RedLightning

Mid-Market AE

Considering leaving my company

Hey All,

I really like my company, but it's becoming clearer and clearer that the department I sell into is losing budget and our product is becoming a "nice to have." I've become a much better seller during my time here, but I think it's time for me to move on.

I'm curious to see how others in the War Room have evaluated new roles. I'm familiar with RepVue and will be looking through that, will read product reviews, etc. But, how do you evaluate an industry and the persona you're selling to?

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23 comments

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jefe

Arsonist

🍁

It should be a better gig and paycheque than your current role, and have good/better opportunity for growth.

I also think you need to be comfortable with the culture/leadership, and be able to get excited about what you're selling. Also to identify the need for the product and where this company sits in its industry's competitive landscape.

For the last one, G2 is good.

RedLightning

Politicker

Mid-Market AE

The frustrating thing is that we have a good product! We just sell to a seemingly inconsequential department that is full of very complacent people. Nothing wrong with that, but they're not the strongest champions....

Sunbunny31

Politicker

Sr Sales Executive 🐰

So your ROI doesn't line up to saving money, which can be a compelling reason to buy (as I'm sure you know).

RedLightning

Politicker

Mid-Market AE

@Sunbunny31

In theory, we help attribute ROI to communications departments and make their jobs easier. In reality, our sales process is typically supplanting another tool and fitting into their existing budget - so we sell more to end user benefits than biz benefits.

Internally, PR/Comms teams don't tend to want much attribution and generally aren't too ambitious. They just want something easy to use and to not get in trouble at work. So, they're not the first pick you'd make if you were looking for internal champions.

Timelines shift drastically deal to deal and the competitive landscape is very commoditized, leading to the lowest bidder winning most deals.

We can help with cost savings, by outsourcing elements or cutting external agency spend by internalizing work into the software, but the lack of ambition hurts us here by our Point of Contacts not caring about the savings, not wanting to take on more workload, or generally not wanting to rock the boat to improve performance.

Orgs we sell to are starting to cut down on their spending in this area. Not necessarily our core groups, but the next batch of winnable deals.

I can absolutely be better deal by deal, but it's a bigger issue than just me.

It's a great company to work for otherwise! The root issue is that the sales rep is the person who is the most invested for almost every deal.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Thanks for the explanation. Big issues for sure, commoditization and the macroeconomic environment only part of it. Honestly, you seem to have a solid grasp of the challenges, but the lack of champions in your ICP seems to be that silver spike to the heart. In many cases, it’s possible to flip the challenges (as you see them very clearly) but I’m at a loss here.

If you are going to start looking, clearly avoid selling to the same ICP. Are you comfortable selling to IT?

RedLightning

Politicker

Mid-Market AE

I'm working on getting better to see if there are things I can do to more consistently highlight the challenges and what we can help with to build champions. But, I'm hitting a point where I don't think it'll change too much.

I've never sold into IT.

Kosta_Konfucius

Politicker

Sales Rep

Might not be what you are looking for, but your network is typically the best resource to use. So you get the truth about the role, pay, and market fit

CuriousFox

WR Officer

🦊

I agree with Kosta. Surely you're connected somewhere?

RedLightning

Politicker

Mid-Market AE

I need to find the best way to determine if I'll gel with the buyer personas and if they actually give a shit

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I second this along with @CuriousFoxdig into your network.

Wellss

Tycoon

Channel sales

Is there any opportunity for growth within your current position? Or maybe even a lateral move into another department if you're interested in that? Good companies that you really like are hard to come by these days in my opinion, so if it was a company I loved, I would love into that route first

RedLightning

Politicker

Mid-Market AE

Not and this point and I don't want to get out of sales.

Diablo

Politicker

Sr. AE

Do you have a list of companies that you want to work for or it doesn’t matter sort of ?

RedLightning

Politicker

Mid-Market AE

a little of both. My biggest thing I'm looking to qualify on is the buyer persona and the space in general.

TennisandSales

Politicker

Head Of Sales

for me here is what i consider:

- where will my current experience be valued the most?
- if im going to switch industries completely you need to have a REALLY good reason to do so.
- can i make more money at the new org?
- will I have MORE/better opportunities in the future?

i always have a list in a google doc titles "future companies to work for" so when the time comes I know where to start looking.

RedLightning

Politicker

Mid-Market AE

I'm building out a google doc now. I'm not looking to make an urgent move - likely going to start taking calls and line something up for january. I really like the idea of keeping a google doc of good companies to work for!

I'll almost certainly stay in SaaS but need to sell to a different persona. More money would be great, but isn't the main driver. My current company had great advancement opportunities, but I think our product is shifting into nice to have mode and growth is slowing down.

My main criterias ATM is "will my prospects actually care", "will I gel with that persona", "how does the product/department I sell to help company initiatives"

TennisandSales

Politicker

Head Of Sales

sounds good. Before you sell to a different persona/industry i would think about is there a product in the same industry that is looked at as more of a "must have" any time you can stay close to what you sold before, it can help you be viewed as more valuable and get a higher offer.

BourbonKing

Valued Contributor

VP of Sales

Look inside your own company for the answer. What products/services do you or your company use that are considered "indispensable"? What departments are always growing and receiving seemingly unlimited resources (vs. those that are always downsizing or getting their budgets cut)? Once you've identified those hot products, services, and departments, focus your job search on roles with companies that sell those products/services into those key departments.

It's great to have a good product to sell...but if your target audience is no longer buying it, you need to move on.

RedLightning

Politicker

Mid-Market AE

Good point! I think our target audience is no longer buying.

activity

Politicker

VP, Business Development

I always try to evaluate industry and persona by saying if everything went to shit, would this product be essential to running the business. I like to be at companies where they are essential to operate a business efficiently.

Arzola

Valued Contributor

Business administration

I really think that the comfort zone is terrible, understanding that one gains a feeling of debt towards the company that gave the opportunity and made you grow in your career... however, not feeling or not having growth opportunities is the same as Speaking of dying at work, one should always seek to grow and improve where they are and when you reach the roof jump to a bigger building, today the one who stays still dies in business.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

What are you looking for? From what I read, you're saying that selling is tougher than you thought it would be and you want and easier sales gig.

Everything is "nice to have" when you look at it in the proper perspective. A good sales person can create the urgency which makes their solution a "need to have".

RedLightning

Politicker

Mid-Market AE

Fair point. It very well could be me not being as good as I think I am. But, I'm also seeing it across the rest of the org, so I think there is validity in the market adjusting. It's probably a little of both.

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RedLightning

Considering leaving my company

23 comments

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