SalesPanda Webinar Series

The Secret Roadmap to a Successful Career in

Technology Sales & Marketing
- Rajeswari Murali
Career Development Plans!!
Weve 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 ones
life.
Increasingly careers are looked at
holisticallyyour 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 specializingDont wait ..Do it yourself!
Sales Vertical climb to Head of SalesSales Planning, Business Development
Account ManagementRelationships are key; Delivering Value to clients
Channel Sales..Understanding Channel Partners, Distribution channels..
Sales OperationBack-end functions of Sales showing execution excellence,
coordination, collaboration
Sales Analytics data mining; analytical ability,
MarketingBrand 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 Dotsa 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 heres a fun illustration the stimulus
and the individualized result!!



Thank You!!
Raji Murali
rajimurali@yahoo.com
About SalesPanda
TM

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




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For more information contact :
Samit Arora
Founder Director, SalesPanda
samit.arora@salespanda.com
M: 9811900616