The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in...

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SalesPanda Webinar Series The ‘Secret’ Roadmap to a Successful Career in Technology Sales & Marketing - Rajeswari Murali

Transcript of The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in...

Page 1: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

SalesPanda Webinar Series

The ‘Secret’ Roadmap to a Successful Career in

Technology Sales & Marketing

- Rajeswari Murali

Page 2: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

Career Development Plans!!

We’ve reduced it a yearly ritual …something to be done with

for the checklists…

Page 3: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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…

Page 4: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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.

Page 5: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 6: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 7: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

Sales Competency Pyramid - ASTD ©

Page 8: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 9: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 10: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 11: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

Questions???

As you think about this here’s a fun illustration … the stimulus

and the individualized result!!

Page 12: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

Thank You!!

Raji Murali

[email protected]

Page 13: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

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

Page 14: The Secret Roadmap to a Successful Career in TecThe ‘Secret’ Roadmap to a Successful Career in Technology Sales and Marketinghnology Sales & Marketing

Thanks

Be a SalesPanda, Sell Socially,

Simplify your Life !

For more information contact :

Samit Arora

Founder Director, SalesPanda

[email protected]

M: 9811900616