Most of the Indian software firms will hire an Indian Business Development person & asks him to work in night shift. Why should a Business development person work in night shift? Definitely he is not providing a customer support service (call centre) but still most of our software companies insist our Business Development team to work in US timings.
Indian software firms expect their mid to senior level Business development person to get new customers, new business & revenue for the company. If this is the expectation what is the need for this BD person to work in night shift?
Why Indian software companies insist their BD team to work in night shift? Well it’s very simple, the company expects their BD person to work in US timings, make cold calls to US & generate leads or the other reason is they expect their BD person to support their onsite sales team.
If the role of our BD person is to get new customer and new business they don’t have to work in nightshift. Because their role starts when the leads come to them and the BD person will schedule the call with such leads & talk to them & take it forward.
The BD person is responsible for converting this lead into a customer and he will schedule & take the calls even if its mid night or early morning, it’s his responsibility. He don’t have to work in night shift because all his meetings are scheduled meetings & not cold calls.
So the message to all Business Developers is if a software company is expecting you to work in night shift then think it’s a tele calling role and not a Business development role.
If you are a junior level BD person who is involved in lead generation then working in night shift makes all sense. But if it is a mid to senior level BD person who is involved in closing deals, acquiring new customers, and generating revenue then working in night shift will not make any sense at all and not needed.
The Indian software companies have created a wrong sales eco system where they think the role of a BD person (an Indian BD person) is to generate lead or to support their onsite sales team. But in most western counties the role of a BD person is to close deals & get new customers (The leads will be given to them).
Only very few Indian software firms have a proper sales eco system where the role of their BD person is to close deals & get revenue & not to generate lead. For lead generation they would have a separate strategy & department.
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