Aspiring Salespeople: A Career in the Tech Sector Can be a Great Path, But Don’t Limit Yourself to It
Many early-career salespeople are drawn to the technology industry for a variety of valid reasons. Among them are the opportunity to work for rapid-growth companies offering cutting-edge products, high earning potential, and a fast-paced environment. At the same time, there are also compelling reasons to pursue a career path in another industry. As each individual and job opportunity is unique, there is not a uniform right or wrong decision, however being open to alternatives can pay dividends in terms of career growth and satisfaction.
One Person’s “Boring” is Another Person’s “Stable”
As someone who entered the workforce at the height of the dotcom boom and witnessed its collapse shortly thereafter, I have seen many “disruptive” tech companies and industry leaders come and go with equal velocity. While hitching one’s proverbial wagon to the flavor of the month can pay short-term dividends for sales reps, how many tech industry sales reps’ careers involve more employer changes than the twelfth man on an NBA basketball team? While a sales career will inevitably involve high and low periods for even the most skilled reps, companies in more mature sectors with established long-term customer demand can offer more predictable and stable earnings, something that usually becomes more important to salespeople as they progress in their careers and lives.
Less Reliance on Technical Sales Support Can be Rewarding
While I have tremendous respect for pre-sales engineers/solutions consultants and the value that they provide to sales organizations and their customers (I even was one for a brief spell), there is something very fulfilling about being able to fully master product knowledge and communicate value to customers without a need to lean on someone else. Particularly in instances where a company is forced (or chooses) to scale back support resources, it can be more productive to not have to compete with your colleagues to capture the attention and schedules of technical experts. The ability to be a trusted advisor to customers (and the associated satisfaction) is often heavily tied to a salesperson’s ability to provide strategic guidance on how to solve their problems, which is a lot easier to do when you fully comprehend their needs and how your solution can address them.
Greater Potential to Progress into Non-Sales Leadership Roles
While I have not conducted a formal study, having reviewed a wide range of profiles of senior leaders at tech companies over the course of my career, more often than not, they have technical degrees and experience. If one’s ultimate goal is to move into a strategy or general management role, lacking such knowledge and expertise can be prohibitive. For example, it’s a lot easier for someone to become an expert in banking or transportation services through general business education and work experience than it is in data storage or engineering software. While a first sales job at a high-tech company may be exciting, what is fun today could represent a roadblock tomorrow.
Earlier Full-Cycle Sales Job Opportunities
While the role emerged at a rapid pace and almost everyone in tech sales seems to have an opinion concerning its potential demise, a career in tech sales often requires one to start in a Sales Development Rep role that is limited to generating early-stage pipeline for more senior sales reps and doesn’t provide the opportunity to manage a full sales cycle. While developing strong “outbound” skills is critical, these roles can often be “dead ends”, offering limited or no potential for promotion into roles with greater responsibility and earning potential.
Conversely, while few companies place unseasoned sales reps in front of their highest-value prospects or customers on day one, non-tech companies are more likely to hire and train people for full-cycle roles from the onset, providing expedited opportunities to gain experience while earning more. Even if one’s ultimate goal is a career in the tech sector, it can often be easier to secure a mid-level tech sales role by being an Account Executive in another industry than a Sales Development Rep at a tech company.
Keep an Open Mind and Don’t Be Afraid to Go Against the Grain
While young people are naturally prone to conformity, taking the road less traveled can make a real difference. Tech sales can offer an exciting and lucrative career path, and it is a great option for many people. It’s also not the only option. Whether you are seeking your first sales role or considering an attempt to migrate to the tech industry, take the time to weigh the pros and cons of each individual job opportunity and think five, ten, and twenty years down the line when assessing which path is the best for you.
