Black Sales Journal

You are back in the job market, or recently out of college, and you need to get hired as quickly as possible.  There are bills, potentially including college loans, to be paid, and you are having trouble even getting an interview.  There are some things that you might consider to put you on the radar screen and these things revolve around your resume.

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What Do Employers Look At?

Recruiters and hiring managers look at a variety of inputs. The most important item you have what it comes to creating interest is your resume, so we will start there.  The resume can have a positive effect, but the other items can have a deleterious effect. The group is as follows:

• Your resume
• Your LinkedIn Profile
• Your Social Media
• Google, Bing, Yahoo Search
• Public Records

Any of these items any of these items can harm your job search if you aren’t careful. It’s your job to construct them or police them, or at least be able to explain them.

Resume

Your resume is that fact-filled item which creates the interest in you, and hopefully gets you the opportunity for a phone or face-to-face interview.

I cannot stress the importance of having a superior resume, because your competition is honing his or her own resume, and someone will get the call. Recognize that this is an area that deserves as much of your time” cheesy”.

I note the following the following articles to help you get that resume looking as good as possible:

Constructing Your Resume? I Will Give You One!

6 Ways to Sharpen Up That Sales Resume’

Should You Hide a Termination?

Race and Your Resume – Part 1

Race and Your Resume Part 2 – The 3 Ps

The resume is something that you should be proud of it after it’s completed, and remembers, always lock your resume down by only sending PDF copies of it to prospective employers if you are forwarding it electronically.  As you will read in the articles I offer, bullet point your accomplishments, and quantify your results. Also, be prepared to back-up what you have with proof sources.

LinkedIn Profile

Your LinkedIn profile is nearly as important as your resume. It is a way for prospective hiring managers as well as HR professionals to check you without actually making contact using this business-networking site.

With that in mind, make sure that your profile is well done and professional.  It should mimic your resume.  Remember that it is a “tease” more than a complete “platter” of you and your accomplishments. With that in mind keep it reasonable in length, and it should accentuate the important things that you have done.

Below I’m going to attach an article that might help you with your LinkedIn profile. It is incumbent on you to have a solid, well done LinkedIn profile.  People will view it, and you will potentially be contacted without doing anything else.

Keeping in mind the fact that the LinkedIn profile can potentially include a picture, recognize that a picture on the LinkedIn profile obviously erases any possibilities of racial anonymity. In other words they will know you’re race and your gender by taking a look at the profile picture.   It is just the way it is now days. It can work to your advantage, or it can work against you in cases where people are being close-minded.  I suggest a well-done shot from the shoulder up.   No web cam shots and no shots of you at the party at the club.

This article can help you with the link in profile:

Are You LinkedIn? The Best Have Been For Years!

Social Media

If you have read BSJ before coming you know my feelings about social media, and your ability to get employed.

42% of hiring managers and human resource professionals indicate that they would reconsider an applicant after a visit to the applicant’s social media sites! Think about it.  This is a window to the type of person that you are.  Your actions and your likes and dislikes can be seen there.

Take a good look at the links below, and make your decisions consciously before you lose the chance to get a job.

Employers Checking Your Social Media Profile? Bet On It!

Social Media – Friend or Foe?

I see many individual’s social media sites and they often include pictures that may be funny and novel, but might make me reconsider whether I would consider them for a position.  Note the posts above and make the necessary changes.

Search Engines and Public Records

I will put these two topics together as they are similar.  This is important, and I cannot emphasize it enough:

Be the expert on yourself!

I have included one of my favorite posts on this subject, because too many job seekers forget to “investigate themselves”.  It is the very first act you need to take in preparing to seek employment.  If you neglect this step, you could get a rude surprise in the job search.  Know what is on-line which ties you to any problem activity.  Check your name, and all variations of your name, so that you can have explanations ready.

Remember this is your first step:

Investigate Yourself! The First Activity of Your Job Search!

You cannot get a job without getting the first interview, so please recognize that now is time to make the changes. Long before start looking at the want ads, get straight your online personality and investigate yourself!

I welcome your comments. Please write me at Michael.Parker@blacksalesjournal.com.

I think you deserve to get paid!  Read this post, as well as the post at the bottom of the page to find out how.  Don’t get a new job and be regretful about the major reason that you are there….your money!

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On the last edition of Black Sales Journal we discussed “knowing the landscape” as you prepare to negotiate your salary for a new job (that post is at the bottom of this page).  The objective was to have all of the homework done so that a target can be achieved, and there is likelihood of success.

In this edition of Black Sales Journal, we will spend a little time dealing with the actual negotiations themselves.  This includes receiving and responding to an offer(s).  This is far from a science, and is probably best classified as an art.  The art of how to get what you need in a dignified manner, while maintaining the deportment necessary to keep respect.

Remember, if you are sales professional, it is not unlikely that your prospective employer expects you to do some negotiation.  They won’t be offended by it, yet it should be done correctly.

The Golden Rule – The One With the Most Options has the Most Power!

Power is important in negotiations.  It does not need to be displayed; yet it defines the activities that either side employs.  Knowledge is important as well.  That is why we spent time last week on being firmly aware of “the landscape”.  You would feel totally different about your current or past salary numbers if you knew what all of your colleagues were being paid.  You might be satisfied, happy, or dismayed, but probably would feel totally different.

Options are important.  When I mention options, I speak of viable alternatives to an action.  If you have five job offers, and all are in the field you want and have robust salary offers, you have an amazing number of options. No matter what you ask for from any one of these potential employers, you can be steadfast in getting a good deal.  You have five viable options, and you have “the juice” (power).

However, if your prospective employer has 5 candidates, and although they are not identical (of course they could not be), they each are strong and would make solid sales professionals.  The prospective employer, in this case, has the power.  They have options and will use their “superior” position to their advantage.

There is nothing nefarious about any of this; it is the use of options resulting in the position of power in a negotiating relationship.

Power for the Black Sales Professional

This is a sensitive subject, yet relevant.  As a Black sales professional can you transform what has historically been to a disadvantage to an advantage?  Can you take advantage of the relatively low number of proven Black sales professionals in your quest for this next job?  The answer is solid “maybe.”

Most larger operations are looking for accomplished Black sales professionals.  The numbers are just not that large, and accomplished Black Sales professionals are still a small subset of all accomplished sales professionals.  You won’t know enough about the organization, or the candidates you compete against to be able to use any gambits to enhance your positioning.  I suggest that if you are the best candidate in the competition, and negotiate well, then you have done all you can do to get the job.

Remember, as I have mentioned in Black Sales Journal on several instances, you are being made an offer by an individual, not a corporation.  Realize the importance of that statement.  Someone (the hiring manager) will make the decision, with the guidance of Human Resources and company guidelines as to what the range is.  You are trying to get the most out of that salary range from the negotiating manager.

Some Useful Techniques

These are simple, and can be remembered.  Always try to negotiate salary by itself, apart from all other work benefits.  It may not be possible, yet it is advisable.   The natural progression of the process is as follows:

Step 1. Evaluate the offer

Step 2. Give a suitable response (note below)

Step 3. Deliver a counter offer or receive a counter offer

Step 4. Make a decision

Here are some things that remember.

• Always remember what you stated as your salary expectation in your application process.  It can come back to haunt you.
• Know the landscape before the application process.  Use the tools and your intuition before giving a salary expectation.
• Give your salary expectation, as well as your discussions in the form of a range and use the term “…depending on the accompanying conditions and benefits.”  This allows you some flexibility.  Example: “I would expect between $60,000 and $75,000 depending on the nature of the bonus plan.”  The bonus plan represents a variable, and you don’t know enough about it, for the most part to be concrete.  This gives you the flexibility.
• Know the number you want!  Use your tools and experience to have that number.  Have a solid idea, but stay flexible.
• When the offer is made, always advise you will get back to them and mull it over.  This is an important decision.

As you evaluate the offer, and it comes up well short of your number, your response should be respectfully done.  I suggest: “I was hoping for a stronger salary number.” Or you could say, “This is a wonderful opportunity, yet the salary number is disappointing.” Now, here is where having options is important.  But, if you have no options, you should still say it.  If they don’t give up any of their negotiating room, you can still say, “I will take the job!”  Their answer would likely be either:

• We will take a look at it.
• This is the best we can do!
• What are you thinking about? Be realistic in your expectation.

One way or another, their objective will be to keep salary parity with other sales professionals.  If they started low, estimating that you will “come back”, you will get their final offer.  If they won’t negotiate, and it is a good offer, then you should accept.

Negotiating the “Other” Things

These items are easier, and more palpable.  Know what you want and ask early.  Get them to thinking about your needs.  If you will lose a car from you other job, they should know coming in that you are expecting a company vehicle, or an allowance.  Human Resources can help you with some of these items early on.  Ask them about the transportation and the benefit issues, and ask the hiring manager about other important work issues.

Remember, if you don’t have agreement before you say “yes”, you will have little chance of getting it in the end.

Also remember, your salary is not as important as your total compensation package.  Believe in yourself!

We welcome your comments.  Write me at Michael.Parker@BlackSalesJournal.com.