Tips for success: sales at an early stage startup
Working in sales at a startup is its own unique beast. We’ve all seen the memes about life at a startup but you begin to look at them a little differently when you’re actually considering taking a job at one. For those of you dipping your toe into these waters, we’ve got some tips on how to set yourself up for success.
Notice the term ‘set yourself up’—because you have to own your own success at a startup. There will be plenty of things that are out of your control so when it comes to what is in your control, you’ve gotta own it and prepare for it.
There are pluses and minuses to the startup environment so it’s best to be prepared for the whole equation before you find yourself in a “what did I do?” situation.
You learn A LOT, and it’s your responsibility to use that to your advantage.
You have to be scrappy, a skill that’s valuable no matter what stage of your career you’re in.
You have an easy, direct line to leadership, which humanizes your CEO and helps you build a stronger connection with the mission of the company. It’s important to sell what you believe truly helps your clients.
If these nuances sound like stuff you can get down with, we’ve got you covered on a few tips to reaching your full potential at a startup.
Below are some key questions to ask during the interview process. Of course, this is after you’ve come to the conclusion that you’re a good fit for the position and you jive with the leadership at the company. That’s really important so please don’t overlook it.
Is there an on-boarding process? What does that look like? What will you have to do in order to fill the gaps and be successful? How much time will that take?
Because owning your success at a startup often means training yourself. It’s important to get a sense of a company’s on-boarding process so you can understand what training you’ll have to do on your own versus what the company will prepare you for.
Who will you be working with/have access to regularly—product team, marketing team, customer service team, C-level?
Because this sets the communication expectations and communication is everything. You have to know who you can turn to and who you’ll be surrounded by on a daily basis.
Who SHOULD you know? How can you develop relationships internally to help your cause?
Because no matter how much ass you kick, no one can reach their goals all on their own. Find out who can help you get to where you want to go. Create relationships with them.
What are the goals of the company and how does your role tie into those? What other skills do you possess that can add to the growth of the company?
Because it’s important for you to know your value at the company and how you’re contributing to its overall mission. Otherwise, what’s the point?
What is your ramp time? In other words, how much time do you have to learn and when does your quota kick in?
Because the learning curve can be different for every person at any company. Performance expectations need to be clear and in alignment with your needs as well as the company’s.
What is the focus of the company?
Because companies can be sales focused, product focused, marketing focused, innovation focused, client focused, etc. Understanding this will help you discern what drives decisions and whether it aligns with your values.
Working in sales at an early stage startup can be an amazing journey, but knowing what you’re getting into can be difficult. You can use these tips to figure out if it’s the right work setting for you and keep yourself on track for continued career growth and success.