to welcome change and new ideas regardless of the source. Self-confident people aren't afraid to have their views challenged. They relish the intellectual combat that enriches ideas. They determine the ultimate openness of an organization and its ability to learn. How do you find them? By seeking out people who are comfortable in their own skin - people who like who they are and are never afraid to show it.

Don't ever compromise "being you" for any damn job in any institution.