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
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