TABLE OF CONTENTS He who moves not forward, goes backward.
Johann Wolfgang von Goethe
Understand how you can use branding to develop your personal value proposition.
Build a plan to achieve your goals.
Develop opinions and expectations about common ethical issues in sales.
The wonderful thing about being in technical sales is that no day is ever the same; no task is ever the same. Customers always want something new and different. You have the flexibility to do your job as you see fit, subject to actually getting the job done. This means you can inject a lot of your personality into the position, both in the way you deal with prospects and the rest of the sales team. This flexibility also makes it easy to become lazy about managing your career. In this chapter we talk about technical sales as a career, and how you can make the most of it. We also discuss ethics and provide reasons why personal ethics are critical to long-term success in sales.
You must always remember that you are the only person who can manage your career. Good managers know they can get more out of you if your career goals are aligned with what you actually do at work. Unfortunately, many sales managers are only concerned with meeting the quarter's number. Your challenge is to meet your quarterly revenue goal while still progressing toward your long-term aspirations. By striking a balance between meeting your own goals and those of...
