Black Sales Journal

It is not fun hunting for sales positions.  Although you may not consider it intriguing or exciting, it is a necessity for those who are starting their careers, need a change, or are in a situation where there are shortcomings.

The Internet makes a part of your job search a much more efficient task if nothing else.  Your objective should be to do much of your search with a reasonable amount of effort; the Internet makes this possible.  I would never suggest that you should avoid search consultants or even the print media, yet the Internet is a good way to start.

What to Look For

I suggest that you access as many job sites as you are comfortable working with.  Some sites are devoted only to sales positions while some have all types of positions with an ability to sort down to sales positions.  All of them are chocked full of opportunities.

Here is what you are looking for in a site when looking for sales positions:

• No Fees for Access or Membership. Most will give you this.  In the case of a site that charges a fee, you should be able to access jobs to determine the quality and type of jobs listed before remitting a subscription fee.  Some sites for high earning positions do look for some type of fee, albeit reasonable in most cases.
• The Ability to Sort Easily – The functionality of the site is important.  You are doing this to make your job search broader, but also easier.  The ability to sort also helps you find sales positions that are geographically relevant.

Sales Bulletin Boards

Many sales positions are displayed on Internet sales bulletin boards.  The site may have a blog about sales positions and the sales environment, but the feature that draws candidates to the site would be the possibility of finding a new position.

Here is a short list of some of the best actual job sites for sales professionals that serve the United States:

Salesheads.com

- This is a very good site with strong sorting and plenty of positions.  A must access site.

Salesjobs.com

- This is a solid site with decent sorting and quality positions

Jobs4sales.com

- This one is a fair site with less sorting horsepower than salesheads.com and salesjobs.com.  This site also seems to have fewer positions on file.

The Ladders – Sales-jobs

- For accomplished sales performers and jobs over $100,000.  Also can give access to some of the top sales executive search consultants.  Good site mechanically, but to get full access, you will pay a fee.  The fee will seem minimal if you get a position, but it is not free.

Monster.com – Sales Jobs

- This site is affiliated with Monster.com. It has solid jobs and great mechanics.

There are many other sites, and you must take care not to waste your time, as you will be entering an electronic resume (typing) at many of these sites as opposed to submitting a written resume. This takes time. And takes away from other job-hunting activities.

Some other sites that includes are as follows:

• Indeed.com (www.indeed.com)
• Simplyhired.com (www.simplyhired.com)
• CareerBuilder.com (www.careerbuilder.com)
• PowerSalesJobs.com (http://powersalesjobs.com/b/)

Sales positions can also be found in other unsuspecting sites such as:

• Craig’s List (www.craigslist.org)
• Foundemployment.com (www.foundemployment.com)

Many of the organizations above show all of their jobs for free.  The Ladders, which specializes in upper level sales jobs, will ask a for membership fee.  The Ladders stocks higher paying positions essentially advertised at $100,000 and up.

In almost all cases you will type in a ‘virtual’ resume including some salary expectations. You will do so by typing in your information. It is cumbersome, yet very common, and necessary.  These resumes are for the sake of qualifying, and do not have the structure for you to add your full list of accomplishments.

You will also still need a solid written resume’ to give you the edge.  It must accentuate your accomplishments.  The listing of jobs will show a chronological history, but the listing and enunciating of accomplishments in these jobs will show your successes as well as your capabilities.  That is extremely important.

Employer Placed Ads

In many cases the employer will place their own ad. This will look like this in the search engine (Google, Bing, Yahoo) results:

The first and third search result shown are employers looking for candidates to respond directly to their site.

I just want to differentiate these from “paid searches” where the company soliciting for candidates pays the party that shows the advertisement (Google, Bing, Yahoo, and others whenever you or someone else clicks on the advertisement.  Those ads are usually on the top but sometimes on the bottom, and are shown as paid by colored shading, or the words such as ‘sponsored’ or ‘Ads by Google’.  An example of this is below:

I point this out because you should know the nature of the site you are visiting to apply for job.  Some are from employers, some are from job boards, and the motives are little different in each one.

You will notice many employers searching to find the employees themselves. It is more economical for them to do it on their own, although in many cases they do it while looking with the help of sales job boards and even search consultants to cover the market more broadly. This is big business.  It is important to get the right person in the position that is very expensive to ‘churn’ sales professionals.

There is no doubt that the Internet gives you an assist when it comes to seeing the breath of job openings in the area that you desire. It is invaluable.

Always be efficient!

Your comments are appreciated.

I enjoy this post as nothing could be more of a distraction as someone who wants to play with their toy when there is business to be done.  the best technology is an assist to a sales professional, not a display.  Read on…

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I was once in a meeting in Sanibel, Florida that was done in a spacious area styled meeting facility with two large screens integrated on two separate sides of the room.  Some of the numerous profit center managers were presenting their plan for the upcoming year.  It was not exciting but was informative.  The meeting was prestigious as it was based on the having some of the most influential people in certain strategic business units together to review strategies.

It became obvious that many individuals in the room, all respectively high in their organizations, began checking their “crackberries” to find out what was happening back home.

The President and Chief Operating Officer then grabbed his personal microphone asked for everyone’s attention and said, “I have made arrangements with my assistant so that anyone who cannot turn off their Blackberry and give full attention to the presenters should go over to the Help Desk and get a ticket back home.”  He was serious, and I think everyone got the hint.

Creatures of Habit

This one may sound simple, yet in this day and age it is a little more complicated.  Let’s face the fact that this small item is something that you cannot do without in your daily life.  You have integrated your calendar, your contact lists, your pictures and videos, as well as your ‘to do’ list.  You check it every 5 to10 minutes or less to make sure that you are up to date, and…. Well you get the message here.

The problem with something that might be novel that you find indispensible is that others, including customers might find it a grand distraction, and even a turn-off.  A distraction to the extent that it could cost you a sale or even a relationship.

This short post will cover some of the things you might want t think about when it comes to your electronics, and the all-important interface with your customer.

Watch carefully:  When senior executives and the most important managers cut off their devices and put them away, most (but not all) people notice and do the same.  That is why we call them leaders.

The Problem With Gadgets

Gadgets, and particularly electronics, have a place.  I just suggest that it is not on a prospect or quote presentation call.

Some organizations provide presentation material on Ipads.  I don’t necessarily think it is the best idea, as I have had presentations made to me with that device, but the device serves as storage and the actual output device (the screen).

Gadgets are not only a distraction; they can make you appear rude and insensitive.  There is nothing about them that screams “customer focus”.

• Alarms and tones which interrupt, startle, and distract customers and clients
• They are not totally reliable when you need it
• They are battery operated, increasing the unreliability.
• Smart phones, PDAs, tablets, and laptops can create customer jealousy.  Many customers personal and business budget constraints keep them from having some expensive items.

Productivity Suffers Too!

Productivity woes as a result of smart devices happen whether you are talking about customers or sales professionals.  There is no clear measure for it, but it does happen.

Anytime appointments are missed, contact information lost, and files misplaced, there are hits against productivity.

In meetings, more frequent breaks have to be taken for people to access their phones, Blackberries, and even office devices.  In this day and age, questions can’t wait, answers can’t be delayed, and everything happens at the speed of light.  People are pressed to answer because answers and responses are expected.

Driving Danger

One of the other problems with these electronic devices is that once people believe that they have to provide ‘instant’ responses because it is expected, the real problem can happen.  The real problem is employees checking devices while they are driving.  As everyone knows, this is illegal in most states.

If you listen on any topic, let it be this one.  If you get a ticket for texting while driving, or using a cell phone without a hands-free device when it is illegal, there are organizations that may not hire you if you are in outside sales.  That is whether you have a company car or not because of the exposure that an employer has for gross negligence. Gross negligence is a blatant violation of a legal duty with respect to the rights of others.  It warrants large jury awards when it is proven.

Do the Right Thing

As a sales professional ‘do the right thing’ regarding your electronics.  Turn off ringers, and even vibrate modes while with customers.  There should be no distractions.  Use devices in the sales process only when it makes sense, and when your company requires it.

Avoid violations while driving that can affect your record on a near-permanent basis.  Impress your buyer with your knowledge and skills, and remember that neither relationships nor sales are made with electronic devices.  They should just make life easier for you.

Your comments are appreciated.