In either place of employment, whether a large firm, or a small local firm, you will have to be able to generate business, introduce yourself to new clients, maintain the marketing potential, research comparable sales, and give your clients good practical advice. YOU will have to be pro-active in making calls, finding and working with the decision makers, and working your own network.
I had worked at a local firm that affiliated with an international entity. After five years, the President of the company had to evaluate whether the affiliation had made us money, and we all came to the conclusion that it was the individual salespeople that generate the business.
If you consider where the referral basis of the larger companies come from, it is a sales professional that made the call to the corporate office, to establish the networked connection. The successful salespeople in my market, and in any market, are the ones that can prospect, and make calls themselves. No matter how large a firm, or an affiliation is, you must have the ability to generate your own business to create value for your prospects, and thereby create value for yourself. You may want to look into the books and audio of John Klymshyn. He has been an advisor to a number of the large brokerage firms in matters of sales and consulting.
Nov 27, 2014