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Sales Process Explained Account Executive, Business Development, Account Manager & Sales Consultant - YouTube
Channel: Patrick Dang
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everybody what's going on it's patchy
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dating here now if you are considering a
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career in sales or maybe you're just
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starting your SEOs career I know it can
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be difficult to know what all the
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different roles are especially if you're
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working at a larger organization right
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how do you know what's the difference
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between an Account Executive sales
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development business development Account
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Manager there's all these different
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roles and it can be very confusing to
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navigate so what I'm gonna do in this
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video is I'm going to show you all the
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different roles that there are when it
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comes to sales and you're gonna be able
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to see which one is going to be the best
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fit for you based on what you want to do
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and you want to make sure that you watch
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this video to the end because if you
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join the wrong organization or you join
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the wrong role you might be going in the
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wrong direction doing something you
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don't enjoy so in this video I'm gonna
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give you the inside scoop of how this
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all works and I personally myself I used
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to work at Oracle which is one of the
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largest tech giant's in the world and we
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had a very large sales team of thousands
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of people so I'm really gonna show you
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how this all goes down now before we go
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ahead and get started make sure you give
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this video a like subscribe and turn on
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notifications and let's go ahead and
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dive in alright so when it comes to
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sales the first thing before we even get
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into the different types of rows you
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have to know how sales is broken down
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and especially if you're joining another
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company like an Oracle or even if it's a
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smaller company it's all about your
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territory alright so let's go ahead and
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write that down territory okay so when
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it comes to your territory you have to
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know what you're getting yourself into
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right some companies they might say if
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they're a smaller company they might say
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something like hey if you join this
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company you're gonna get the let's say
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you're selling in America in the United
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States they might say you're selling
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into the east coast or the west coast
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right but if you are working at a larger
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organization let's say for example when
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you work in Oracle they might give you a
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specific state so you have to know
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geographically your geographically where
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you are going sometimes it's by state
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sometimes it's by region
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[Music]
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you know it's really going to depend and
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so when you're joining an organization
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make sure you're selling into a place
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where you feel like you can be
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successful and you want to actually sell
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that right because a lot of times you
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gotta visit your customers in person
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okay so beyond the geographical location
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people might get a little bit more
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specific right so it might be by
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industry meaning sometimes they'll say
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okay you can sell in California to
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retail companies right or they might say
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healthcare or finance and it gets really
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specific sometimes it goes into the
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company size like small medium business
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medium size let's say like mid market
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[Music]
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and then what I was doing when I was
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working at Oracle is I was selling into
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enterprise right so enterprise so pretty
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much you got to know the size of the
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company you're asked to sell into right
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so if you are selling to let's say small
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companies like let's say local
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businesses and coffee shops obviously
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the deal size will probably be smaller
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so you have to sell more frequently so
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there's a lot of velocity but if you're
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selling into enterprise let's say
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hospitals with over a thousand employees
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then you don't necessarily need to sell
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you know every single day you might do
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maybe five or ten deals a year but
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because a deal size is so large that it
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makes up for it right so the larger the
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companies you sell that the bigger the
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deals the less deals you have to do in
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order to hit your quota but if you're
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selling into smaller companies where the
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deal size is smaller mate let's say
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$1,000 or $2,000 per deal then you're
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gonna have to do more volume in order to
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hit your quota so it really depends on
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what you're trying to do do you want to
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sell into big companies and have a few
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deals or you want to sell smaller
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companies and have a lot of different
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deals right so it's really up to you but
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you have to know the territory you're
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selling into geographic location the
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industry and the company size and what
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you're selling these things into because
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if you don't enjoy what you sell you're
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not gonna enjoy the job you have to make
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sure you know what you're getting
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yourself into so now that we understand
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the territory
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specs of things let's go ahead and dive
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into the different sales roles in those
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territories so let's go ahead and flip
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the page alright so the first thing I'm
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gonna mention is there's gonna be four
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different roles we're gonna talk about
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the first one we're gonna talk about is
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the account executive okay accounts
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right so when it comes to the account
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executives you want to think of them as
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the quarterback of a deal right so like
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I said before when you're selling at a
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large organization you might be assigned
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a territory and within that territory
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there may be many different salespeople
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selling to the same customers but each
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salesperson has a different role to play
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in closing the deal so essentially
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you're selling as a team an account
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executive they're the ones that are the
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quarterback so they're they're gonna be
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the ones that have the main relationship
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with the customer right if the customer
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has any questions they're going to be
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talking to the Account Executive if
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there's gonna be any demonstration or
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presentation that's usually going to be
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account executive and of course if that
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cow executive is doing so much of the
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heavy lifting they're also gonna be the
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ones that close the deal and obviously
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if you're doing more work you actually
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earn more commissions so if you're
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trying to make the most amount of money
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as a salesperson Account Executive is
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usually where you want to be now for an
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account active obviously their role is
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to close deals but some companies they
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have to generate their own leads what
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does that mean exactly well they have to
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find customers meaning they have to do
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code email send LinkedIn messages or
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cold call in order to find a prospect
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someone who might be a good fit for
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their product and service and actually
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sell them right now
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within the last like five to ten years
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is this new role that came about and
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that role is to support the account
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executive because the account executive
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their role should be closing not
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necessarily generating leads so this
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whole new role came about in the five
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five or ten years ago and it's called a
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sales development rep also known as a
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business development rat right SDR and
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BDR so what is these people do well
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their goal is to generate meetings for
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the Account Executive right so usually
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if you're joining let's say a large
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company like Microsoft Oracle or
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Salesforce the most likely you're gonna
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start over here where your goal is to
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generate leads with potential customers
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you send them a cold email LinkedIn
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message or a cold call and you ask them
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for a meeting and once you generate that
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meeting the account executive will then
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go on the call and try to sell into that
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customer but you see when you're
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starting out sometimes you're just
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generating leads and that's okay because
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how these people make money is they make
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money from generating the lead so maybe
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they might get paid for every meeting
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that they set up that qualified meeting
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that is or if they generate a meeting
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and the account executive actually
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closes the deal they might get a small
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percentage of the commission and I again
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it's a small percentage because the main
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commission goes to account executives
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because there are doing most of the
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heavy lifting so the scr PDR is the
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support the account executives and
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generate leads for them right usually
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you can do it be an SDR and then you
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graduate into an account executive which
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is naturally one of the next steps that
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you can take now what are gonna be the
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different other roles that you can
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actually explore here and actually
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support the account executive is let's
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go ahead and go into another one so I'm
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going to put this arrow over here and
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that's gonna be the sales consultant
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[Music]
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all right so this pillow Fox over here
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all right so what exactly is a sales
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consultant they also sometimes are
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called sales engineers and essentially
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when account executive sells into a
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customer obviously the account executive
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understands what the product and service
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is and how if it's the needs of the
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customers but sometimes if you're
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selling something more technical like a
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like a software or an API or something
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like that you need a little more help
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because you may not understand all the
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technical details for example when I was
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in that County Executive at Oracle
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selling HR software right it can get
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very technical so if the customer is
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asking me how does this integrate with
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our database I might answer that
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question from a high level perspective
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but have I ever coded or worked in the
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database myself before no because that's
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not really my job and that's where the
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sales consultant comes in a sales
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consultant is brought in when the
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account executive needs a little more
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help when it comes to answering any
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technical questions right and you know
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you're not just a technical person
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because you still are selling so you
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still need a little more flavor on
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getting the customer to like you why Oh
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answering all their technical questions
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so this rolls really good for people who
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don't want the pressure of having to
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always be the one that closes a deal but
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they want to support and talk to people
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and and be in that Row where you're
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selling but you're a little more
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technical and you're supporting so sales
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consultants are really good for that
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aspect and so if that fits to a fewer
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personality that might be something you
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want to look into now what happens when
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a deal is closed right you generate the
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lead that you get support from the sales
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consultant account active closes a deal
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what happens when the deal was closed
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and that is going to lead us to the next
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row which is the sales manager
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[Music]
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Sales Manager or they might even call it
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sometimes a Account Manager so let's go
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ahead and use the the phrasing Account
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Manager right so essentially an account
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manager is a person that takes care of
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the customer after the deal is closed
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right so deals closed who gets paid well
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everyone in the territory so Account
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Executive gets paid ser gets paid sales
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consultant gets paid sometimes the
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account manager gets paid as well but
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once the deal is closed you got a
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customer and you obviously want to
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maximize the revenue from that customer
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so you sell them more stuff in the
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future and that's the job of a sales
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manager or an Account Manager depending
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on the company you're working at
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different titles right that's pretty
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much the same thing now here we're
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here's where it gets interesting let's
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say you got a customer you really close
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them their vision client for like two
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years right but they want to buy
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something completely new and it's gonna
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be a big deal for the company you work
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at well does this there's a Account
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Manager is he the person or she the
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person that supposed to sell the
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customer sometimes but a lot of times
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this the Account Manager will bring in
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the account executive to close the deal
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why is that if the customer yuri got the
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customer well sometimes when you're
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buying something new you're your client
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that you already have maybe looking at
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other options even if they are already a
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customer so that count executive has to
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come back in and a resell that customer
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on that new product or service and once
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that happens everybody's gonna get a
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commission because again it's by
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territory so that's why when you're
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thinking about the rules you want to
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join you also have to think about the
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territory because if the territory is
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not good nobody makes money but the the
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territory is really good and it's easy
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to sell that specific product or service
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to that specific demographic then
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everybody in that territory is going to
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make more money so obviously better
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territory more likely chance you're
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gonna hit your quota or just blow it out
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of the water so that's essentially if
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the four different roles
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when it comes to the people who are
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actually executing and selling into
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companies all right so when it comes to
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which role should you actually do
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obviously if you're starting out in
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sales
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typically your your probably gonna start
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over here if you're working at a large
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company or a sales development rep
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business development if you're working
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on a smaller company sometimes you can
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do both of these at the same time and
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then from here you can kind of decide if
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you want to be a sales consultant or if
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you want to go become an Account Manager
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it really depends on your personality
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but again based on kind of what I'm
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sharing with you in this video you can
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get an understanding of which one fits
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your personality the best so that said
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that's pretty much all the sales roles
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that we have to cover when it comes to
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working out large organizations so if
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you enjoyed this video make sure you
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give this video like subscribe turn on
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notifications and let me know in the
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comments which one do you feel fits you
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the most based on what I'm telling you
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today and of course if you have any
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questions put it in the comments I am
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happy to help and one last thing for
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those of you who want to take your sales
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game to the next level
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I actually just created a brand new
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in-depth sales training all you got to
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do is collect the link in the
[754]
description and it's gonna take you to
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that free training so again if you want
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to take your sales game to the next
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level link in the description so that
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said my name is pastor ding and I'm
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gonna see you guys in the next one
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