{"id":26547,"date":"2023-07-17T14:59:50","date_gmt":"2023-07-17T14:59:50","guid":{"rendered":"https:\/\/www.cartermurray.com\/?p=26547"},"modified":"2026-04-30T15:54:45","modified_gmt":"2026-04-30T15:54:45","slug":"interview-with-razi-afghan-a-degree-in-people-to-succeed-in-sales","status":"publish","type":"post","link":"https:\/\/www.cartermurray.com\/de\/career-advice\/interview-with-razi-afghan-a-degree-in-people-to-succeed-in-sales\/","title":{"rendered":"Interview with Razi Afghan: a \u201cdegree in people\u201d to succeed in sales"},"content":{"rendered":"\n
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At Carter Murray<\/a>, we support sales professionals across the full marketing spectrum.<\/p>\n\n\n\n

In our latest industry leaders interview, Wendy sat down with Razi Afghan<\/a> \u2013 a VP Sales professional with over 20 years of career experience.<\/p>\n\n\n\n

Can you tell us about your role?<\/h2>\n\n\n\n

I manage enterprise teams selling data, information and SaaS solutions into the life sciences sector. My role is to lead, manage and coach team members to grow and deliver on personal and team goals. Sales is how we keep score, though there are important leading indicators to consider as well.<\/p>\n\n\n\n

My default approach is EQ-IQ balanced leadership. From my experience, the fundamentals that help to achieve consistent levels of performance include: 1:1 coaching, a robust performance management framework, cross-functional collaboration, building senior-level advocates and sales\/buying process execution.<\/p>\n\n\n\n

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Can you tell us about your career to date?<\/h2>\n\n\n\n

My career is best summarised as white-coat-to-white-collar. Having started out in the lab I transitioned into startup biotech soon after the dotcom bubble burst. Within biotech, I earnt the right to move from the lab to commercial side. When funding dried up in the sector, and in the face of being told I was too academic, I forged a career in sales. Surrounded by good mentors, I was put on a leadership path which has culminated in managing enterprise salespeople for almost ten years. I\u2019d like to think I\u2019ve been doing something right for customers and colleagues alike!<\/p>\n\n\n\n

Why did you want to become a sales professional?<\/h2>\n\n\n\n

I fell into sales largely through actions in adversity. It\u2019s a story worth sharing as it might inspire others in a similar situation.<\/p>\n\n\n\n

My journey into sales was like that of Daniel Larusso in the Karate Kid movie. In effect, I was inadvertently training myself for the career. The difference was I had no Mr. Miyagi to help me get there quicker. But I think I\u2019d have been half the person I am now.<\/p>\n\n\n\n

Back in the early 2000s (pre-LinkedIn) funding had dried up in startup biotech which meant I was effectively back on the job hunt. Getting considered for commercial roles was tough, especially as I was being pigeon-holed as an academic. That was despite sitting across the table at top tier investment banks, professional services firms, law firms and VCs.<\/p>\n\n\n\n

Several hiring managers told me I\u2019d never make a career in the commercial world, let alone sales. That seemed to spur this stubborn Scorpio on even more!<\/p>\n\n\n\n

I had amassed four A4 Lever Arch files full of target companies on which I\u2019d researched, built senior level contact lists, cold called, speculatively applied for and followed up on in a structured way. I attended hundreds of interviews over a two and a half year period.<\/p>\n\n\n\n

Even Datamonitor, the company that eventually took a \u201cpunt\u201d on me, interviewed me five times before reaching a decision. Bear in mind, I\u2019d originally applied for a Healthcare Analyst position, but one of the interviewers thought I\u2019d get bored and referred me to the Head of Sales and Head of Healthcare. Through the protracted process I was offered a sales position which I accepted.<\/p>\n\n\n\n

So on entry into the profession, I did not have a burning desire to be in sales. The first six months were also tough \u2013 cold calling hedge fund managers that used colourful language as you sought to establish credibility. However, my thick skin helped me get through this phase (I\u2019m an eczema sufferer after all), great people around me and the Daniel Larusso training.<\/p>\n\n\n\n

After that first six months \u201crites of passage\u201d, I had a good sense of why I wanted to build a career in sales. The excitement of knowing you could have a positive impact on the people and companies you engage with is a major driver. Linked to that, proving you can deliver value can be a strong basis for long term relationships. Because whilst technology is here to better \u201cenable\u201d sales, we are still engaging with humans (thankfully).<\/p>\n\n\n\n

What do you value most about working in sales?<\/h2>\n\n\n\n