In a recession there is one job that is never in short supply – sales. No company is getting enough sales, and for those that are hurting due to the economy, sales is the primary point of attention. Managers are putting pressure on low performers, and firing or reassigning those who are unable to contribute. This level of attention may make some people feel like sales is a high-pressure and ultimately undesirable job. But in fact, a sales role can be very fulfilling and liberating if you are good at it – i.e., if you understand what drives successful sales.
I'll talk about what these drivers are in a future article, but right now, let's discuss the high end of sales – which is business development.