I'm Looking For Growth...It's not that easy!

Quote of the Day- “Your level of success rarely outpaces your level of personal development, because success is something we attract by who we become.”  - Jim Rohn

“I’m looking for a company I can grow with.”
“What sort of growth opportunities are there?”
“Is there any upward mobility at your company?”
“I feel like I’m ready for the next step/next level.”
“I think I’ve hit the glass ceiling.”
“When can I be an AE/Manager/VP/(Insert whatever title reps want next here!)?” 

 Oh man…Oh man… Not again!

Whether you’re a sales leader getting asked these all the time, or a rep asking (or at least thinking) about these things, do any of these lines sound familiar?

Of course they do.

In fact, having done 100s of interviews over the past 3 years, speaking to 100s of potential reps one of the most important features that almost all reps state they look for in a company is not $, but GROWTH. They want to grow, or they want to be GIVEN growth opportunities.

Especially with the millennial generation, growth and movement are the keys to keeping them happy and engaged, they need to know there is a place to grow, and that there are ways to get there. Sadly for most, they don’t fully understand what growth actually means or what it will take to get there.

This creates a gap in the process. Both sides are struggling to find that balance. So I wanted to write something that speaks to both sides. Both Sales Leaders and Sales Reps.

Sales Leaders 

First, it is very important that growth expectations are set from the very beginning of the process. From the interview to their first day on the job, and on going from there. The clearer you can outline the potential growth path,  the better.

Example here at SnackNation- Is once a rep hits a certain amount in recurring revenue and uphold all the companies core values - They are given a raise, new title, and new responsibilities. It's black and white, and gives them something to aim for. 

But it’s  very important that you are clear with how much time it will take to be considered for growth. How long will it take for them to get to that level in the company. Because if they are thinking 2 months and you're thinking 12, you're in trouble. 

You also have to be very sensitive to the reps that are so hungry for growth, they are not ready to be MASTERS of their roles. If I’m interviewing a rep for a sale role and they continue to ask about growth opportunities it is a red flag to me. There is nothing worse then getting a rep in who is already asking about their next promotion after just 6 months on the job.

Here’s an interview tip that will really show you what type of mindset the person you’re talking to has. Ask them these 3 growth questions (REP TIP - Know the answers to these questions!):

1. What does growth mean to you? (Now go silent, find out what they think growth means. Is it more $? Is it a new title? New responsibilities? Most reps don’t even know what they mean when they say they are looking for growth, and this will let you know what they really want/expect.  
2. How do you think you can earn growth while working for us? – Very important! They need to be able to give you actionable items, not just “I’ll work hard” or “be coachable.” Now tell me exactly what you’re going to do in order to earn the growth you’re looking for?
3. Have you outgrown the position you’re in now? If so, how do you know? If they say “yes” to this one, you’ll be able to follow up with the questions I have laid out below to know if they have truly outgrown their position.

Most reps you're interviewing will not have solid answers for these questions, but the ones that do, you might be looking at a superstar in the making. (Sales Reps I hope you read this part, because you could knock the ball out of the park by knowing the answers to these questions)

I’ll be honest, for reps who have less than 2 years experience, I am now very straightforward with them in the interview process.

When they ask “What sort of upward mobility is there with the company?” when they haven’t even been in sales for more than a couple years, I let them know that “there is plenty of upward mobility, but you’re number one focus right now should be proving that you are the best REP in the world, and growth will come after that.”

If I had a dollar for every time I heard a rep say there were no more growth opportunities at their current job, and that’s why they are looking for a new one, I’d have a lot of dollars.

If I had a dollar for every time I had an interviewee or an employee ask “What does it take to grow at your company?” I’d be broke! No one asks HOW to do it, they want to know when it will be given to them. (Sales reps, I hope you just wrote that down, if you want to not only impress an interviewer, but also get a clear path of what it takes to grow within a company, then ask that question! If the people you’re talking to can’t answer it, it might mean there isn’t a solid structure for the role.)

Sales Reps 

Let me tell you a little secret about growth, because most reps have it all wrong. Completely Wrong. 100% wrong. They want growth to be GIVEN, to have growth opportunities laid out in front of them…but here’s the secret guys -

“Growth is not given to you, there are not growth opportunities. You OUTGROW the position you’re in, and create opportunities to grow” -KD

That’s the key to growth- you have to actually outgrow the position that you’re in. Yes, companies can outline a path, but do you really know that even means?

What does it mean to outgrow a position? Let me lay out a few scenarios. (Sales leaders - these can also turn into very good interview questions for someone who says they are looking for more growth. If they don’t have strong or clear answers to these questions, then something is off.)

1. You know what sort of growth you want. Do you want to be a manager? Do you even know what that actually means, to MANAGE other people and be responsible for their performance? Do you just want a new title? Are you talking about making more money? If you don’t know what sort of growth you’re actually looking for, then it will be very hard for you to find it.
2. You ALWAYS exceed quota or are in the top 3 for your position. – No excuses…. I don’t want to hear about a tough year, or the way quota was set up was wrong, or they changed product etc. Do you always hit your goals, and have done so consistently over time? Just because you had one great month or one great quarter does not mean that you have outgrown a position. Another way to look at this is, are you the best rep you can possibly be right now? Meaning you as an individual cannot grow in any substantial way anymore to improve your results as a rep.
3. You start taking on more responsibility without being asked… While still obeying rule #2. This obviously starts with knowing what sort of growth you want, but say you want to manage people. Well then are you already offering to help? Are you voluntarily training a bottom-performer? Are you asking your manager or VP what extra things need to be done that you could help work on, outside of normal work hours? REMEMBER, you still must be hitting your quota/goals. If the extra responsibilities are preventing you from doing so, you have not yet outgrown your position.
4. You have earned the respect of those around you… e.g. no one be shocked you were moved to a new position, in fact they would expect it. This only comes from obeying rules 2 and 3.  
5. You are constantly developing yourself and studying for the position you want… Haven’t read a book yet on Sales Management? Then don’t talk to me about being a manager. You haven’t read a single book about sales development, but want to have a more senior title? Nope. You want to focus more on “strategic partnerships” but have not looked into our market and know what that would even mean, or what it would be worth? Save it. As I mentioned in the quote at the very beginning, your success (or in this case growth) will rarely out-pace your own personal development. You have to develop yourself for the role before the role can be given to you.

At the end of the day, can you outgrow a position?

Yes!

Is it important to know if there is a growth path in front of you.

Absolutely!

Can you outgrown a position quickly?

100% Yes.

I have seen it happen and nothing makes me happier than to give new responsibilities to someone who is clearly ready (actually let me rephrase that, it’s not giving new responsibilities because you have already started to do some of them on your own. It’ just paying you more for the things you’re already doing!)

But you have to remember that growth takes time, and you also have to remember that you need to OUTGROW your position, not just want/look for something new. Growth within a company is never given, it is earned.

The easiest way to earn it is to follow the 5 Sales Rep Growth Rules -

1. Know what growth means to you.
2. Always hit quota/goal,
3. Take on responsibilities before being asked.
4. Earn the respect of your team.
5. Develop yourself (outside of work) to gain the skills needed for the role you’re looking for.

There you have it guys. Go out and grow your positions, make more money, have more fun, and until next time – Make it rain. Hopefully this is you soon!

Kevin Dorsey - Head of Sales - SnackNation