Corporate Chatter
With Karen Tsolakis
HELLO everyone.
We got great feedback to my 17 Jul column, and it was clear the topic of winning new accounts and the rewards or fallout depending on the results resonated with many of you.
It is indeed a brilliant high to be called up on stage and be awarded ‘Best BDM’ at a company global conference.
Your head is already spinning from finding yourself at a dream location for three days and where it seems everyone is there to serve you. The 24x7 open bar further fuels the hallucination that you are a sales rockstar. The stories are legendary.
I remember a much-loved airline colleague who after partying non- stop for 48 hours, got on the next morning’s long-haul flight home. His text was gold: “KT, dying here. In Y class & next to someone who is coughing up a lung!”.
However, the everyday reality of life as a BDM is hard with unrelenting pressure to land that next account. Like the lions who must hunt to feed others or they are cast out and replaced, you either win or lose. And you need nerves of steel.
So today, lets follow you, a senior BDM, as you navigate the hurdles of a typical Request For Tender (RFT).
You learn that a high profile account will be going out to market. The relationship, however, is weak. There is no political or commercial connection, procurement is evasive and the reality is you do not really know nor have time to find out what their needs are. Experienced BDMs know what that means. You have buckleys.
What you do know, however, is your boss wants the business. You also have not won the past five RFTs. You scour salesforce for insights, but as usual it’s outdated or just guff. You call a few trusted contacts but not much help with MI or money towards a sign-on.
With sinking heart but outwardly calm because the office white-ant Gladys watches you like a hawk, you make up what sounds like a pretty convincing win strategy and get started. It will be a long four weeks.
The inside-sales tender writer drives you nuts with the same BS phrases in each RFT: ‘our dynamic & strategic approach’, ‘best in class’, ‘unparalleled service’, ‘seamless’, and my favourite, ‘our unique insights’. Seriously!
You ‘reach out’ to stakeholders for help but most have their own deadlines. If you need to fracture relationships chasing answers, too bad.
Four days out from deadline, product advises that the specific technology wanted in the RFT is not scheduled for build until 2019. You approach your boss only to hear…“what do we need sales people for if it’s only about technology?! It’s never just about technology. Sell our people, our service, our global footprint” .
You finally submit the RFT. With this one, as with many, you know there is nothing that differentiates you from the other top tier TMCs. As it’s a high profile account, the spotlight on you stays hot and the more time passes with no news the more despondent you feel. Externally however you look pumped.
The bad news eventually comes in. To a BDM there is no more dreaded phrase than “thank you… however unfortunately on this occasion you have been unsuccessful”.
Unsuccessful. To then to go in and tell your boss takes major psychological fortitude. You leave his office drained.
Having worked in sales for many years, I have much empathy for my fellow sales colleagues. The successful ones are a tough breed, super resourceful, persistent, connected and trusted by internal and external allies. They also have great interpersonal skills, engage with their team and regardless of the stress and long hours also make it enjoyable and where everyone feels valued. They know one never wins these bids alone and whether successful or not, they openly acknowledge everyone’s contribution.
Happy bidding everyone!
The everyday reality of life as a BDM is hard with unrelenting pressure to land that next account...’