BitcoinAddict

Is it important for AEs to specialize in a field for long-term career growth?

I was told by a mentor that early on, you can be a more generalized AE that is learning how to close deals. However, the further you go in your sales career, what really matters is how much expertise you have had in a given field.

For example, if you are 5 years into your closing role, they want you to have expertise in a given field as opposed to just having closing field. So multiple years selling into Cybersecurity or selling into Fintech so you can speak the language of that field and bring that unique expertise with you.

Is that true?

☁️ Software Tech

25 comments

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ZVRK

Politicker

Enterprise Account Executive

Well, it kinda makes sense for the AE as well. I mean, by chance, my last two roles have been about selling to HR mainly, so that’s 10 years already with the same (or almost the same) “persona”. This was an advantage for me getting my current post, and if i were ever looking for another job i would def try to leverage my expertise.

BitcoinAddict

Opinionated

That for sure would give you a massive leg up!

Space_Ghost20

Valued Contributor

Account Executive

I asked a similar question a couple months ago. There didn't seem to be a consensus. But I also wonder about this. In the current market, it does seem to be the case that employers value specialization more. But over the long term I don't know.

SaaSsy

Politicker

I personally don't think it matters (except for having strong relationships with prospects in a specific sector). AEs can learn a new product, a new process, a new whatever. If you know how to prospect, build rapport, qualify and close, then who cares what you're selling?

Kosta_Konfucius

Politicker

Sales Rep

Jack of all trades, master of none

detectivegibbles

Politicker

Sales Director

Can probably be argued both ways.

Lot of nuances within sub markets of bigger markets.

End of the day, if you can’t build a network and pipeline, sales probably isn’t ideal.

HVACexpert

Politicker

sales engineer

I don't know about "specialization", but having "expertise" in a certain vertical, product type, market, etc. would be EXTREMELY helpful I would think, it certainly is in my industry. I am not even close to knowing everything about HVAC, but there are a couple solutions/products where I have a lot of experience in, and that experience and reputation for knowledge for these items has absolutely gained me some street credibility.

I am sure that would be valuable in other industries.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've been selling software for more than two decades, with a few different solutions. Some resonated for me more than others; I could articulate value better for some technologies, so that's where I focused.

There's also the possibility of having a focus on certain customer verticals, which can also be attractive to employers - being knowledgeable in FSI, or healthcare/Life Sciences - can be a bonus as well. Having the ability to sell into regulated industries is key for some solutions.

So it's really twofold - what you're selling, and who you are selling to.

BitcoinAddict

Opinionated

You make so many good comments here!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Thank you! There was a lot of coffee involved.

BitcoinAddict

Opinionated

I am a cold brew addict

Sunbunny31

Politicker

Sr Sales Executive 🐰

I’ll take it in almost any coffee form. Cold brew is good stuff!

oldcloser

Arsonist

💀

Which type of doctor makes more money, an anesthesiologist or a general practitioner? I think same applies long term to max an income as an IC..

BitcoinAddict

Opinionated

Can't compare med school to sales or medicine to sales like that. You need really good grades to even be considered for anesthesiology.

CuriousFox

WR Officer

🦊

I've seen it moreso with vertical - government, healthcare, manufacturing, etc.

Maximas

Tycoon

Senior Sales Executive

Totally agree with your mentor!

CRAG112

Valued Contributor

Account Executive

Never seen a sales job where you can't learn the ins and the outs. Lets be real here. Most sales jobs have no real training, and you're researching and learning the industry on your own anyways.

Come prepared and get the job.

BitcoinAddict

Opinionated

I disagree, in some you have to know the industry well or you sound like an idiot in front of prospects.

Justatitle

Big Shot

Account Executive

Depends on the industry, something like manufacturing or cybersecurity, it's probably important to specialize but there's other fields like selling to HR or e-commerce where the platforms are simple and so specialization isn't really important.

BitcoinAddict

Opinionated

Fair take, I agree. Sucks that it is so hard to get into cyber.

Justatitle

Big Shot

Account Executive

Yeah, would have loved to have started my career as a BDR in cyber.

SaasSlingin

Politicker

Sr AE

I consider this a good amount. Part me figures it can only benefit the AE to master a given industry/persona then then another part of me figures your siloing yourself and making it harder to transition should you ever have to down the road. All in all, not sure but at the end of the day I just care that I can sell and close.

BitcoinAddict

Opinionated

Slingin Saas, has a nice ring to it

JustGonnaSendIt

Politicker

Burn Towns, Get Money

I can speak from personal experience - The trick is to balance being a generalist with specific field expertise.

When I say generalist... I don't just mean 'closing skills' i.e. 'I can sell anything' - I mean field. For example, IT Software, IT Hardware, etc...

So - You could spend a few years selling supply chain, then CRM, then Cyber, and gain progressively more IT sales experience / Software sales experience. This gives you deeper insight into the value to the customer of a particular solution.

The same could be said about IT Hardware sales, vehicle sales, marketing sales, building material sales, etc...

Broad industry specialization is beneficial. Specific solution specialization will run out of steam in terms of sales career growth more quickly.

When you get into the big-ass-deal space, those 8, 9, figure deals we all salivate over the opportunity to run - 'closing skills' are not going to get you there. They are table stakes.

You have to be able to understand a customer's problems and articulate the value of your solution over alternatives. Including competing initiatives that may be underway within the customers broader business plan.

'Closing skills' are really just tactics. As you seek larger and larger sales roles, you need to be focusing more on strategy.

Of course, all of this depends on your own aspirations. Want to be the top dog CRM sales person and DGAF about anything else? Focus on that. Be the best damn CRM advisor your customers could ever have.

Want to manage strategic accounts for a tech giant? Go broader.

dopeness

Executive

Regional Field Rep

I think it's more about staying in the same industry so you can leverage your network more and more the longer you've been in sales.

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BitcoinAddict

Is it important for AEs to specialize in a field for long-term career growth?

25 comments

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