{ "media_type": "text", "post_content": "Is tech sales really worth the hype? I know the earning potential is much higher, but coming from a consulting background is it really hardcore sales “cold calling”, or more client management and building on top of preexisting relationships? I don’t have prior sales experience and trying to gauge the risk. Thanks!", "post_id": "5f5f93ba8221680021b05034", "reply_count": 9, "vote_count": 2, "bowl_id": "552d1d24dc1c586b09d2d051", "bowl_name": "Consulting" }

Is tech sales really worth the hype? I know the earning potential is much higher, but coming from a consulting background is it really hardcore sales “cold calling”, or more client management and building on top of preexisting relationships? I don’t have prior sales experience and trying to gauge the risk. Thanks!

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You can make a lot of money or you can get fired for making zero sales

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Earnings floor is lower too. High risk/high reward.

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Tech sales also has super aggressive performance metrics. They will not hesitate to put you on a PIP

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I have an IT sales background and left it due to the constant pressure to perform regardless of overall wins. It can be very lucrative, but your ability to ride a wave after closing a deal is very short lived- you are expected to continuously perform no matter how well you did prior. It’s fine, but it can be very thankless- if you have a slump the pressure cooker will be turned on high, if you have a peak you’ll get praised and rewarded for 5 min before being asks to do more. The metrics continue to rise at impossible levels by design, and in the end people will either thrive or burn out on that pressure. I was definitely the latter, but I’m still thankful for the experience- I will always have a sales lens going into any engagement, which helps with client dealings and internal relationships. For the logistics, you may have to cold call or build off existing relationships, depends on the sales target and whether you’re pushing into a new product/markets. Regardless you do need to show up aggressive and hungry everyday- which requires a specific type of energy and doing whatever needs to be done.

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Certainly a big possibility! I knew of organizations that didn’t have such “aggressive” leadership, so I may have gotten the short end of the stick from a culture/organization perspective. Nevertheless it was a fascinating experience- I’d encourage anyone to try it out at least once in their career, if anything just to acquire the negotiation and social skills to perform the job.

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You’re swapping metrics. You don’t have to find a project to work, you have to close deals or originate deals. Like others have said, the floor is lower and the roof is higher. Some sales jobs will be cold calling as an SDR, some will be alliance sales, some will be technical pre sales/sales engineering creating POCs etc, and also things like account management etc. There are a lot of different jobs in sales which have similarities and differences. I love sales, but I don’t want to do literally any job in sales. I’m an alliance director now. My background is business analyst, management consultant, that sort of thing.

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Well some job descriptions look for ex consulting backgrounds as more organisations realise the benefit of not being pure ‘product pushers’. As for how people perform in this roles, I’d hope I don’t suck at my job...I am on track to beat metrics, which were set pre-covid. I went straight from a consulting role into a sales role. I will say that you need sales experience to work in sales. So I hope you’ve worked on a few RFP’s, pitches etc one way or another. Colouring in the slides and aligning boxes on the page doesn’t count.

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