As I complete my vacation, I recognize that many professionals of all types have been anticipating their job search for 2012.  I wanted to help with some information which goes past the resume.  The resume is important, and I will do some upcoming posts on that subject, yet wanted to use this informative post as the basis to begin thinking about finding a new work home.  This post was originally published on January 6, of 2011 and is timeless in its content.

I certainly hope you find it useful.

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2012 will undoubtedly be a good year for the hire of sales professionals.  Pent up demand is showing, and there are possibilities that moving products and distribution will be an important priority during the full year of 2011.  Now, if you are considering a job switch, it is time for you to “get your ducks in line”.

Selling You! – Putting Your Best Foot Forward

I am going to give you some areas that you might want to focus on that could help you in this job search. Some of these you may have used already so this will take the form of a worthwhile reminder.  Some of these may be somewhat new.  From having hired sales professionals, I can tell you these items will enhance your chances!

I have broken this down to Stage 1 and Stage 2.  Stage 3 is negotiations for a job, and will be covered in another post.  There are items inStage 1 which could be better relegated to Stage 2 so use your discretion:

Stage 1 of the job search effort (Discovery and Qualifcation):

1. Your Accomplishments
2. Your Sales Numbers/Statistics
3. Customer Retentions Statistics
4. Customer Testimonials
5. Special Skills or Areas of Expertise

Stage 2 of the employment effort (Proving Effectiveness):

1. Reviews/Appraisal ratings and documents
2. Income and Commission/Bonus Verification
3. Your sales agreement/contract

Be prepared! – Stage 1  Who are You?/Who are They?

Most of you have been through these stages before.  Few of us have ever been ‘gifted’ a job, so you had to work to get it.  You know they will ask for your resume and your sales numbers.  My suggestion is that you go in with all of them, neatly recorded and bound.  Remember, your competition is stiff and well prepared.

Your Accomplishments - A good resume featuring your accomplishments is the most solid method.  Dave G. a friend of mine and outplacement professional advises that “… the resume as an indicator of experience is lacking substance if you miss the opportunity to list bullets defining your accomplishments.” An example – “Opened new territory in Kentucky in 2010 – Exceeded sales expectations by 36%”.  If at all possible  be prepared to back up your assertion.

Your  Sales Numbers/Statistics - Gather your sales numbers and put them in their best light.  Whether it is by quarter, by month, or by product.  Know your numbers!  Be an expert on yourself! The numbers do not lie but may tell a special story. I believe you should know this story well.  Use numbers from the last two-three years, plus current, at least.

Customer Retention Statistics - In some types of sales these are important statistics.  Your retention of customers as a percentage of total customers, or retention of business in total as a percentage of total business tells a story about your ability to service and gain loyalty.

Customer Testimonials - Customers who take the time to reduce to writing your value and service to them are invaluable to you.  You should always maintain a file of these and use them appropriately. I would not solicit them, yet when offered I would gladly accept.

Areas of Specialties – Any evidence of specialities can be very important.  Volunteer evidence of your specialties and be prepared to show how this will give you an edge, and how that translates to sales and dollars for your new employer.

Take the Offensive! –  Stage 2 Proving Your Worth

Stage 2 is good ground.  I mention in the listing of items in Stage 2 that could ultimately be integral in getting the job.

Reviews/Performance Appraisal ratings and documents - I would advise that these can get personal. It is a truly a personal opinion as to whether you want to use them, although face a basic fact that they give insight as to your standing with your employer.  When you play this card, it is presumed that you have nothing to hide, and you are serious about a job.  You would only want to use this if you felt comfortable that the information that was in your review is not proprietary regarding the activities of your employer.  You may have an agreement or contract which outlines this, honor it.

Income Verification – In this noble profession, income verification is important.  No one wants to pay you significantly without knowing that you deserve it, and can get it elsewhere.  Be prepared to share an indication of salary and bonus/commission position.  This can be done in a few different ways including W2s, wage stubs, and commission/bonus reports.  Any combination of these items will probably suffice in showing income.

Sales Agreement/Contract – This document is fairly simple.  It will give confidence to anyone that you can work for them and are not restricted.  No new employer wants to be tied up in a legal swamp over the fact that you have agreed to protect materials, client lists, customers, and otherwise in an agreement you signed willingly, then violated.  You may present this in Stage 1 if asked.

Obviously the provision of these items do not guarantee success, but they can increase the probability immensely.

One last important note. I believe that you should protect your employer in terms of the sharing of proprietary information.  Any activity that results in you sharing proprietary information will result in the new employer wondering if you would do the same to them. Plan to pass that test.  Important Stuff!!!

Let us know how you feel about this….send us a comment.

-Black Sale Journal premiered last December, and is now upon its 100^th issue.

Visits to the site have grown consistently.  Since the inaugural post the site had over 15,000 visits and over 200,000 pages have been viewed.  Thank you for taking interest.

You have seen my comment that “Nobody Says it Like Black Sales Journal!” Let me make clear what that claim suggests.  There are many publications that expose inequities and unfairness.  There are columns and blogs which report and repeat current events and news as well.  The difference with Black Sales Journal is that the objective is to point out and discuss the tactics that neutralize the unfairness and let you get on about the business of selling and being prosperous.

Black Sales Journal digs deeply to examined important issues issues that are not examined in any other forum.  I then expand by explaining how these issues affect the Black sales professional.  We add to it by examining:

• Racial Perceptions - These can vary, and can be changed over time, but do play a role in business decisions.
• Racial Preference – Preferences are still widespread and can play a primary role in which professional a B2B or a B2P customer works with.
• Racial Prejudice  - This one is insidious and cannot be easily changed.  There is a possibility that it is a waste of time to attempt to convert the afflicted buyers.

These are s0me of the reasons that Black Sales Journal exists!

“There are a thousand hacking at the branches of evil to one who is striking at the root” – Henry David Thoreau

Examining Problems…Giving Solutions

Some of My Favorites Issues of BSJ

We all have favorites, but here are some of mine:

Should You Suppress Your Culture?

God has given us the gift of being different.  We come from so many backgrounds that it is difficult to point them all out.  There are as many variations in our culture as there are reasons to rejoice about it.

Should you suppress that which is a part of you in the work place?  Is there a way to come from such a strong and different culture, and not have to control it?

Recognize the purpose of the workplace, and the fact you are not your job.

Read More…

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The 3Ps (Perceptions, Preference, and Prejudice) and You!

A must know read that defines why it is not Prejudice which you need to be concerned about the most.  The most talented sales professionals know the look and feel of each of these, and then can internalize the ways to work with, and around them.  You will find it no where else! Read More about The 3Ps and Your Customer and The 3Ps and Your Employer!

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The Ultimate Sales Professional

A look at how many of the skills coalesce to form the most accomplished sales professional.  Know how this acclaim can be yours and garner the success that follows.  Carefully shown in Part I and Part II, the groundwork is set.  Know how to be the sales professional that employers cover, and customers open their doors to.

Read More …on Ultimate Sales Professional Part I , Ultimate Sales Professional Part II, and Ultimate Sales Professional Part III.

Know how to be the very best that ever hit the bricks!

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The Black Sales Professional – Closing Two Sales at Once!

Recognition of the task at hand:  ”I am a sales professional, and I can provide you with the best in product and service”.  The Black sales professional must sell against the perceptions and defeat the preferences, then…convince someone that the product or service and the company delivering it are top of the line.

Read more about Closing Two Sales at Once ….

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9 Prospecting Tips for the Black Sales Professional

The Phone is Your Best Tool

You will not be in this business long without knowing how to source new customers.  A ‘how-to’ on some techniques and methods to win in the game prospecting.  There is nothing more important to the longevity and success of the sales professional.  Read it an incorporate the principals and tactics into your sales prospecting.

Read more about 9 Prospecting Tips for the Black Sales Professional….

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Getting Motivated – What Motivates You?

I cannot think of many speeches that hit this hard!

There Is Still Work To Do!

The environment has not changed, and it is very familiar.  Selling is a difficult vocation and Black Sales Journal will continue to be – Dedicated to assisting Black sales professionals achieve success!

I will continue to help to clarify tactics in the sale process, job attainment, self-improvement, and can help with success, and hope you will be reading.  I will also continue to promote this profession among those who are in search of an occupation as well, and look forward to announcing some moves in that effort.

Please keep reading and please make comments.

Always be the best!