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Potential

My pre-MBA (outside/inside and B2B/B2C) business development career played a vital role preparing me for a future career as a successful executive. To succeed as a sales professional, like an executive, I had to (1) develop soft or people skills, (2) make the "impossible" possible, and (3) manage expectations.

Three Essential Qualities Explained

1

Developing soft or people skills

As a sales professional, I generated revenue growth via an increase in both share of wallet and new customer acquisitions by referrals and strategic alliances. Revenue growth did not occur until I learned how to earn the trust/respect of customers, fulfill all promises, and provide superb service; by enhancing my soft skills.

2

Making the "impossible" possible

For my strategy and business development career, I continued to help organizations under difficult situations generate sustainable revenue and profit growth. I also leveraged my sales expertise to consistently complete other "impossible" tasks. For example, convincing extremely difficult clients to agree to my vision/agenda and acquiring data from external sources for $0.

3

Managing expectations

Some executives have made short-term (s/t) decisions, just to meet s/t expectations, that damaged their companies over the long-term (l/t). I consistently managed expectations and refused to generate sales detrimental in the l/t. For my last employer, a client increased my savings target to 20%, I convinced the client to return my target to 15%, and I generated 17% savings to exceed expectations.

There is no better time to take action than right now

The effects of the Great Recession which include revenue, profit, and cash flow declines, mass layoffs, and hiring freezes are making some senior executives complacent - not eager or willing to enhance their workforce by hiring top talent now. However, there are senior executives who are opportunists and eager to capitalize on others' misfortunes. Since a shortage of top talent still exists, companies should actively recruit A players who were displaced.