The rise of startups over the past decade has been revolutionary. Embarking on a sales journey within the dynamic startup ecosystem is undeniably challenging, but the unique learning curve offers invaluable advantages.
Initially, my belief centered on the notion that working with established brands or MNCs provided a broader spectrum of opportunities, contributing significantly to my professional growth. However, a transformative conversation with my mentor, also my boss, altered my perspective. He emphasized that, regardless of B2B or B2C, our brands carry substantial weight (around 60%), with our selling efforts comprising only 40%. This realization prompted me to reconsider the significance of achieving sales targets within already established companies boasting market share and brand recognition.
Joining a startup sparked concerns about longevity, timely payments, and the challenges inherent in a fast-paced environment. The comfort of reputable companies had made me hesitant to make a move. But my trajectory changed when I joined a startup, backed by significant stakeholders with an aggressive growth target. This new venture challenged me on both sales and revenue standpoint, shattering my previous belief of being omniscient in sales.
Here are my Learnings so far…
1. From comfort zone to trial & errors
In the startup realm, a standard strategy is impractical. Organizational dynamics, products, and solutions undergo frequent changes. I adopted a mantra: continuous learning, unlearning, and relearning. This approach involves breaking away from past practices, approaching situations with the fresh perspective of a child eager to explore and face new challenges daily. Trial and error become crucial in refining sales pitches and offerings, adapting to evolving market demands while maintaining the core benefits of your product.
2. Selling without brand weightage
Moving beyond brand recognition involved embracing best practices. Confidence in pitching our product stemmed from a robust offering. While our solutions may still be exploring their uniqueness upon entering the market; adaptability, customization, and swift delivery become priorities. Crafting a well-defined vision aligned with the product or services became essential.
3.Teamwork & improved collaboration
In a startup, the advantage of being part of a small, collaborative team is invaluable. Transparency, simplicity, and easy accessibility are inherent in the organizational goals. Critical decisions sometimes need immediate resolution and the possibility in a startup up is much higher than an established organisation structure that poses challenge with rigid framework.
4.Patience
Patience is a virtue, and I am learning patience.It is a tough lesson
Elon Musk
In the startup world, being calm, going with the flow, and persevering through rejections is essential. The journey may be tough, but the ability to adapt and persist is key to success.
Hope you have some key takeaways for your next career move 🙂
Contributor – Sankaran Chandrasekaran, Seasonal Sales Expert with 17+yrs of experience Ex.Monster, ADP, etc.
