HOW DO I GET INTO A ROLE THAT MAKES $500K OR MORE - B2B SALES
Everybody's. Brian burns welcome this episode of sales questions, today, is kind of a combination of, the career. Advice, podcast. And the sales brutal. Truth podcast, and it's but it's answering. Questions, and questions. I most likely hear, about, from salespeople, are career questions, I put. It on this podcast because, it's sales focused, only, so. I hope you're listening to this I'll tell the two people who asked the questions, about. This I did get a kind of an uproar, after my episode, I dropped, on June, 6. So check out that at the very end I kind of go in a little bit of a rant because. I want, everybody, who's. Listening to this to be aware if you consciously, turn it down it's one thing but if you consciously. Ignore. It it's a very different thing you live in a time where. The. Mere mortals, people, like you and me you can make insane. Amount, of monies, working. For a company you don't have to be Instagram. Model you don't have to be a, podcaster. Like myself no. Trust, me I, don't make the money off the podcast, or. Some. Magical, talent, that none of us possess, I'm. A mere mortal finished, in the bottom 10% of my high school class, I went to college at night while. I sold, shoes during the day and ran software, tests, and learned, how to code during, the day and eventually, got into sales -, too late for me but not too late permanently. But later than I would have liked to and, this is why I encourage, you to get into b2b, sales and what. People push back I typically get is all I don't know anything about this, thing or that thing. Understood. You don't okay. But. Today, you, can basically go on YouTube and learn about everything that they do before. You even go in there write down every word they say that you don't understand, Wikipedia. It up Google, it up find out what it means then, every word you don't understand and the Wikipedia, search on that and yeah, you'll build a tree of, words. That you are learning, a vocabulary of that industry, and. And. People say well it's a lot harder work well I got to tell you. 9 out of 10 people who are joining the SDR, graduate. School the sales development graduate, school class now, this is a year-long class, it's, open, all year it doesn't take a year to go through it I mean you can rush through the content, at, your pace it's all open but, you, get access to me every. Other Friday and to, ask questions, get feedback, talk. To somebody should. Understand, what other people are doing now, the. People that are getting into that class are coming from B to C they're. Starbucks, managers, they work at Verizon Wireless. Stores. They. Do door-to-door, sales for Comcast. They. Work at Walmart and, so. Far the highest paid person, is, mm, a little higher than mid-50s. $50,000. Target. Income, 2w. To take. Home now, that is a, little bit more than the base of the. SDR, now a base, and a target income or two different things it's, usually 50%. Base which is around 40 to 45. 48,000. Depending on where you live now you can check this all out on LinkedIn salaries. As. Well as Glassdoor. Or, just google it for. Your particular, geography, and company, it's pretty transparent today. So, don't take my word for it and you. Know I'm, just reporting. What I see now. That is the, base. Salary okay. Double, that is your, target salary, that means if you're you. Know an a a minus, B plus player, you're gonna make that target salary. Depending. On the company you know, some companies you have to be an A+ player to make that another, company check you can be a C+ player and make that and, you don't all depends on the territory, and. The timing, and all of this and, the maturity. Of the company, but. Think. About it I talked to the Starbucks, manager, and she, said I asked her what what's your typical day like well I usually have the morning shift three, days a week, the morning shift means the stores got to be open at 5:00 a.m.. Open. Meaning, coffee is made, stores. Clean that's ready to. Serve customers that so you have to be there before 5:00, yeah 4:30, so, what time do you have to get up she goes I sometimes, I can sleep in til 4:00 I call. Are you in the military she. Makes, a whopping. Forty, three, thousand. Dollars a year and, I go how many hours a week do you work and, it's, supposed to be forty but it turns to be like 45, to 48 because, I've got a cover for people who, call in sick, I'm trying to get a promotion.
And. And. Why do you do it I worked. My way up from barista. You, know college, wasn't my thing I tried, it for a year but I just didn't get, into it it, was super expensive and, it seemed like a waste of money okay. And. I, go and she was concerned you know can I get a SDR. Job without a college degree I go well depends, on the manager, but most of them will, most. That I talked to don't care about this some, do some of the older school people do care about it and, she. Looked, at it as oh well that would be about what I'm making now I don't know no no no it's, not what you're making now that, base salary, is, what you'll be making now and you'll, have to show up maybe by 8:30 in the morning would, you like another three. Three, and a half hours of sleep, and. Now you got to ask yourself is she working harder than I am probably, is, she working harder than you are. Probably. Not I know you're all hard workers and everything but, she's. Clearly working, that hard but, she's not getting a reward is little to no upside. Her. Work is, basically to become a district manager where. She probably move up to 60 or 70, ka and, have to travel around from store to store cover. When managers, you, know flake, and. More. Nightmares, and maybe. After 15 or 20 years she'll. Become a regional manager, and. When somebody dies or leaves and maybe. Get up to 80 K a here now on, a, path that I'm talking about business to business sales now it depends on your industry because, one of the questions. I got is you know I'm kind of capped out at 200. And I, go okay well that that's not very good, you. Know a lot of people are happy with that and you're happy with it congratulations or you got it, but. If you want to make more, than that and at least have the ability, to make more than that and today, not. Only can we do it but we can automate, it and. Outsource. It and have all these technologies. And, labor. Arbitrage. Basically, hiring people who make one hundredth, of what you make to do 80%. Of your job the hard part the research, the, appointment, set in the. Context. Setting. The building. Up a dossier on, the, people you're talking to so you know what they care about all. Of this meeting prep, and meeting follow-up, and, planning. Can. All be done by some, virtual, assistant, somewhere. For pennies, on the dollar now. I show you this in the course now. You've got to say okay so why don't you do that of, course you know it's going to take some out of the comfort zone every time you change a job it's, risky, believe me I've made some bad choices that. I thought were obvious, choices and if. It looks obvious, it's probably risky, honest. Honestly, but if you're in the wrong industry and, I say this all the time, and I understand. People have got kids and homes so, you can understand a couple things one. Okay. The base salary is. One, thing it's a target salary it's what you really can bring home that matters, so you've got to judge that for yourself I can't, judge it for you you've got to kind of look at it look, look at what the other reps there are making what's.
Their View on the percentage, of people that, make quota don't, ask it during the interview though, you. Know find, out via. Somebody, like a backdoor reference, find, out from somebody who left there, they. May be bitter and that's okay, but. They'll be, brutally. Honest, with you typically. Find, out. You. Know because a lot of companies view 60%, is fine that's not really that good what you're looking for is a company that wants like 70, to 80 percent of people making their number, the. Industry, average is, below, 60 that's not good so that means that the target income isn't, realistic so. You have to bake that into your equation, then, you got to bake in your ramp, time. It's. All up to you how fast do you learn how much time will you put into it and, again are, you gonna be working harder, maybe. For the first three months maybe. But. After that is it you know we've, got 24, hours in a day how hard are you working now if. You're working at Starbucks or Walmart, or the Verizon, a wireless. Store you're working harder than any, sales. Development rep I know right. You can't sit down you're on your feet all day you, got people complaining, about their lattes, doesn't. Have soy milk in it you. Know that's what you got to deal with for, 43 grand a year right. For four not 40 hours and the worst hours possible, so what I'm trying to open your mind up whether you take the course or not is. That b2b. Sales is the best-kept, secret, on the planet. I'll give. You some examples, the, people I see today the people like coach and help. I don't do one-on-ones, anymore, but some, of the people in the, closing. The complex, sale they, range from making, you, know the low-end is 200. At the high-end is. You. Know if I told you you wouldn't believe me so I'm not going to tell you but I'd. Say three, to five hundred, for an a player. A. Maverick. 500. To seven. Figures over, seven figures. Honestly. Today, and you. Can look to Google it Google like. Highest-paid. Sales, reps in any. Industry, just google that and you'll. Find out. What. This is is enterprise, selling. And you can say oh I gotta be like 50 years old to do that no no, a lot of these people are in their mid 30s you.
Know Can you do it the first year no, probably, not, do, you have to be smart you. Have to be sale, smart, whatever, that means, you, know the things that I talk about smart. You, don't have to know calculus or. Differential. Equations. Or you know how to put a round, object, into, a round hole. You. Have to understand, people you have to be to get meetings, you have to understand how the complex cell works, but. Is that harder, than getting, up at 4:00 in the morning no not. Really, honest. Is, it him is, it some unique talent. That only few, are gifted with no, I can teach it to pretty much anybody who wants to learn it and is. Willing to take feedback you. Know most people the main obstacle, is themselves they, talk too much. They, can't take feedback they're. Very sensitive, their. Feelings get hurt if they've told that there might be a better way there's, always a better way even. If I come up with it there's definitely, a better way I learn. A better way every, day I. Made. That my mantra, one year there's, always a better way and, tomorrow. You'll find it you. Lose a deal you'll find a better way so. So. Here's my message my. Message is get the best job you can in the best industry you can at the highest level, you know with a good. Base salary, I understand. Not wanting to become a you, know a sales. Development rep first. Try. To become that the sales rep the what, they call account exec this is a stupid. Little, structure, they've created. It. Used to be called inside, and outside but. Since almost everybody's, inside, today, and, outside. Is, becoming. Less and less. The. Distinction, it's, both, mostly, based off of functionality. Than it is based off a travel. So. That, I would go for that role. To. Do your research I mean, like research. The. Bejesus, out of everybody you're gonna interview, the company, search. See, if they've ever been interviewed on a podcast, ever done a YouTube video ever published. A blog post them their company, every, little detail you can get the job and if you if you take the the, course, you. Know how to start a conversation get, the meeting that is actually perfect, for getting an interview, at a company, if you can't be represented, by a recruiter, a recruiter. That gets paid, by the client, not paid by you that's. A red flag if, you have to pay somebody to get a job that. That's not a good thing why. Because, they, don't they don't they're not incentivized, to get you a job they're incentivized to, sell you you, know a website, a LinkedIn. Paul a LinkedIn, profile. Review, it might, be worth it you know I'm not saying it's not worth it but, don't expect them to get a job they look they'll polish you up to get a job they'll coach you to get a job they. May get you and I don't know I don't know that space I honestly, don't I've never had to deal with that space I've. Always had, recruiters. Calling, me and it took you know of course I had to prove myself first. And, that. Took you know probably a year and a half but, that was a long time ago a, long. Time. Then. I hate to remember, but, today it's so much easier, because. There's. 50,000. Openings, in the US I googled it I did, it I figured out how to use the Google and, there's 50,000. 953 was the actual number in the United States now, other countries that, may different, I don't know many other countries I don't travel as much as I used to but. To just do some research to. Determine see, see what the pay is and why. Is the pay important, because, what, we're only gonna be young for a certain amount of time and we, think we think we're gonna live forever and, hopefully, we do but. We're not going to have the energy that we currently have it diminishes, trust, me I remember being in my 20s, you know I could, work 80 hours a week and, then, go running but. That. Changes, trust. Me it changes. For everybody so. You got, to make hay while the sun is shining the old farming, say so. Not. Only do you only have this amount of time right. And some of us are already into. Some life's. Boundaries. Shall we say kids and houses. And we've. Built up our burn rate so. That kind of restrains. Us from taking risks, like, you know if I had kids in college I wouldn't. Have gone my own I have no kids so. For, me going out on my own. Was. A. Lot. Less risky I had, plenty of money in the bank I had. A skill, that I thought, could transfer, very easily, to. What I wanted, to do which, was really trained. Help. Salespeople, help, companies, get their sales organization. In shape. And. Compete. Against their competitors now, I wrote a book and everything, and, you. Know so might my, demands weren't I was at a different point in life than you might be if. You're in your 20s that's. The time to take risk and careful. About building, up that burn rate if you're, in your 30s, 30s. To 40s, that's like the golden time you, know because that's when everybody, wants to hire you, and.
You're Still you've, got a ton of energy and, hopefully. You can take feedback if you can't take feedback. Sales. Is going to be hard because, we get feedback every day all day and usually. It's not positive. Don't. Call me remove, me blocked, you, know and. We. Can avoid that by being smarter. In a lot of ways but not completely, and we all always, have pressure from our managers, and that's the, nature. Of sales, but, that exists, in b2c, as well you, know people, in the Walmart, line, they want to get home they, want to buy their DVDs, or whatever they buy at Walmart and, get their bought home, that. They just either can't, afford Amazon. Prime or to have nothing to do with their day or that you know the kids need diapers whatever, my. Point is that, you. Are already doing the work why not get paid as much as you can for, it by getting into the right industry the. Right role and the, right opportunities. And maximize. It now, if the company across the street paid to. X-3x, what your company, is paying what, would you do you'd cross the street of course, right. So it's, up to you I just want to make you aware that this exists, out there if you. Know friends. That are getting in coming, out of college and they don't what to do with their lives or, they're. Doing silly things with their life they're working in retail or at. Starbucks, you know for minimum wage they, could get on the phone or, sending. Emails, becoming, great at social, I show, everybody how to do this I'm telling you I teach, people, who don't know English how to do this. So. I make. Videos, so that I don't, have to communicate with them it is that, simple. It's. All about understanding people, and, my. Point is so. To answer the two questions one, question was how do I take, a step back in my pay this person is making, six, figures, and they look at the SDR role what I would first do is try and get the the account exact role where, the base is closer, to 100, targets 200. If you, can't get that and you got to make a judgment, call you, know can I can, I go she ate a six, month three month type.
Of Accelerated. Thing we approve yourself, or do. You just just, hold out to, find a, full. Account exec role now. To. You know three to six months is going to pass in three, to six months, and we're all gonna be here hopefully, in three. To six months, so when we think about time. We. Think, about it in the wrong way we think if. We. Have. To pay that amount of time that, that's gonna screw things up well, it, can't screw it up financially. Let's say you because. That. Tart. That target, income and base income, you got to think of what the real take-home is not just the base salary, now. That. This is why I do not encourage people, to go out on their own you, know I see videos all the time on YouTube about, people, trying to become life coaches, or, bloggers, or, social media this and that and, as. Somebody. Who's played in that space for a long time I, highly. Discourage it. I from. An income, standpoint, from a career, I think. It's certainly hobby, and sideline. Side. Hustle, and somewhat. Necessary. As part of your main job you, know maybe a couple hours a week to. Put something out there and connect, with people I highly. Encourage that but. Is it as a. Career. I think, it's like becoming a stand-up, comic, or becoming, a band player or, an. Actor it's, that type, of win ratio win, to loss ratio, now we see only the winners we don't see the millions, and millions of losers. Losers. Is a pejorative of, the people who aren't making a penny off of doing, it so, that, that's, why b2b, sales is so great is you don't have to go to college for it it, takes months. To learn to. Start, the. Income, is uncapped. Right. The demand, is. Unwielding. If, you look at sales. Development managers. And any, sales, job anyone. Who knows how to sell, is in. High, demand right, now and. Not. That the main, reason is because so few people know how to do it there's a lot of people doing it but, there's not a lot of people who know how to do it and that's. The real gap that I'm trying to help you with the podcast and with the training sorry, if I've rambled on about a check out my rant on the. Brutal truth June. Sixth, episode it. Was about leading your customers, through the sales process I kind. Of riff at the end about it but, I. Really. Want to fire you up to make sure you're aware of this opportunity, if you consciously are not interested, I totally, respect that but. I don't want that. You to suffer I don't, want to see great, salespeople, bringing. Home 100k, a year 40k, a year, if they don't want to if they really, aspire. To make a half a million a million dollars, a year you, can do it you can without. The. Risk of being an entrepreneur now I'm an entrepreneur I've got a hundred percent risk, you, know if people don't pay you. Know I've got to take it out of my savings to pay and. That's. A lot of risk that's a lot of pressure, that's a lot, of. You. Know gambling, about. Every, action that I take you know is the podcast worth, it is YouTube worth it is LinkedIn worth it how much time should I spend on everything should, I do more inbound or outbound should, what, should i what courses, to people care about you, know you, should I do one-on-ones, but one-on-ones take for all my time up all of these things I had to decide I don't I didn't have to do that at a company. Now. Obviously. If you work for somebody else and that's kind of what kicked, me out of that the market, was I got sick of working for people that weren't that good and, and.
Eventually, You run out of the good managers. Because, they either move up or move out they retire they go do something else they, get sick of the game, and. What, ends up happening and, certainly, what happened to me was you know the CRM started, taking over and everyone was trying to turn sales into an administrative role, instead of a customer. Facing role, and that just annoyed the hell out of me but. I'm. Not saying that that has, changed I, think, that it's been automated that's. It I hope you enjoyed this episode sorry, if I ran too too long I'll, keep the questions coming.