When I was first asked to write this blog, my initial thought was to write about golf—a game I play and love. However, I decided to focus on a topic that has become central to my role at VMA GROUP: business development. This article explores the distinctions and overlaps between sales and business development, drawing from my experiences and observations.
Understanding Sales
Sales professionals have a clear objective: to sell a product or service and meet specific targets. Their primary focus is on selling and achieving these targets. While some business development skills are necessary to sustain sales, the fundamental goal is to deliver the numbers.
The Role of Business Development
Business development professionals, on the other hand, are tasked with identifying new business opportunities. This could involve exploring new markets, forming partnerships with other businesses, finding new ways to reach existing markets, or developing new product or service offerings to better meet the needs of existing markets. The aim is to expand these opportunities to generate more revenue.
Sales vs. Business Development
When people ask me what I do for a living, I say, “I am a Business Development Manager.” Surprisingly, many respond with, “What do you do then?” The simplest answer is that I work in sales. However, as the descriptions above illustrate, my role involves a blend of sales and business development skills.
While I began my career in sales, my position at VMA GROUP as a Business Development Manager has broadened my responsibilities significantly. The skills I use overlap both fields, highlighting the interconnected nature of sales and business development.
By Andrew Chaston, Head of Account Management
