| As a recruiter, the best sales professionals whom I | | | | moral. Additionally, as a sales professional working at |
| come across are not exclusively members of either a | | | | large size firms, typically you only get to be involved in |
| large or small organizations. They come from all | | | | one facet of the company. You are a salesman or |
| corners, all walks of life, all races and backgrounds, all | | | | saleswoman, period. Your company has a marketing |
| different types of companies. However, the one thing | | | | department, an accounting department, a HR |
| they share is a hunter mentality, passion for their work, | | | | department, etc. Everybody has their job and they |
| intelligence and an entrepreneurial sales spirit. | | | | tend to stick with it. |
| Regardless of personality, there is an astronomical | | | | Selling at a Small Firm (our perception 100 or less |
| difference between selling at a large a firm and a small | | | | employees) |
| organization. Here are some concrete reasons why. | | | | Selling at a small firm can be both exciting and |
| Selling at a Large Firm (our perception 1,000 + | | | | challenging at the same time. The aspects which can |
| employees) | | | | be quite fun is that you get to be a part of a growing |
| While at a large company, as a sales professional, you | | | | company and you typically have direct access to the |
| have access to an entire marketing organization which | | | | CEO. With this access, you can use your creativity |
| solely exists to provide you and your team incoming | | | | and if you stumble upon a few good ideas, you may |
| leads. I don't have to go into full detail as to why this is | | | | become a shining star in the organization. Also, unlike a |
| immensely revenue driving. These leads are fish in | | | | large firm, you get to wear several hats such as being |
| barrel so to say. Additionally, you have a brand name | | | | involved in the marketing and advertising. It is my belief |
| product backing you. Again, with some help from the | | | | that regardless of an organization's size, sales |
| marketing team, buyers will get to know your product | | | | representatives ought to have influence on decisions |
| and will relate it with terms such as reliable and, | | | | such as this. |
| depending on the company, prestigious. Regarding | | | | However, just like the larger companies, it is not all fun |
| compensation, the base salary tends to be higher at | | | | and games. Selling a product which is less known and, |
| larger companies, though after commission it is quite | | | | therefore in the eyes of the buyer, less reliable is a |
| parallel to a small company. Eventually, you get stock | | | | challenge. Additionally, you may have to mirror as an |
| options if the organization is public, though nobody | | | | account manager because your firm does not have |
| besides the very high-ups ever get rich from cashing in | | | | dedicated support for the products or services which |
| on the company's equity. Part of this seems too good | | | | you sell. Managing accounts can be quite time |
| to be true, what are the downsides? Well, nothing is | | | | consuming as it involves a lot of administrative work |
| perfect in this world (Haribo Gummi Bears can be | | | | and occasionally, dealing with clients who are overly |
| debated though) and the same principals go for selling | | | | demanding. The last and most important drawback |
| at larger organizations. | | | | regarding working for a smaller organization is job |
| First of all, getting ahead in these companies is often | | | | stability. I've seen great salespeople have to frequently |
| very political and, very rarely do vice presidential spots | | | | switch companies because their current firm was |
| open up. Depending on the firm, people tend to get too | | | | having financial trouble. This does not look favorably on |
| complacent and this can ruin employee motivation and | | | | a resume. |