Black Sales Journal

Many companies are attempting to avoid costs and wasted time by doing employment screening with a telephone interview.  This is your first chance to shine!  Simple objective: Get a face-to-face interview!  Here is how to be successful!

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You have been selected to have a preliminary or phone interview as part of the screening process for a job that you want badly.  This job has all of the trappings including the business automobile, protected territory, great compensation plan, and more.

The phone interview, if you are successful, will lead to an in-person interview in another state with the hiring manager.  The phone interview is with the human resources recruiter and you want a home run!

This scenario is not uncommon.  In the sales profession, with candidates often located good distances from the main offices, companies wisely make decisions to screening interviews on the phone before considering bringing a candidate in for an in-person interview.

There are many reasons to use the phone for this purpose; the main reason is that it is cost effective.  Travel which is very expensive now days, and companies are wise to try to avoid some of this expense.  Additionally, if candidates are closely matched in their qualifications, a decision as to who to interview might be determined by some well-directed questions.

There are some tactics that you can undertake that will prepare you and put you in the best light.

You Are the Expert on You

You have heard me say this before, and you will undoubtedly hear it again, “You are the expert on you!” Don’t fall into the trap of waiting for questions that will show your worth, be prepared to give the interviewer the requisite information that makes you shine.

Gather the following information:

• Your Resume – the exact copy that the interviewee has been given.  Know your accomplishments, that is what sets you apart.
• A clear concise salary history (You probably won’t need it, but be prepared).
• A brief ‘elevator pitch’ on yourself describing why you deserve the job.  Brief means 45 seconds or less.
• Your reasons for leaving any job that you have had in the past 10 years. Reduce it to writing and be strong at explaining it.
• Your sales statistics (this is a big one). That should include percentages of improvement or growth (or the opposite).  Again, it is all about accomplishments
• A clear concise picture of the organization you would like to join. What are the markets, products, accomplishments, etc.

Your objective is to have this valuable information at your fingertips, as when there is a pause on the phone, the interviewer cannot tell what you are doing.  You need to be prepared mentally, and prepared from the standpoint of reference material on your background.  The most important part is that you should be able to recite it chapter and verse without much prompting.

Any question on your background and talents should be in your realm of information.  Additionally, you should be able to put into words your strengths, weaknesses and professional objectives as these are common questions.

Phone Interview Etiquette

Just a couple of rules for the interview itself:

• Establish what you will call the interviewer. This can be done during the introductions.  If you don’t know, then stick to “Mr. Johnson” until he tells you differently.
• No background noise at all if possible. You don’t need Barry White begging in the background, even if it does not distract you.
• No interruptions. Set it for a time when you will have no interruptions such as young students returning home from school.
• Don’t interrupt the interviewer. Do not step on someone’s sentences, as that will annoy them.
• Use a landline phone if at all possible. There is nothing more distracting than a dropped call when someone is trying to give you a chance at a career.
• Block call-waiting notifications. If your service allows it, block call-waiting notifications.  Those annoying clicks when your friends are calling are extremely distracting to an interviewer, even if they do not bother you.  (Dialing *70 prior to the call usually blocks the call waiting feature)
• Conference correctly. If you use the conference feature on your phone, be careful with rustling paper and background noise.  No gum or candy, and no pets in the vicinity.
• No Eating. This may sound like a no-brainer, yet people do it.  Have water nearby, and recognize swilling water does produce noise.

It is important to realize that if they are annoyed by your background noise, or the difficulty they have in understanding you, they will ‘check out’ and lean toward another candidate.  Make this a pleasant experience.

Your Objective is Simple – a Face-to-Face Interview!

Go in knowing what the prize is, but also know that your chance to make the impression is increased if you can get face-to-face.  So…your phone interview might be done in racial anonymity, especially if your resume and other correspondence was done in a race neutral format. I am compelled to explain these briefly here:

Racial anonymity – Meaning there has been no disclosure as to race on your part, and none was asked.  The interviewer has no positive verification of your race, and presumably makes the decisions on the basis of the quality of the telephone interview.

Race Neutral Format – The resume, and any supporting information gives no indication of race, fraternal or sorority involvement. The reviewer is left to make the decision on the basis of your qualifications and the telephone interview itself.

You are not concealing anything, you are answering their questions and attempting to get the position.   The more level the playing field, the less of an effect that preference can have in the initial screening process (Refer to Black Sales Journal 12/30/2010 – Preference, Perceptions, and Prejudice and Your Employer).  I know that there may be issues that don’t allow racial anonymity including which college or university you attended, and some voice intonations, yet it is worth the effort if you can sound as race neutral as possible.

Above all, recognize that you will not have a chance without getting past this initial screen.  Approach it with vigor and a plan.  Be prepared!

“What Kind of Money Do You Want?”

There is an important question that you should be prepared for that many sales professionals get surprised by: “Now that you know the opportunity, what would you need in terms of salary for this position?”

I think the best answer to this is a simple one:  ”I am open and flexible with my salary demands.  Much depends on the benefit structure and the compensation (commission or remuneration) plan.”  You want a face-to-face interview so you can show your worth.  This response is legit and fair.  Keep all of your options open.

Your comments are welcome.

This is one of the most important post I have ever put together regarding your job search effort!  Print it out, and recognize that if you bring these items, you will be far and above the other candidates.   Use your energy wisely, this is one place to expend it!

Many candidates do not have the inclination, n0r the energy to set themselves apart in the job search.  You can win!

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Factories are producing more, and buying more.  Businesses are projecting optimism and the market is responding.  I would not bet against a vibrant market for new sales professionals starting for the future. This post will help you get ready for the job hunting success that you are due.  Don’t forget that in sales you need a method to your madness.  This post will help.

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 in Stage 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!!!

Your comments are appreciated.