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Developing Your Sales Career
Sales 30 / 60 / 90 Day Plan
Sales Interviews
Sales Soft and Hard Skills
Sales Soft and Hard Skills
3 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether regrettable or not, and have to spend resources recruiting, enabling and eventually filling that......Read More
1949 Views
7 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Great question and something I love talking to (and sometimes 'debating') our leaders about - the idea behind 'what's the characteristic (or two) of your best seller you would want to clone?' For me, at the top of the list are 2 attributes I look for in potential sales team members: 1) 'Custom......Read More
4480 Views
2 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
First off, for those serious about a career change to sales, I would start off by building (or rebuilding) your network. This can be done is a number of ways including: - attending conferences and industry training events (virtual or in person) - focus on joining relevant industry and/or co......Read More
2097 Views
1 Answer
Katie Harkins
UserTesting VP of Sales • July 6
I decided early on that I wanted to choose sales as a career. My dad was in private label contract negotiations in the grocery industry and my mom was a successful real estate agent. I always saw them hustling at home. I came out of the womb selling. My neighborhood friend and I would sell tomato......Read More
758 Views
1 Answer
Katie Harkins
UserTesting VP of Sales • July 6
The most important sales skills that others inside your organization could benefit from that would improve their day to day work are a deep understanding of the customer. Why does someone inquire? Why do they purchase? When you're not in the room, how do they explain your product or sell your pro......Read More
705 Views
2 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Another great question and one that will certainly differ from executive to executive. However, in my experience some of the top intangibles for the top performers I have seen include: - Confidence and a winning personality. Now, I don't want to confuse 'confidence' with 'ego'...to have 'confi......Read More
1944 Views
2 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
The topic of 'feedback' is a passionate one with many people. For me, feedback is fuel, but at the same time it needs to be actionable and agreed upon for it to be that 'fuel' for change/innovation. My advice for if you don't understand, or agree with, the feedback you're receiving would be to st......Read More
1670 Views
4 Answers
Shahid Nizami
Braze APAC Vice President of Sales • January 10
LIke most professions, you can not lead a team well if you haven't done the job yourself. Must Haves : * You should have been a quota carrying sales rep for at least 3 to 5 years before you can transition into sales leadership. * Have a good understanding of the product. You don't want ......Read More
2242 Views
2 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
In my experience it's been less of a challenge enabling the sales/account team on 'hard skills'. Over time you can see to it that people become comfortable with demo'ing your platform, using your tech stack, understanding the financials. However, trying to coach someone in the art of 'customer st......Read More
1812 Views
2 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Ah.. a great question and something that I have yet to see perfected, but continues to get easier as many enablement and development professionals know and argue that companies cannot afford NOT to invest in the soft skills development of their employees. Historically I have seen that budgets typ......Read More
2048 Views