wondering where do you see best of skillset and mindset building happens? large corps ? where product market fit well established there is brand value and marketing people supppprting you or small corps? like first few sales hire who gotta sell it or die. also where is the bulk of money to be made ? I see repvue talking of 300k OTE how many people make it in startups context ?

You'll learn different skills at different places. Larger companies definitely provide more of a framework, and the good ones have well-defined training and support processes.

It's far easier to get into a sell or die company and know what to do if you've got some basic skills to start. At the very least, you'd have your own process to fall back on to keep you on track.

salesdetroit

Politicker

Director

Agreed. The resources of larger companies will offer up some pretty unique tools and broad learnings, but small companies are where you develop grit and adaptability as a seller. I recommend starting at a larger company and then fine tuning at a smaller company, because the frustrations of transitioning from the culture and speed of a smaller company to a larger company can be super demotivating.

KB_FarmerType

Opinionated

Strategic Sales

It’s a interesting perspective

SoccerandSales

Big Shot

Account Executive

I will second this, training and support in large companies are a big reason why I have had the early success I have had.

NotCreativeEnough

Big Shot

Professional Day Ruiner

as a new sales rep you're better off being at a large org. They typically have strong training paths in place for you to help you be successful, it looks better on a resume in the future, and when you're talking to companies trying to sell they already at least have heard your name before to help build trust.

Some people will thrive in a startup as a new rep, but they're few and far between. The likelihood of building a successful sales career is significantly higher if you start out at a large org.

TennisandSales

Politicker

Head Of Sales

in my experience, large orgs may offer less than small orgs because they know ppl want to work for them.

I have more tangible experiences from my time with small companies. received more of a "formal" training when I worked at a publicly traded company.

I can say that working for a public company, and then going to a small org in a similar industry paid off BIG time for me

SoccerandSales

Big Shot

Account Executive

I am super early still, but this switch is very intriguing as I am currently in a big company

TennisandSales

Politicker

Head Of Sales

nice! there is normally a more formal an concrete promotion /advancement plan in big orgs. that may be good for you.

What really made the difference for me was that I had been at small companies, done well, went to a big company, did REALLY well and then went to a smaller company who REALLY valued my experience.

one thing that will come up if you try to go from big org to start up is that you "dont know what its like to sell at a start up"
So if you ever are ready to make the switch be ready to answer that

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Honestly, it just depends. Large corps tend to have their processes refined and very in tune to their GTM. I think you will find the raw talent and go for it mindset in the smaller companies though. depends on what you want to get out of it.

KB_FarmerType

Opinionated

Strategic Sales

May be other way I would ask is what bad habits sellers tend to pick up in large corp vs smaller

jefe

Arsonist

🍁

There are distinct benefits to both, but if you go large corp. you need to be able to toe the line when it comes to process, and have less freedom. This can often be beneficial when you're starting out but it drives some people crazy.

Kosta_Konfucius

Politicker

Sales Rep

I am a fan of working for large corps, especially to start your career as a SDR. You get typically better training and usually helps for prospecting due to the prospecting recognizing your company name.

Once you get to AE, its company to company on which is better

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I would counsel someone new to sales to try to get with a bigger company to start - to get experience and learn skills in a structured environment, but not get too accustomed to that environment. Then move to a smaller company with a bigger risk/reward opportunity.

Rallier

Politicker

SDR Manager and Consultant

Having worked at both small and large companies, I’d recommend to work at large companies. At start ups, OTEs are made up out of thin air, resources are scarce, and there’s no guarantee of product market fit. You can make a lot of money, but only if everything lines up perfectly. It’s a risk

Thesaasvendor

Tycoon

Solution specialist

With small companies (startups) you have the chance to get stock-options ( which can be significant of value) This is all profitable if they IPO and providing they are doing well? * just my take on this

dualaces123

Opinionated

Account Executive

I think it depends on what you want. Large corporations often have very robust training and you really will learn what it takes to be great. Also, as you mentioned, the potential for high pay is usually highest there.

On the flip side, startups often provide the ability to advance much quicker, including possibly shaping the future of a company. Becoming VP of sales for a company like Salesforce is completely unrealistic for 99.9% of people. But, at a startup, hell that's probably a realistic goal for a number of people.

KB_FarmerType

Opinionated

Strategic Sales

Thanks for that response..

But I question, Are corporate trainings really that worth? I was trained on Challenger Sales and other things, Could have I not got that knowledge today via peer group, coach and forums like this?

dualaces123

Opinionated

Account Executive

I’m going to answer broadly, but remember that I varies from company to company.
you’re right that getting basic sales skills like how to sell can be accomplished almost anywhere. Once you go through Sandler or Challenger or whatever, you get an approach to selling.

That’s not really what I mean by training in this sense, although it is valuable too. What I mean is more like process. What I mean is more like how to use tools to help you. What I mean is who to even be in the room when you’re pitching.

You can have all of the sales skills in the world, but I’m not exaggerating when I say that small startups might literally leave you to your own devices to figure out who the ideal client is, how to reach them, understanding what their buying cycle is, etc, and you might be doing it all with free tools that are 10 years outdated. And worse, you won’t even know what you don’t know.

You learn these things with experience, but a good training program can be a lot more valuable than just, for example, learning how to find and increase pain during discovery.

KB_FarmerType

Opinionated

Strategic Sales

These are great mind bending points and you make me want to agree on all that but I am in a large organisation and I see that the folks who have access to all these things have absolutely no appreciation to it. Working for startup and doing things by scrappy ways and then being given tools does two things :
1.) it teaches you why the process is important
2.) gives you reasons to internalizing and make use of the resources at hand to multiply your success

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Large Corps or Small? Where do you sharpen your tool?

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