Your Own Sales Career
Who this book is for
Người bán hàng ở Việt Nam, bán giải pháp cho doanh nghiệp, bán dự án, hoặc bán hàng giá trị lớn cho khách lẻ; từ người bán một mình tới trưởng nhóm vài người. Người đọc là NGƯỜI LÀM NGHỀ: họ mang chỉ tiêu, ăn lương theo kết quả, và thường không quyết được giá.
Sound familiar?
- Can't calculate their own pay because the commission plan is too tangled.
- A bad month costs confidence, and the next month gets worse.
- Years in the job with nothing they can name as having improved since year one.
- Wants to move but is looking for nothing more specific than a higher salary.
After reading, you can
Help a seller understand their comp, survive bad months, and choose the next step.
Each chapter answers one question
Chapter 1: Do I really understand how I get paid?
How much was I paid last month, and can I recalculate it myself?
A salesperson who cannot calculate their own pay cannot keep control of their own career.
Chapter 2: Is a bad month bad luck, or a signal?
In my last bad month, what did I do differently?
This job measures you every month, so one bad month easily becomes two if left unhandled.
Chapter 3: Do ten years in sales mean ten years better?
What specifically am I better at this year than last year?
Ten years in the job does not automatically mean ten years of skill; it can be one year repeated ten times.
Chapter 4: Is my manager there to check me or help me?
What do I use my time with my manager for?
A good manager is a salesperson's biggest resource, and most salespeople use it wrongly.
Chapter 5: Should a great seller become a manager?
Do I want to sell bigger deals or manage people?
Sales careers branch early: bigger deals, managing people, or moving to other customer-facing work.