the secret roadmap to a successful career in technology sales & marketing
DESCRIPTION
Career planning is a continuous process. And it needs to be actively managed by You, Yourself! As you research your options, don’t commit the hubris of thinking that you can determine your professional glide path. In this day and age of rapid and consistent change- global economic trends, political and societal upheavals are factors that control what and where the jobs are. However, by attending this webinar you will be able to understand how you can mitigate the turbulence and definitely increase your probability of success by approaching your career planning with the right mind set! This presentation will help you chart your course, highlighting the skills that you need to develop and how to acquire additional competencies to for smooth and successful transitions.TRANSCRIPT
SalesPanda Webinar Series
The ‘Secret’ Roadmap to a Successful Career in
Technology Sales & Marketing
- Rajeswari Murali
Career Development Plans!!
We’ve reduced it a yearly ritual …something to be done with
for the checklists…
Careers… • Career is defined as the sum total of
paid and unpaid work; the learning and
roles one undertakes throughout one’s
life.
• Increasingly careers are looked at
holistically…your learning is not just what
you do on a specific job but what else
were you able to build on along the
way ( functional but also behavioral
skills)
• As you zip through life, you need to be
conscious of the opportunities and seize
those moments!
• You need to take Ownership…
What do you look for… Start with self assessment :
• Spend some “Me” time to understand
your strengths and areas that are
opportunities for improvement
• Can you list at least eight specific areas
..example
• Good at Planning
• Could improve verbal
communication
• Reasonable understanding of
domain
• Not able to leverage networks
• Be brutally honest with yourself . When in
doubt ask others who care about you.
Drill down to Competencies… • What are Competencies ?
Competencies are knowledge, skills and abilities, described in
behavioral terms - that are coachable, observable, measurable, and
critical to successful individual or corporate performance
• Crystallize your self insight into Competencies i.e. Could improve
Verbal Communication – Is that negotiation skills or influencing skills or
presentation skills?
Knowledge
Relates to
Information
Cognitive Domain
Attributes – Relates
to Qualitative
Aspects
Personal Traits
Competency
Skills –Relates to
the ability to do
– Physical
Domain
Competency List…
• Awareness of the critical competencies for
• Sales (General)
• Competencies for individual Sales Streams
• With the long term vision of moving into Leadership positions
important to have insight on Leadership Competencies
• Typical sales Competencies :
• Business Development
• Sales Planning
• Client Relationship Management
• Team Effectiveness
• Domain Knowledge
• Negotiation Skills
• Networking
• Influencing
Sales Competency Pyramid - ASTD ©
Sales Sub Streams..Deep Dive…..
Moving into adjacencies to Sales requires learning and strengthening
certain critical sub-stream competencies…
Get them identified and start specializing…Don’t wait ..Do it yourself!
• Sales …Vertical climb to Head of Sales…Sales Planning, Business Development
• Account Management…Relationships are key; Delivering Value to clients
• Channel Sales..Understanding Channel Partners, Distribution channels..
• Sales Operation…Back-end functions of Sales showing execution excellence,
coordination, collaboration
• Sales Analytics …data mining; analytical ability,
• Marketing…Brand Managers need to understand Competition, Market
Dynamics, Advertising and Sales Promotion
• Marketing …Product managers need to develop insight into value
proposition, pricing, product positioning
Linking the Dots…a case study…
Xerox
Pacific Cellular /Vodafone
Infosys Leadership Institute
Aon Hewitt
Sales –Mass Mktg –Printing Systems - NAM
Center Head (Sales Support & Opns) –Head BPR
Leadership Development – Change Initiatives
Consulting Practice Leader – BD & Delivery
Convergence of Competencies …
• Functional and Behavioral competencies of
lower and middle levels of management
morph into Leadership Competencies.
• One needs to move from a narrow limited
scope to a broad based approach.
• Consistent strengthening of critical areas in
the globalized economy
Typical Leadership Competencies:
• Strategic Thinking
• Navigating Ambiguity
• Managing Diversity/Globalization
• Communication/transparency
• Building and leveraging networks
• Establishing Customer Value Propositions
Questions???
As you think about this here’s a fun illustration … the stimulus
and the individualized result!!
About SalesPandaTM
• SalesPanda is a collaborative selling
platform where technology sellers
across the industry can exchange
their ‘extra’ leads, contacts and
client information.
• These are leads, which are relevant but cannot be addressed by their
company
Thanks
Be a SalesPanda, Sell Socially,
Simplify your Life !
For more information contact :
Samit Arora
Founder Director, SalesPanda
M: 9811900616