Black Sales Journal

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!

______________________

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.

Terminations – No one wants to think about it, yet it happens.  It does not end your quest to support your family and to move forward so think about it as what it is… a part of life.  How you handle it will be the key to what happens in your next position.

_________

Terminations happen in all occupations.  Most of what is said here in this journal applies to more than the sales profession, but the situation of a job not working out transcends sales as an occupation.

Once a termination does happen, your future is not terminated, just the relationship with that employer.  You will be seeking gainful employment in a sales position again, and your level of comfort dealing with the termination of employment from your last employer will certainly be tested, and sometimes spotlighted.

The question is simple:  Should you hide a termination from a prospective Employer?  The Answer is simple: No!

The Truth Will Set You Free

If you have read Black Sales Journal, you will remember one of my favorite suggestions:“Always tell the truth!” The key in this situation is not to focus on it.

Terminations happen and there is nothing pleasing about them.  What you don’t want to do is to relive bitterness and the trauma of a termination while you are in an interview looking for a fresh start.  One simple reason to tell the truth is that it is easier to remember.  The other is that you need to start this new relationship off on the firm footing of the truth.  In the world of sales professionals, many have had terminations for legitimate reasons, even though they endeavored to make it work.  Terminations do happen.

This is the information age and that gives prospective employers an ability to “uncover” you previous work history cheaply and fairly easy.  Note, that finding your history does not mean that a prospective employer would be uncovering the facts and details of what happened such as what your reasons for leaving.  Any hiring manager knows that a sales job followed by a prolonged absence of several months may well denote that a job action took place.

If you have been let go from your previous job because of performance issues, you need to be prepared to discuss reasonable reasons why you parted company.

Your resume needs to match up with any job history investigation that an employer can conduct.  The prospective employer checks this information through a service, such as Equifax, or other services, and certainly with any on-line information that you might post such as LinkedIn.

Consistency eliminates questions and doubts.

What Should You Say?

There are sales jobs (and any other jobs) that just do not work out.  Your objective is to be able to tell the story in a cogent fashion.  There should be no accusations or disparaging remarks, but a clear story of why selling widgets for ABC Company in Columbus, Ohio did not work and resulted in you leaving after fifteen months.

Cover the issue of what the problem was.  Whether that was pricing, marketing support, sales support, a problematic territory, or a product that was inferior.  Do it in a professional manner, and always cite what actions you took to improve your fate.  If you do not have a solid and believable story, it may appear that you just cannot sell.

If you are a sales professional selling widgets and in your last job you were terminated because you did not meet your quota/goals, you need to own up to the fact that you were terminated.  I give below an example:

“I was let go because of not meeting the quarterly sales targets in two consecutive quarter.”  You can then give clarification of the most important issues (an example)… “I had difficulty meeting the goals as we promised delivery dates that were 4 weeks to a month longer than our other competitors.”

Places You Should Never Go!

You never want to go into an interview saying that your previous employer (or any employer you have had) is prejudice or discriminatory, even if you believe it to be true.   This is a sure way not to get a second interview and a possible hire.

The “well” will be poisoned if you make statements that allude to disparate treatment, as a prospective employer will immediately put themselves in the position of the previous employers.  Remember, they do not know you!

Instead, compliment the best aspects of the previous employer as difficult as it may seem.  If it is true a compliment such as: “There is no organization that does training like ABC Corporation”, shows your respect for the company.

.Additionally, there should be no disparaging comments about your previous manager.  You are on fair ground if you cite the fact that you did not have much support, but disparaging comments are out of bounds.

Compensate For the Weak Areas

If you have been terminated for not reaching goals, you will do well to have some support from your former co-workers.  You should get letters of recommendation citing your accomplishments.

We have covered before in Black Sales Journal, that you need to fully be prepared when you go to the interview including customer testimonials and all of your sales numbers.  Don’t share proprietary information which would jeopardize your past employer’s customers or information, but do be prepared to support your effort and accomplishments.  A customer testimonial helps to illustrate your affinity for customers and the sales process but you still may have some work to do to show that you effectively prospect.  Cover all of the bases and give yourself a chance to win.

You should provide good focus on your strong points and accomplishments as well as tout your specialties.  You need to be prepared to talk about your weak points that caused you the termination.  They may not apply to the new job, and thus lose relevance, but something like door-to-door prospecting might still be a part of the job, and you need to be prepared to show how you are going to change things.

Above all, you need to walk or run the road to continuous improvement, and be prepared to enunciate this also.  Your ability to tune-up your sales career (Black Sales Journal 8/15/2011 – Tuning Up Your Sales Career) may have some relevance to a prospective employer, but it is for you.

Thanks for reading, and your comments are always welcome