by Michael Vicchitto | Exclusive to The Daily Anchor
This is the first installment of a weekly column by Daily Anchor Contributing Editor Mike Vicchitto. This column will strive to achieve some insight into “best practices” through some of Mike’s very own worst practices. Each week Mike will offer up the biggest mistakes, oversights, blunders and bonehead moves he commits in the fast-paced world of software-as-a-service, where he’s a Marketing Manager moonlighting as a Sales Account Executive (at the same company.) Perhaps, in the process, we may learn a thing or two.
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Today, for starters, I threw away money. This was while I was wearing my Sales hat so it was idiotic on two fronts – I lost out both professionally and personally with this one.
My manager had been working a new account and was ready to seal the deal. He forwarded me an email asking me to draw up the paperwork and close it. My first instinct was to check the account in our CRM and do a little homework. I located the opportunity and saw another Sales rep’s name as the owner of the deal. My logical, ethical Marketing hat took over, and I replied to my manager that the other Sales rep should execute the deal – it’s his account, isn’t it?
It wasn’t.
My silly trust in technology cost me the easiest account I’d ever be able to close. After my boss instructed the other rep to close it out, he let me know he was trying to throw me some low-hanging fruit, that he had been working the deal the whole time and wanted me to close it out and get the win.
I can’t responsibly use the old adage, “don’t look a gift horse in the mouth” to account for this, because I feel my instincts toward fairness and benevolence were right, and I was somewhat bound by duty to act on them.
And then I remember I’m talking about Sales.
The line between Marketing and Sales seems to be fading fast, at least in my world, and I’m going to have to reconcile the two frames of mind if I’m going to succeed in either one. Or both. There’s also the chance I may fail miserably in both realms- at least ensuring a steady stream of content for this column.
Michael Vicchitto is a marketer, sales rep, data management guru, and unofficial Salesforce Consultant. Look for his exclusive article every Tuesday, only at The Daily Anchor.
Photo credit: Ioensis
{ 2 comments… read them below or add one }
Maybe the real bonehead was your manager, for not letting you know the deal. What would have been wrong with that?
Your instincts were right. You’re absolved.
I agree. I will never again underestimate the tendency of a manager to toy with his employees for his own amusement…