I think there are two kinds of jobs in this world – those that carry a number, and those that don’t. Let me define what I mean by “carrying a number”
- You have a measurable goal
- A non trivial part of your livelihood (& eventual tenure) depends on this goal
All sales reps carry a number. All engineering jobs strictly don’t while some management jobs do. Having written code, and hit the road to sell, & worked closely with sales managers & reps, I’ve had the privilege to observe what the number does to your behavior & mindset.
The good stuff
YOU LEARN TO FOCUS
A number as cold as “sales” will bring significant clarity to what you do, literally. For everything you’re about to do, you can ask if it will help you make the number, and have a clear answer.
YOU LEARN TO LIVE WITH VOLATILITY
Budget charts are wonderful straight lines. The reality is anything but. 90% of the time you get bad news, and for the last 2 weeks of the quarter, you make your number (for the most part). You will definitely learn how to deal with uncertainty.
YOU LEARN TO FIND A WAY
In non-revenue functions, you have an out because the problem is too hard or out of your control. You can throw a fit about unreasonable goals. When you’re carrying a number, all of this ceases to matter. You have a goal, & you have time. You will find a way to impose your will on externalities & make things happen.
The bad stuff
At the same time, there are some negatives that come with carrying a number
YOU BECOME SHORT TERM FOCUSSED
Because you are measured by a quarterly goal, you frankly stop caring about what happens the day after the quarter ends. As a result, you lose sight of the longer term goals, as an individual or as an organization. The good thing about sales is that there aren’t many equivalents of “bad architectural decisions”, though you could drag in roadkill and pass it off as a “good customer”.
YOUR ABILITY TO THINK CREATIVELY SUFFERS
When you are under the gun, there is simply too much pressure to think creatively. I remember being on the road for most of half of 2011 and all of 2012, selling. If I had some time to think, I would have made some decisions very differently.
YOU OPTIMIZE FOR INDIVIDUAL GOALS AT THE COST OF TEAM GOALS
When your income depends on you hitting your goals, you start to become very comfortable with snaking deals from your co-workers. You’ve learnt that you don’t want to be at the bottom when the quarter ends. This is common in all kinds of sales & recruitment, and managers often set up territories & rules of engagement to discourage this. However, the broader point is that you care less about making your team better.
In summary, all I’d like to say is that if you get an opportunity to carry a number, do it. You might not be very good at it & you might even hate it, but you will develop a lot of respect & empathy for those who carry a number for a living.
Learn by Building 