Sales vs Business Development: What's the Better Career Path for You?
Every company needs to build awareness about its purpose and services. Without getting the word out, no one will even know about its existence. While many departments help in fulfilling this goal, there are two whose primary task is to rake in prospects. These are the sales and business development units. Are you considering building a career in any of these two? Or are you stuck and confused about finding the distinction between sales vs business development?
Many still think that they are one and the same. Some even interchange their purpose in an organisation. Others treat them as a single unit. These are all misconceptions that need debunking. Don’t fret because this guide will help you draw that line! Here, you’ll learn why companies separate sales and business development and how each of them functions independently but also mutually. You’ll also gain tips when charting a career in these fields. Do you know about the different sales and business development roles you can apply to? Continue reading to find out!
What is Sales?
When people think about a job in sales, many often imagine a person shouting out and inviting others to purchase their goods. The imagery involves a street vendor on a bike going around the village to sell wares. Or, it can be a pushy salesman at the grocery prodding you to try the newest products on the shelf. Another is that of an aesthetically pleasing individual offering you deals to buy the latest car or gadget.
These notions are valid, but they do not fully encompass the responsibilities of someone in the sales department. In fact, they even discourage some from taking on this career path. Some would end up thinking: “No, I can’t be out selling to people the whole day!” or “How can I survive on a solely commission-based income ?”
The truth is that there’s more to sales than selling! A career in it is more fulfilling than many think. It’s just as challenging as many other roles, and it’s also rewarding in many ways.
Sales responsibilities
These are some of the responsibilities of a company’s sales team and its members:
- Create, validate, and improve systems for revenue generation.
- Gain revenue for the company by offering products and solutions to a target market.
- Crafting a sales plan by conducting market research.
- Identify potential clients, gain qualified leads, and convert them to customers.
- Building partnerships and maintaining relationships with clients.
- Conversing with customers and discussing new products and services.
- Answering all queries and dealing with all comments or complaints.
- Reaching out to potential clients via calls, emails, and other means of communication.
- Drafting sales reports, presenting achievements, and plotting new targets.
- Achieve market leadership through optimised solutions, closed deals, and successful transactions.
This list is only an overview of what working in sales entails. It requires tactical precision to close deals and bring in revenue for the company. The role may seem uncomplicated on paper, but it also calls for thorough planning and seamless execution. The sales process is not limited to a single transaction. It involves plotting the before and after — accompanying clients in their purchasing journey — to achieve success for the company.
Sales titles
Are you thinking of entering the sales industry or considering making a shift towards this career path? Here are some roles you can check out:
- Sales Representative
- Telemarketer
- Sales Support
- Sales Coordinator
- Sales Associate
- Sales Account Executive
- Merchant Sales Executive
- Online Sales Executive
- Sales Manager
- Store Manager
- Sales Director
- Sales Account Advisor
- Client Advisor
- Sales Consultant
- Retail Consultant
What is Business Development?
They’re men in dark suits and women in high heels carrying briefcases in one hand and a pile of folders in the other. You might think of them as attorneys heading to court to defend their clients. That’s how most people imagine those in the business development department to look. They’re the “serious guys” always reading paperwork, crunching numbers, and making mental projections of how things will turn out. To some degree, they get branded as boring people who don’t know how to loosen up.
Sure, they might be in “business mode” all the time, but that’s because they carry a gargantuan development. One minor slip from them can hugely impact the trajectory of the company. But don’t worry! Business development jobs also entail having some fun. They can also roll up their sleeves and take delight in their tasks.
Business development responsibilities
Want to know what you’ll be doing if you start a job in business development? Take note of some of these tasks that you may need to do on a daily basis:
- Find prospects and opportunities that can lead to business growth and possible revenue.
- Establish strategic partnerships with other entities that can benefit from the company’s products or services.
- Help ensure the growth and profitability of existing partnerships and other customers.
- Conduct prospect research to identify leads.
- Identify company positioning and possible competitors.
- Establish a competitive advantage over other industry players.
- Expand the organisation’s reach via networking and other similar initiatives.
- Identify leads that the sales team can further develop and seal a deal with.
- Provide solutions to achieve the company’s targets.
- Anticipate organisation-wide changes and challenges based on current events and industry trends.
If you become part of a business development unit, your goal is to add value to the company. That can be achieved in numerous ways, but it will entail a great deal of innovation to stand out. One of your major tasks is to watch over the competition — see how they are doing things and how you can distinguish yourself from them.
You need to anticipate your customers’ needs and offer solutions even before a problem arises. You’ll play matchmaker between your company and prospective clients. Revenue generation will not be your primary goal, but it’s a good reward for all your efforts.
Business development roles
Did those tasks excite you, making you want to take a step further into this career path? Start your business development journey by preparing your resume and applying for any of these positions:
- Business Development Specialist
- Strategic Partnership Specialist
- Business Development Representative
- Business Developer
- Business Development Executive
- Business Development Manager
- Strategic Partnerships Manager
- Growth Lead
- Business Solutions Consultant
- Business Development Director
Sales vs Business Development
In many ways, these two units intersect and try to achieve the same goal — to help the business succeed. But they do so through varying paths. The focus of business development is finding prospects that can lead to growth. On the other hand, sales concentrate on closing deals to gain revenue.
To gain a better picture of this distinction, you can imagine a marathoner. The task of the business developer is finding the best running event for that person. Part of the job is to ensure the runner has enough training and endurance to last the 26 miles. He is busy plotting the daily tasks of the marathoner leading up to the race. The salesperson focuses on getting to the finish line and, hopefully, winning a medal.
Despite these differences, remember that both units need to work hand-in-hand. Business developers need salespeople to get to the finish line. Salespeople need business developers to identify the starting point. The confusion stems from what typically happens in between. But if roles and responsibilities are clear from the get-go, then there is no need to pit one against the other.
Are you looking to start a career in sales or business development? #SEEKBetter jobs by updating your JobStreet profile today. Check openings and primary requirements by exploring careers. To prepare yourself for the application process, use the resources on the Career Tools page.
