DISQUS

innonate · 11 months ago

I like the last paragraph. Why be ashamed, unless you're a shameful sales person!?

Laura Ricci · 11 months ago

I find this most often in Technical firms. I suspect the reason is that firms will cross train and recruit from their technical staff, and these engineers and scientists are loathe to adopt a sales moniker, but can ease into it as a Business Development representative. I think it is more for the comfort of the salesperson, rather than trying to bluff the prospect.

Mark I LaRosa · 11 months ago

Laura,

Its true, that often its for the "comfort" of the sales person, but thats part of the problem. Unless you recognize what your role is, and are comfortable with it, you will have problems in sales. If you see yourself as a business development person, and your prospects see you as a business development person, then there is less of a definition around what you are trying to do. If you are charged with a quota, you need to sell. The joke is always, "A business development guy is a sales guy that can't close a deal." I don't necessarily agree with that - but the origin of the joke is that when you classify yourself as a business development person, when you are really a sales person, you actually put yourself in a position where it becomes harder to ask for the sale - because you have positioned yourself as establishing a long term partnership for the greater good of the companies. "Business Development" tagged people, that are actually sales people, are in my experience those that are afraid to ask for the close - afraid to ask for the signature on the dotted line.

My exact point is that there is nothing wrong with being a salesperson, and if you are not comfortable with that moniker, then you might actually be too timid to actually ask for the sale - and therefore, perhaps shouldn't be in sales. Maybe you would be better positioned in a business development role finding new channels and partners for the company.

business directory · 11 months ago

The bottom line is that I object when the term “business development” is somehow used to trick the customer into thinking that the sales person is not a sales person, but trying to find some “partnership” with the firm.

Mark I LaRosa · 11 months ago

Exactly. You should always be building trust, and unless you are actually there to build a partnership, you should not be claiming that you are. Its dishonest, and you will actually see sales decrease because of it.