Jeremy Schifeling的动态

Jeremy SchifelingWe have to change the misconception that Sales is just picking up the phone and going to meetings. Today’s Salesperson needs to understand an array of new tools like Salesforce, become an analytics wizard to understand dynamic markets, and constantly be strategizing against new disruptive startups. Go do Sales at a startup and you’ll get 10 years of cross functional experience in a year.

From the choir: My post MBA sales role at a tech start up NovoEd taught me as much as my management consulting gig. Excellent sales people combine those same client-centric strategic problem solving skills with a ton of EQ. And there are few professional accomplishments that are more joyful and satisfying than closing a deal— your impact is as tangible and unequivocal as the signed contract you hand over. There are tons of gimmicky sales seminars out there— i would love to hear any great resources/Exec Ed recs for sales and sales management.

This is a great topic/discussion.? My personal opinion is:? 1. It seems that the majority of the general population still perceives sales as being in that "Glengarry Glen Ross", or "The Goods, Live Hard, Sell Hard" (hilarious movie btw) category. Business professionals have a general understanding of the complexity involved in some sales roles, but to the general population, or telling someone you're talking to that you're a sales person just isn't sexy. There are immediate personal traits associated to sales people that aren't accurate and makes the job unappealing.? 2. In today's world of information overload, it takes a very unique set of skills and experiences to be successful in sales. You have a generation that is completely tech heavy and avoids interaction (swiping right for dates) and on the other spectrum you have business leaders that still value face to face meetings and building personal relationships. So the goal for businesses is to find people who can tweet just as well as they can speak while looking someone in the eyes. Being a "natural" doesn't cut it anymore. My parent's are both PhD's and it wasn't easy for them to accept my career path into sales. But... their perspective has changed over the years ;)

You're preaching to the choir, Jeremy! I don't understand the reluctance either, other than to agree there is definitely a branding issue.? A good friend that attended Chicago Booth said his favorite class?was taught by Craig Wortmann?and I know HBS has a great Professor in Frank Cespedes?that has published some great material on Sales.?

People tend to forget that salesmen are problem solvers. We make lives better by connecting people with products they need. You can make a difference as a salesman (or woman).

Great post, Jeremy! We are hiring B2B sales guru's at Rackspace ????

Consider 1. Career path in sales or from sales 2. If your mba experience will help the sales role you take. 3. Earning risk and upside. 4. Does your personality fit. We shall have a panel discussion:)

Isn’t BD the post-MBA rebrand? ??

Two points to keep in mind: 1. Compensation- sales comp being broken down to base and variable, the base will usually be lower than the avg. post MBA salary. Having a portion of your comp "at risk" is not a style that works for everyone vs. other functions where most of your comp is guaranteed (think student loans...) 2. Working Visas- sales is less desired by international students since it's really hard to justify it when applying for H1B visas. Heard about a lot of cases where int. students were H1B rejected just because it was for a sales function. Being that most top b-schools have ~30% int. students, that might be a reason why these programs don't tend to focus on sales (think post-MBA employment stats that is super important for b-schools)

MBA programs do not focus on sales in their curriculum, there is a gap in both understanding and learning.? Truthfully its a bit of disservice to the students not to expose them to the options.?