Managing Your Sales Career by Understanding Your Career Capital

Take Control of Your Sales Career

Sales careers unfold in the most interesting ways. Although sales skills can be highly transferable, most companies want to hire salespeople with specific selling experiences, educational backgrounds, or achievements.

They won’t hire you just because you can sell, they’ll hire you because you’ve

  • Proven you can sell to a specific set of target clients

  • Worked in the same domain as their buyer

  • Sold contracts with similar ARR

  • Closed deals with similar sales cycles

Behind closed doors most sales leaders agree that great salespeople can sell anything. Nevertheless, good salespeople will be hired over great salespeople every time for one simple reason.

Companies don’t grow without new customers.

The only way to ensure a company will get new customers is to hire high-performance sales talent who’ll bring in new business month after month, year after year.

This simple truth makes hiring sales talent risky business. Poor hires mean no new customers, no growth, no money, and pave the way for financial devastation.

A few rounds of bad sales hiring and you’ve depleted cash without filing the pipeline with new business opportunities.

This makes hiring salespeople one of the most important decisions any business will make. Frankly, there’s a lot at stake.

So what’s the number one way to minimize sales hiring risk?

Hire salespeople who have performed under similar circumstances with similar prospective customers selling similar solutions. When it comes to hiring, past performance is a good predictor of future performance.

If you have to place a bet on your company’s future, and there’s a lot to lose, tried and true choices are the best choices for most companies.

What does this mean to you as a job seeker?

Find customers you enjoy selling to and stick within that sector. Because you’ll be most attractive and more valuable to employers who also sell to this type of prospect.

This is your career capital. You’ll need to build on it and leverage it throughout your sales career. You’ll be paid more as you develop experience with a particular type of buyer.

When you’re looking for a new sales job, don’t overlook companies that sell to the same audience. Companies in your competitive landscape can be strong employment prospects.

Actively managing your sales career is an important step in having a successful and prosperous sales career.

When you’re ready to make a move to a new employer, your willingness to sell for a competitor or a company that provides a similar solution, sells to the same target market, company size, ARR rates, etc... will help determine the quality of opportunities you’ll be considered and ultimately hired for.

After all, your past selling experiences will help determine your future selling opportunities.

Make every move count.

Ready to find a new sales job? Check out our top software sales jobs today!