30 September 2013

The energy of it all…

This evening I was sitting at Tyson’s Corner in the patio of a well renowned bar trying to hammer out a deal with a strategic partner. All the tables outside were filled with a lot of people with laptops opened up.
Occasionally, each table would erupt with boisterous yelling and high-fiving. For whatever reason, the women were yelling the most.
You have to be in the DC area on a Sep 30th to understand this all. Today is government financial year ending. All contracting has to be done today or else there is no guarantee for project money for next year. Everytime a table was hearing about a win, they would just burst out in joy.
It is like report card day for all government sales teams!
People who know me probably know that my the arc of my career has taken me from coding software to running services organization to leading marketing to leading sales to eventually being a general manager. Of all those, sales – is still to me – the job I respect the most. And the profession where the difference between the best and the not-so-good is so wide.
That is the job that has the clearest metric – you either got the dollars or you did not – and the least control of the variables – you are too dependent on external factors.
That is why winning a deal unleashes such a primal energy.
Sure, it comes with the cold slap across the face when you lose one. But over a larger horizon, if you are a good sales guy, you win out….
Love the energy. Respect the profession!!

Posted September 30, 2013 by Rajib Roy in category "Travelogs


  1. By Rajib Roy (Post author) on

    BTW, my starting in sales was very humble. That is why I still reply to all marketing emails with a standard, “sorry, but I am not interested”. I do hate the ones that do not do their homework – and I do let them know that – but at least I try not to string them along…

  2. By Kuntal Sengupta (Post author) on

    And then there are losers around your batch from Xaviers/RKM who are still coding and plumbing electrons even at midlife 😉

  3. By Vijay Ramchandran (Post author) on

    From my time in presales, I see it as something like law – at its best it can be truly great and at its worst really despicable

  4. By Rajib Roy (Post author) on

    Kuntal, lose some electrons! BE positive!! 🙂 Get it ? 🙂 You, of all, are certainly not a loser, by any stretch of the imagination…

  5. By Rajib Roy (Post author) on

    Vijay, I think that can be said of most things. Overall though, that is one of the toughest profession….

  6. By Gerardo Urías Lemus (Post author) on

    Raj! Can I quote some of your remarks on Sales? It is that I find them so real and so grounded that I feel more people should read them. Can’t agree with you more!

  7. By Ashish Misra (Post author) on

    Government contracts, eh? Clearly the rumours of a government shutdown due to political brinkmanship are greatly exaggerated


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