Advice for anyone entering the sales world

[Taverner]

I'm a Systems Engineer (aka the techie in a sales call) for a software company. I like the sales world because I can separate myself from it, and never really be a part of the politics. Because I can keep this distance, I never blow my lid. But many sales guys and gals do - they get too involved or take it too personally. It's just 1's and 0's - how can you take anything personally?

Anyway, my advice for anyone entering this world is...

- Never speak of a deal as "my deal". Refer it always as "the" deal. Not a lot of people do this, but it helps keep distance. The more emotionally involved you are, the more stressful everything is.

- If you are a woman, expect to be called "bitch" behind your back if you are good and "slut" if you are in the least bit warm. Sales guys see themselves as a fraternity, and as a result they will always view women as outsiders. That will change someday, but that's just the reality now.

- Never lie about the product. Ever. Many salespeople do to make the sale, but this is not only illegal (Sarbanes Oxley) it will come back to bite you.

- Never be afraid to say "I'll get back to you on that" if you don't know the answer. The customer just wants the correct answer, and can wait. Besides, it gives you a chance to "touch" the account afterwards.

- Don't work on planes. Trust me, you won't get any real work done, and you'll miss out on the only "me" time allowed on your job. Read a book, watch a movie, flirt with the flight attendant - do whatever.

- Always share the rental car. This will make sure you're on the same page with the other guys, and will save the company money AND it's really a bitch to drop off a rental car halfway up town, take a shuttle all when the light leaves in 20 minutes. Also, think of the environment.

- Never trust anyone. As long as you understand everyone in sales is out for #1, you can set your expectations. Now - don't act in an untrustworthy manner, but don't expect anyone else to be anything but selfish. Remember, the work model is based on greed and envy.

- Never argue with legal. They're right - and they spend hours every day making sure of it.

- Never go on "hunches." Hunches are slightly less effective than a shot in the dark. Go with what's documented and proven. That way, if you have to explain yourself, you can source your reasoning.

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