In short it is about motivation, not ability. I’m going to make this really personal. My first ‘real’ job was a sales role. I was attracted to a career in sales at the time because my house mate who had graduated a year before me had embarked upon his own sales career and was enjoying all the trappings of success; a flash company car, full Sky Sports package and no concerns when it came to paying for our regular Sunday evening Domino’s pizza.
When you began your career in professional services did you ever think you’d end up in sales? Probably not. Maybe you still don’t. However, in most consultancies once you reach the level of Partner you are given a formal sales target to achieve. Welcome to sales!
Jo is a technically brilliant accountant who has worked hard to climb her way up to the upper echelons within a large management consultancy firm. Along with her strong technical skills, Jo has always been great with clients, providing an efficient, flexible and supportive service, building relationships based on trust, and providing insight and advice that really adds value. Jo has just been promoted to Partner and she is delighted – with one exception: It’s the first time that Jo has been given a sales target to meet. Jo does not see herself as a salesperson. She knows she is great at what she does, but now she is also expected to bring in significant amounts of business and will be judged accordingly.