You know that one thing you're really good at? Such that 99.99% of the time you're better at that thing than anyone else in the room. That one thing can be very specific. You might know more about Kobe Bryant than anyone else in a 100 mile radius. Or you might know more about telling good dope from bad dope...better than anyone else.
We all have that one thing.
After a decade of computer programming, for me it is very easy to map out a new idea in my head within seconds. Literally. When I get an awesome idea, I can see the code, the UI screens, the database structures almost all at once in an instant.
That is what I am good at.
Here's something I was not good at: making deals happen. Few years ago, for weeks at length I would try to imagine what the so-called bizdev guys do. It was sooo out there for me. "How do they come up with the deal?" "How do they make sure it happens? And succeed
?"
lt;/em>I was equally amazed by how Chief of Marketing folks at big corps actually make stuff happen so predictably, quarter after quarter, year after year. As someone from startup-land, I was full of envy of the folks who, despite working for The Man, could deliver consistent results. The lack of consistency in getting users, making money, keeping the lights almost defines a startup.
Two years since I initially got thinking about this, I reached the conclusion that this is a mystery to me. But there is nothing inherently mysterious about sales and marketing. It is just another way of thinking that I have never invested much concentrated effort towards.
When I returned to UNC earlier this year, I made it a point to understand how this shit works. Last semester I took a Marketing Analysis class at the b-school by Tarun Kushwaha(an awesome professor, btw). It was eye opening to say the least. I learned not only the theory behind segmentation, targeting and positioning but saw firsthand how to do those things in Excel and apply them in the field. I learned about taking survey data, putting it through the mixer and being able to mine new product ideas off it. Very eye opening stuff again!
This semester I am taking two classes: Sales Management and Market Strategy. Both classes include a simulated game.
In Sales Management, we are groups of sales managers in charge of (1) picking sales people from the provided resumes (2) assigning 'em to regions (3) setting salary/commission (4) deciding what market research we'd like.
I remember going through the thick case packet the professor handed out. It made very little sense. Immediately upon feeling this packet, I thought about a packet of similar size given to me in my Computer Science class back in high school. While the rest of the class stared aimlessly going back and forth between the pages, I could instinctively ignore the 99% bullshit and jump to the 1% that contained the solution. Only this time, with my Sales Management packet, I found myself amongst those overwhelmed with the data. It was one of those moments where I told myself "YEP! THIS IS WHY I AM HERE!". I came to this class to learn. And learn I would have to if I was to make any headway with this!
My group came second last after the first round. After round four, we are ranked #1:) But that's besides the point. The best part is to be able to go back to that thick packet and plough through the bullshit and find the solution. I have a looooong way to go before I really get this stuff, let alone master it. But damn I like what I've learned so far!
This is what un-sucking at something boils down to, I think:
1. you can take a bunch of data(either on paper or in your head)
2. skip through the bullshit
3. find that 1% of treasure.
4. all in a (relatively) small amount of time.
At the start of this post, I said this:
After a decade of computer programming, for me it is very easy to map out a new idea in my head within seconds. Literally. When I get an awesome idea, I can see the code, the UI screens, the database structures almost all at once in an instant.
This summer I ran into a friend from class. She was doing an internship where she got paid on commission. When I met her, I grilled her on the numbers. It took less than 30 seconds. A few more steps of algebra and I knew how much that company was making! Couple years ago this would not be possible. I would have never gotten or cared to remember the numbers--let alone draw any conclusions from 'em!
