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Thursday, 14 September 2006
CAREER
STRATEGY
Sales
& Marketing – The Best Job In The World?
How To Achieve
Job Security And Phenomenal Career Growth?
Like many
Americans, many Singaporeans have been told to study hard, get a good degree
and a good job. However, this `time-proven’ strategy is not working today.
During the 2001 recession, many fresh university graduates were temping as
clerks while today, many ex-managers are still unemployed. What Robert Kiyosaki had
written about the U.S. in his bestseller “Rich
Dad, Poor Dad” has happened to Singapore.
Singaporeans should therefore heed another golden advice of Kiyosaki
to achieve job security and phenomenal career growth: Learn how to sell. Why?
Businesses
will only retain and reward those who are critical during a recession - those who
can make money. So, who are they?
How Do
Businesses Make Money?
The profit
and loss statement shows how businesses make money.
|
Revenue |
|
(Expense) |
|
Profit |
How do
businesses increase profit?
1.
Increase
revenue
2.
Decrease
expense
In a
recession, businesses are under great pressure to increase revenue and/or
decrease expense. They will therefore retain
revenue items (e.g. marketing, sales
staff) and fire expense items (e.g.
accountants, administrators). The term “front
office” often refers to all revenue-generating jobs while “back office” refers to all
expense-incurring jobs.
Outstanding
Back Office Workers Can Face The Sack
It is
better to be a good front office employee than an outstanding back office
employee. A very outstanding back office employee will still face the sack if the
business is not earning enough to keep him. On the other hand, a front office
employee will keep his job as long as he can bring in decent revenue.
Why Is The
Front Office Favoured Over The Back Office?
You can
have the best and cheapest product in the world. But if no one in the world knows, you are doomed! Ironically, many businesses with inferior products actually
beat their competitors. Thus a progressive business can never have too many revenue-generating staff.
The Front
Office Creates Jobs For The Back Office
Like it or
not, the front office brings in business and creates jobs for the back office.
As such, the front office is to be respected and appreciated.
Sales And
Marketing Staff Enjoy The Highest Salary Increase
Sales and
marketing staff typically enjoy the highest demand and salary increase. This is
well-attested by international recruiters. This is not so for the back office.
As James
Rushworth, associate director at Michael
Page International, admitted '. . . in a support function, you're never
going to double your base salary as bonus'.
(Business Times, 31 Jan 2006, “Foreign banks to dole out fatter bonuses this
year”)
The Route to
Entrepreneurship & Financial Freedom
In this age
where job security is extinct, entrepreneurship (i.e. taking matters into your
hand) is an attractive route to financial security. However, as the profit and
loss statement shows, every entrepreneur must be able to bring in revenue to
survive. Thus it is not surprising that many successful entrepreneurs had been in sales or marketing. Thus
embarking on a front office job prepares one for entrepreneurship.
More
Information
Look out
for part 2 of this article. In the meantime, contact us for more information.
Reference
Robert Kiyosaki, “Rich Dad, Poor Dad” (See
Chapter 7: Work to Learn)
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