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everybody what's going on it's patchy dating here now if you are considering a career in sales or maybe you're just starting your SEOs career I know it can be difficult to know what all the different roles are especially if you're working at a larger organization right how do you know what's the difference between an Account Executive sales development business development Account Manager there's all these different roles and it can be very confusing to navigate so what I'm gonna do in this video is I'm going to show you all the different roles that there are when it comes to sales and you're gonna be able to see which one is going to be the best fit for you based on what you want to do and you want to make sure that you watch this video to the end because if you join the wrong organization or you join the wrong role you might be going in the wrong direction doing something you don't enjoy so in this video I'm gonna give you the inside scoop of how this all works and I personally myself I used to work at Oracle which is one of the largest tech giant's in the world and we had a very large sales team of thousands of people so I'm really gonna show you how this all goes down now before we go ahead and get started make sure you give this video a like subscribe and turn on notifications and let's go ahead and dive in alright so when it comes to sales the first thing before we even get into the different types of rows you have to know how sales is broken down and especially if you're joining another company like an Oracle or even if it's a smaller company it's all about your territory alright so let's go ahead and write that down territory okay so when it comes to your territory you have to know what you're getting yourself into right some companies they might say if they're a smaller company they might say something like hey if you join this company you're gonna get the let's say you're selling in America in the United States they might say you're selling into the east coast or the west coast right but if you are working at a larger organization let's say for example when you work in Oracle they might give you a specific state so you have to know geographically your geographically where you are going sometimes it's by state sometimes it's by region [Music] you know it's really going to depend and so when you're joining an organization make sure you're selling into a place where you feel like you can be successful and you want to actually sell that right because a lot of times you gotta visit your customers in person okay so beyond the geographical location people might get a little bit more specific right so it might be by industry meaning sometimes they'll say okay you can sell in California to retail companies right or they might say healthcare or finance and it gets really specific sometimes it goes into the company size like small medium business medium size let's say like mid market [Music] and then what I was doing when I was working at Oracle is I was selling into enterprise right so enterprise so pretty much you got to know the size of the company you're asked to sell into right so if you are selling to let's say small companies like let's say local businesses and coffee shops obviously the deal size will probably be smaller so you have to sell more frequently so there's a lot of velocity but if you're selling into enterprise let's say hospitals with over a thousand employees then you don't necessarily need to sell you know every single day you might do maybe five or ten deals a year but because a deal size is so large that it makes up for it right so the larger the companies you sell that the bigger the deals the less deals you have to do in order to hit your quota but if you're selling into smaller companies where the deal size is smaller mate let's say $1,000 or $2,000 per deal then you're gonna have to do more volume in order to hit your quota so it really depends on what you're trying to do do you want to sell into big companies and have a few deals or you want to sell smaller companies and have a lot of different deals right so it's really up to you but you have to know the territory you're selling into geographic location the industry and the company size and what you're selling these things into because if you don't enjoy what you sell you're not gonna enjoy the job you have to make sure you know what you're getting yourself into so now that we understand the territory specs of things let's go ahead and dive into the different sales roles in those territories so let's go ahead and flip the page alright so the first thing I'm gonna mention is there's gonna be four different roles we're gonna talk about the first one we're gonna talk about is the account executive okay accounts right so when it comes to the account executives you want to think of them as the quarterback of a deal right so like I said before when you're selling at a large organization you might be assigned a territory and within that territory there may be many different salespeople selling to the same customers but each salesperson has a different role to play in closing the deal so essentially you're selling as a team an account executive they're the ones that are the quarterback so they're they're gonna be the ones that have the main relationship with the customer right if the customer has any questions they're going to be talking to the Account Executive if there's gonna be any demonstration or presentation that's usually going to be account executive and of course if that cow executive is doing so much of the heavy lifting they're also gonna be the ones that close the deal and obviously if you're doing more work you actually earn more commissions so if you're trying to make the most amount of money as a salesperson Account Executive is usually where you want to be now for an account active obviously their role is to close deals but some companies they have to generate their own leads what does that mean exactly well they have to find customers meaning they have to do code email send LinkedIn messages or cold call in order to find a prospect someone who might be a good fit for their product and service and actually sell them right now within the last like five to ten years is this new role that came about and that role is to support the account executive because the account executive their role should be closing not necessarily generating leads so this whole new role came about in the five five or ten years ago and it's called a sales development rep also known as a business development rat right SDR and BDR so what is these people do well their goal is to generate meetings for the Account Executive right so usually if you're joining let's say a large company like Microsoft Oracle or Salesforce the most likely you're gonna start over here where your goal is to generate leads with potential customers you send them a cold email LinkedIn message or a cold call and you ask them for a meeting and once you generate that meeting the account executive will then go on the call and try to sell into that customer but you see when you're starting out sometimes you're just generating leads and that's okay because how these people make money is they make money from generating the lead so maybe they might get paid for every meeting that they set up that qualified meeting that is or if they generate a meeting and the account executive actually closes the deal they might get a small percentage of the commission and I again it's a small percentage because the main commission goes to account executives because there are doing most of the heavy lifting so the scr PDR is the support the account executives and generate leads for them right usually you can do it be an SDR and then you graduate into an account executive which is naturally one of the next steps that you can take now what are gonna be the different other roles that you can actually explore here and actually support the account executive is let's go ahead and go into another one so I'm going to put this arrow over here and that's gonna be the sales consultant [Music] all right so this pillow Fox over here all right so what exactly is a sales consultant they also sometimes are called sales engineers and essentially when account executive sells into a customer obviously the account executive understands what the product and service is and how if it's the needs of the customers but sometimes if you're selling something more technical like a like a software or an API or something like that you need a little more help because you may not understand all the technical details for example when I was in that County Executive at Oracle selling HR software right it can get very technical so if the customer is asking me how does this integrate with our database I might answer that question from a high level perspective but have I ever coded or worked in the database myself before no because that's not really my job and that's where the sales consultant comes in a sales consultant is brought in when the account executive needs a little more help when it comes to answering any technical questions right and you know you're not just a technical person because you still are selling so you still need a little more flavor on getting the customer to like you why Oh answering all their technical questions so this rolls really good for people who don't want the pressure of having to always be the one that closes a deal but they want to support and talk to people and and be in that Row where you're selling but you're a little more technical and you're supporting so sales consultants are really good for that aspect and so if that fits to a fewer personality that might be something you want to look into now what happens when a deal is closed right you generate the lead that you get support from the sales consultant account active closes a deal what happens when the deal was closed and that is going to lead us to the next row which is the sales manager [Music] Sales Manager or they might even call it sometimes a Account Manager so let's go ahead and use the the phrasing Account Manager right so essentially an account manager is a person that takes care of the customer after the deal is closed right so deals closed who gets paid well everyone in the territory so Account Executive gets paid ser gets paid sales consultant gets paid sometimes the account manager gets paid as well but once the deal is closed you got a customer and you obviously want to maximize the revenue from that customer so you sell them more stuff in the future and that's the job of a sales manager or an Account Manager depending on the company you're working at different titles right that's pretty much the same thing now here we're here's where it gets interesting let's say you got a customer you really close them their vision client for like two years right but they want to buy something completely new and it's gonna be a big deal for the company you work at well does this there's a Account Manager is he the person or she the person that supposed to sell the customer sometimes but a lot of times this the Account Manager will bring in the account executive to close the deal why is that if the customer yuri got the customer well sometimes when you're buying something new you're your client that you already have maybe looking at other options even if they are already a customer so that count executive has to come back in and a resell that customer on that new product or service and once that happens everybody's gonna get a commission because again it's by territory so that's why when you're thinking about the rules you want to join you also have to think about the territory because if the territory is not good nobody makes money but the the territory is really good and it's easy to sell that specific product or service to that specific demographic then everybody in that territory is going to make more money so obviously better territory more likely chance you're gonna hit your quota or just blow it out of the water so that's essentially if the four different roles when it comes to the people who are actually executing and selling into companies all right so when it comes to which role should you actually do obviously if you're starting out in sales typically your your probably gonna start over here if you're working at a large company or a sales development rep business development if you're working on a smaller company sometimes you can do both of these at the same time and then from here you can kind of decide if you want to be a sales consultant or if you want to go become an Account Manager it really depends on your personality but again based on kind of what I'm sharing with you in this video you can get an understanding of which one fits your personality the best so that said that's pretty much all the sales roles that we have to cover when it comes to working out large organizations so if you enjoyed this video make sure you give this video like subscribe turn on notifications and let me know in the comments which one do you feel fits you the most based on what I'm telling you today and of course if you have any questions put it in the comments I am happy to help and one last thing for those of you who want to take your sales game to the next level I actually just created a brand new in-depth sales training all you got to do is collect the link in the description and it's gonna take you to that free training so again if you want to take your sales game to the next level link in the description so that said my name is pastor ding and I'm gonna see you guys in the next one