Sales Jobs in the UK
All over the United Kingdom there is a person with something to sell; there is also a person wanting to purchase that same item. The holdup tends to be connecting the seller with the buyer. This is where the exciting world of sales enters the picture. Whether you have sales experience or are choosing to enter the world of sales with no previous experience you can find an exciting and often time lucrative position. How can you find that perfect position? Begin by looking in the employment section of a newspaper or go on the internet searching for “sales jobs in the UK”. You will find links to a variety of websites that will provide leads to finding the perfect position for you. You have found the position or positions you want to pursue, but now you want to stand out in the crowd. Follow the tips below to land this sale.• Be persistent—a good salesperson doesn’t give up if there isn’t an immediate yes. Follow up with a phone call, note mailed to the person selecting the interviewees, and email a follow up reminding them of your qualities. A good line to place in the call, email or note would be “I will work just as hard for your company as I did to obtain this position”.• Do your homework on the company. Find out their sales records, learn about their products or services, find out their largest competitor, and any other information that may give you an upper hand against the competition for the open position. • Have your CV customized to the area of sales you are pursuing. • Document your achievements that show you can pursue a goal and recognition. • Know your philosophy of selling before you arrive for your interview. • Practice your story of your biggest sale. Capture their interest.• Know ahead of time if you are willing to begin at entry level. If so, let the company you are interviewing with know. • Be consistent. • Don’t tell stories that are too personal. • Remember to smile. It is important that you show yourself comfortable and approachable. Sales jobs can include retail sales, call centers, and traveling to customer locations. To be successful you need to develop relationships with your customers and sales leads, remain approachable and deliver excellent customer service at all times. With consistent work and a positive outlook, you can enjoy the benefits of your hard work.
Wednesday, 31 December 2008
Thursday, 4 December 2008
Maintaining a solid sales network
Attracting and maintaining a solid sales network today is the foundation to tomorrow's success. Your net worth is interdependent on your sales network. The more people you know, or who know you, the bigger and more solid your sales network will be.Because people buy from, and refer people to, people they know and they trust, you will find that your success will come from your sales network. So, what can you do to attract and maintain a solid sales network?To attract a sales network you first need to clearly identify your market, your ideal prospect based on your best customers and their profile. Paint the picture of your ideal prospect, the type of customer / prospect that you would like to see in your sales network. If you can't see them, you cannot attract them into your life.Then you need to come up with creative ways of attracting them, engaging them, creating a relationship and then maintaining that relationship for an ongoing solid sales network.When is comes to attracting or building a solid sales network, your objective is not to sell them something, but to acquire the trust to build and maintain a relationship that will turn into sales.Therefore, stop the selling, start attracting people into your sales network by showing interest in others by getting them talking about themselves, asking in depth questions, showing concern and listening empathetically.To attract prospects into your sales network, you need to be creative and do things differently from that of your competition.Ask yourself this question, "what can I do to position myself in the marketplace as an expert where prospects will come looking for me by name?" List out your creative answers.If you are not different you are the same as everyone else. To attract people into your sales network you need to be different.Let me help you out. Is it fair to say that you know more about yourself, your products and services or your organization than I do? Is it also fair to say that you can educate me on how to buy, generate savings, increase performance, etc. on the benefits of your products and services?Naturally the answer is yes to both of these questions because that is how you are probably selling and building your sales network today. Guess what, everyone else is doing that too. That is not how you build your sales network.What if you were to take what you know and reformat it in a way that is not a sales pitch, but and educational type article, seminar or talk where you give readers or participants added value trough how to tips.In the process you are positioning yourself as an authority, an expert and people will come looking for you by name. Your chasing after prospects to do business with you, will be replaced with being chased by prospects who want to buy from you.This is only one of many ideas. Take the time and brainstorm some ideas for yourself.What about a referral fee program? Remember any behavior that gets recognized or rewarded gets repeated.Do you collect and share testimonial letters? Third party stories and testimonials make a big difference. Are you a member of any network or non profit associations?What if you were to step up and be an active member, like the President, would more people know of you and buy from you? Would you attract more people into your sales network? It is in the effective giving that you gain effectively.
Sales Training
Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies' bottomline problems.Sales management training is just as important, if not more than, salespeople training.Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviours for their salespeople to follow. It is really a monkey see, monkey do situation.Are your sales leaders demonstrating appropriate behaviours?Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic. Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?Without proper training, sales management is not half as effective as they can be. However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what are the salesperson going to do with the customer - tell them as well?What if sales management training provided a system whereby sales reps would be engaged, come up with ideas, take ownership and make it happen. Then who is committed? Is that not the way you would want your salespeople to be with your prospects and customers - engaging and buying from you versus telling and selling where there is no ongoing relationship.Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting. It is absolutely necessary
Wednesday, 3 December 2008
Direct Sales roles
Sales representatives sell their company's products or services to customers. They could be selling cleaning or food products, ICT or electronics components, medicines and pharmaceuticals, vehicles, cosmetics - in fact almost any kind of product or service. Their customers may be individuals, businesses, factories or retail outlets.
Direct sales representatives sell directly to individuals in their homes, demonstrating products or leaving catalogues for customers to choose from. Technical sales representatives and sales engineers work in the industrial, engineering or ICT sectors, selling industrial, specialised or high-tech equipment, materials and components.
Working hours can be long and irregular, and usually depend on meeting targets for appointments or for sales. Sales representatives visit customers at their homes, offices or factories, which requires a lot of driving. If they cover a large area, they may spend most of the week travelling and staying in hotels.
Salaries range from around £15,000 to £50,000 or more a year.
A sales representative should be:
enthusiastic, ambitious and self-confident
a natural extrovert and good at networking
persuasive and good at negotiating
able to take rejection
knowledgeable about the company's products and those of their competitors
interested in meeting new people.
Sales representatives work for manufacturers and wholesale distributors in every sector. About 14 per cent of representatives are self-employed or work freelance, often on a commission-only basis. There is always a need for skilled sales representatives and there are opportunities throughout the UK and abroad.
There are no set entry qualifications for sales representatives, although most employers do ask for a minimum of GCSEs/S grades (A-C/1-3) in English and maths, or the equivalent. An increasing number of applicants have higher qualifications, and a degree or an HNC/HND in a related subject may be useful.
New sales representatives usually work with experienced sales staff until they become familiar with the product and the area they will cover. Most companies provide training on their products, organisation and the sales methods they use. They may also take a range of courses and qualifications in sales, including the City & Guilds International Vocational Qualification (IVQ) in Sales and Marketing.
Promotion possibilities for sales representatives depend on their sales results. Progression may involve taking on responsibility for a larger area or moving into sales management. Some sales representatives become national account managers, working closely with one or more large organisations and businesses. Technical sales representatives sometimes move into product development, research and production.
Direct sales representatives sell directly to individuals in their homes, demonstrating products or leaving catalogues for customers to choose from. Technical sales representatives and sales engineers work in the industrial, engineering or ICT sectors, selling industrial, specialised or high-tech equipment, materials and components.
Working hours can be long and irregular, and usually depend on meeting targets for appointments or for sales. Sales representatives visit customers at their homes, offices or factories, which requires a lot of driving. If they cover a large area, they may spend most of the week travelling and staying in hotels.
Salaries range from around £15,000 to £50,000 or more a year.
A sales representative should be:
enthusiastic, ambitious and self-confident
a natural extrovert and good at networking
persuasive and good at negotiating
able to take rejection
knowledgeable about the company's products and those of their competitors
interested in meeting new people.
Sales representatives work for manufacturers and wholesale distributors in every sector. About 14 per cent of representatives are self-employed or work freelance, often on a commission-only basis. There is always a need for skilled sales representatives and there are opportunities throughout the UK and abroad.
There are no set entry qualifications for sales representatives, although most employers do ask for a minimum of GCSEs/S grades (A-C/1-3) in English and maths, or the equivalent. An increasing number of applicants have higher qualifications, and a degree or an HNC/HND in a related subject may be useful.
New sales representatives usually work with experienced sales staff until they become familiar with the product and the area they will cover. Most companies provide training on their products, organisation and the sales methods they use. They may also take a range of courses and qualifications in sales, including the City & Guilds International Vocational Qualification (IVQ) in Sales and Marketing.
Promotion possibilities for sales representatives depend on their sales results. Progression may involve taking on responsibility for a larger area or moving into sales management. Some sales representatives become national account managers, working closely with one or more large organisations and businesses. Technical sales representatives sometimes move into product development, research and production.
Tuesday, 2 December 2008
Market Research
Market research executives find out information about customers and potential customers for a wide range of companies and organisations.
There are two types:
quantitative research is based on numbers and explores how many people behave, buy or think in a certain way
qualitative research involves fewer people, but asks more in-depth questions in an attempt to discover why people behave, buy or think in a certain way.
People usually do one type of research or the other.
Tasks may include:
putting together a plan or proposal
designing and organising surveys
analysing and presenting the results
making recommendations based on the findings.
A full-time worker would expect to work around 35 to 40 hours a week in normal office hours. Qualitative researchers may need to be more flexible, as home visits and focus groups are often set up at evenings and weekends. Quantitative research is usually office based, but qualitative work generally involves a lot of travelling.
Salaries may start at £18,000 a year, and can rise to £80,000 for senior people.
A market research executive should have:
good communication skills
an analytical mind and a creative attitude to solving problems
good mathematical and computer skills (quantitative research)
excellent listening and people skills (qualitative research)
an interest in people's behaviour and motivations.
Most opportunities for market research executives occur in specialist agencies, many of which are based in and around London. Other employers include industrial and commercial organisations, government departments, advertising agencies, charities and research institutes.
Market research executives usually have a degree or higher national diploma (HND). Maths is useful for quantitative research, and arts or humanities subjects for qualitative research. There is no upper age limit for joining this profession.
Market research executives build up their skills while working, and may take a professional qualification. In a larger organisation, there may be a structured training scheme.
Career progression in market research can be relatively quick, and managerial opportunities for executives with flair and commitment may be available
There are two types:
quantitative research is based on numbers and explores how many people behave, buy or think in a certain way
qualitative research involves fewer people, but asks more in-depth questions in an attempt to discover why people behave, buy or think in a certain way.
People usually do one type of research or the other.
Tasks may include:
putting together a plan or proposal
designing and organising surveys
analysing and presenting the results
making recommendations based on the findings.
A full-time worker would expect to work around 35 to 40 hours a week in normal office hours. Qualitative researchers may need to be more flexible, as home visits and focus groups are often set up at evenings and weekends. Quantitative research is usually office based, but qualitative work generally involves a lot of travelling.
Salaries may start at £18,000 a year, and can rise to £80,000 for senior people.
A market research executive should have:
good communication skills
an analytical mind and a creative attitude to solving problems
good mathematical and computer skills (quantitative research)
excellent listening and people skills (qualitative research)
an interest in people's behaviour and motivations.
Most opportunities for market research executives occur in specialist agencies, many of which are based in and around London. Other employers include industrial and commercial organisations, government departments, advertising agencies, charities and research institutes.
Market research executives usually have a degree or higher national diploma (HND). Maths is useful for quantitative research, and arts or humanities subjects for qualitative research. There is no upper age limit for joining this profession.
Market research executives build up their skills while working, and may take a professional qualification. In a larger organisation, there may be a structured training scheme.
Career progression in market research can be relatively quick, and managerial opportunities for executives with flair and commitment may be available
Saturday, 8 November 2008
Online Sales
Easily Locate Sales Vacancies around the World with an Online Sales Job Website
When seeking sales vacancies, you might be tempted to sift through the thousands of job websites to find that perfect career. The problem is some of those job opportunities may be expired or already filled. Some might not be at your desired location. Others might not offer the salary or hours you want. That's why it's a good idea to narrow your search using a specialty job site. You can save lots of time by using a sales job website that offers specialized searches for exactly the career you want. Features to Look For A sales job search site should have a steady stream of updated sales jobs so you won't waste time applying for positions that are no longer available. Look for sales vacancies that clearly display the job posting date so you'll know how long ago the employer posted it. Find a website that's targeted for sales jobs particularly, but also versatile enough so you can glance at other sales opportunities as well. A targeted sales job site will likely display sales vacancies in a variety of fields such as IT sales jobs, sales and marketing jobs, medical sales jobs, advertising sales jobs, media sales jobs, etc. Though there are various job types listed, they are at least all related to sales. You can easily focus on one particular career type and ignore the rest if the site has an advanced job search feature. When seeking sales jobs, you might want to remain anonymous until you find a possible job match. Some sales job services will allow you to remain anonymous while searching for jobs. This means you can still create a profile and display your skills without revealing your identity. A potential employer can send a blind email to contact you, and then you can decide if you wish to have further contact with the company if you feel the job might be right for you. Another feature is you can make your CV/resume public so potential employers can easily find you. Some employers don't want to wait for applicants; they'd rather search for candidates by skill and location to save time. Displaying your resume publicly will make these opportunities available to you. Look for a website that offers free registration to sales job seekers. You shouldn't have to pay to find a sales job unless the company is willing to offer resume creation services and others features of that nature. Sales Recruitment Services Also look for sales recruitment opportunities in your field of interest. Some sales job websites act as a go-between for you and sales job recruiters. The recruiters sign on for the service and may pay the job site to advertise their job opportunities. As a job seeker, you can find a recruiter that specializes in your desired field, such as IT sales jobs or medical sales jobs. The recruiter will use your profile and resume to match you with a hiring company. Sales job recruiters not only help you locate a dream sales career, but also guide you through the interview process. The recruiter will set up your interview and tell you where to go, and with whom to speak. All you have to do is prepare for the interview and be sure to answer the questions professionally. Using a recruiter greatly improves your chances of getting hired. It can benefit you to use a recruiter if you need a job in a particular field or location quickly. Some recruiters can even help you find sales jobs in other parts of the world! Seeking a sales job can be an exciting process when you have the help of a reputable job search site and recruiters that can connect you with top employers. Start your sales career search on the Web today!
To learn more about subjects like sales jobs please visit the web site at: http://www.salesrecruitmentjobsite.com
When seeking sales vacancies, you might be tempted to sift through the thousands of job websites to find that perfect career. The problem is some of those job opportunities may be expired or already filled. Some might not be at your desired location. Others might not offer the salary or hours you want. That's why it's a good idea to narrow your search using a specialty job site. You can save lots of time by using a sales job website that offers specialized searches for exactly the career you want. Features to Look For A sales job search site should have a steady stream of updated sales jobs so you won't waste time applying for positions that are no longer available. Look for sales vacancies that clearly display the job posting date so you'll know how long ago the employer posted it. Find a website that's targeted for sales jobs particularly, but also versatile enough so you can glance at other sales opportunities as well. A targeted sales job site will likely display sales vacancies in a variety of fields such as IT sales jobs, sales and marketing jobs, medical sales jobs, advertising sales jobs, media sales jobs, etc. Though there are various job types listed, they are at least all related to sales. You can easily focus on one particular career type and ignore the rest if the site has an advanced job search feature. When seeking sales jobs, you might want to remain anonymous until you find a possible job match. Some sales job services will allow you to remain anonymous while searching for jobs. This means you can still create a profile and display your skills without revealing your identity. A potential employer can send a blind email to contact you, and then you can decide if you wish to have further contact with the company if you feel the job might be right for you. Another feature is you can make your CV/resume public so potential employers can easily find you. Some employers don't want to wait for applicants; they'd rather search for candidates by skill and location to save time. Displaying your resume publicly will make these opportunities available to you. Look for a website that offers free registration to sales job seekers. You shouldn't have to pay to find a sales job unless the company is willing to offer resume creation services and others features of that nature. Sales Recruitment Services Also look for sales recruitment opportunities in your field of interest. Some sales job websites act as a go-between for you and sales job recruiters. The recruiters sign on for the service and may pay the job site to advertise their job opportunities. As a job seeker, you can find a recruiter that specializes in your desired field, such as IT sales jobs or medical sales jobs. The recruiter will use your profile and resume to match you with a hiring company. Sales job recruiters not only help you locate a dream sales career, but also guide you through the interview process. The recruiter will set up your interview and tell you where to go, and with whom to speak. All you have to do is prepare for the interview and be sure to answer the questions professionally. Using a recruiter greatly improves your chances of getting hired. It can benefit you to use a recruiter if you need a job in a particular field or location quickly. Some recruiters can even help you find sales jobs in other parts of the world! Seeking a sales job can be an exciting process when you have the help of a reputable job search site and recruiters that can connect you with top employers. Start your sales career search on the Web today!
To learn more about subjects like sales jobs please visit the web site at: http://www.salesrecruitmentjobsite.com
Online Sales
Easily Locate Sales Vacancies around the World with an Online Sales Job Website
When seeking sales vacancies, you might be tempted to sift through the thousands of job websites to find that perfect career. The problem is some of those job opportunities may be expired or already filled. Some might not be at your desired location. Others might not offer the salary or hours you want. That's why it's a good idea to narrow your search using a specialty job site. You can save lots of time by using a sales job website that offers specialized searches for exactly the career you want. Features to Look For A sales job search site should have a steady stream of updated sales jobs so you won't waste time applying for positions that are no longer available. Look for sales vacancies that clearly display the job posting date so you'll know how long ago the employer posted it. Find a website that's targeted for sales jobs particularly, but also versatile enough so you can glance at other sales opportunities as well. A targeted sales job site will likely display sales vacancies in a variety of fields such as IT sales jobs, sales and marketing jobs, medical sales jobs, advertising sales jobs, media sales jobs, etc. Though there are various job types listed, they are at least all related to sales. You can easily focus on one particular career type and ignore the rest if the site has an advanced job search feature. When seeking sales jobs, you might want to remain anonymous until you find a possible job match. Some sales job services will allow you to remain anonymous while searching for jobs. This means you can still create a profile and display your skills without revealing your identity. A potential employer can send a blind email to contact you, and then you can decide if you wish to have further contact with the company if you feel the job might be right for you. Another feature is you can make your CV/resume public so potential employers can easily find you. Some employers don't want to wait for applicants; they'd rather search for candidates by skill and location to save time. Displaying your resume publicly will make these opportunities available to you. Look for a website that offers free registration to sales job seekers. You shouldn't have to pay to find a sales job unless the company is willing to offer resume creation services and others features of that nature. Sales Recruitment Services Also look for sales recruitment opportunities in your field of interest. Some sales job websites act as a go-between for you and sales job recruiters. The recruiters sign on for the service and may pay the job site to advertise their job opportunities. As a job seeker, you can find a recruiter that specializes in your desired field, such as IT sales jobs or medical sales jobs. The recruiter will use your profile and resume to match you with a hiring company. Sales job recruiters not only help you locate a dream sales career, but also guide you through the interview process. The recruiter will set up your interview and tell you where to go, and with whom to speak. All you have to do is prepare for the interview and be sure to answer the questions professionally. Using a recruiter greatly improves your chances of getting hired. It can benefit you to use a recruiter if you need a job in a particular field or location quickly. Some recruiters can even help you find sales jobs in other parts of the world! Seeking a sales job can be an exciting process when you have the help of a reputable job search site and recruiters that can connect you with top employers. Start your sales career search on the Web today!
To learn more about subjects like sales jobs please visit the web site at: http://www.salesrecruitmentjobsite.com
When seeking sales vacancies, you might be tempted to sift through the thousands of job websites to find that perfect career. The problem is some of those job opportunities may be expired or already filled. Some might not be at your desired location. Others might not offer the salary or hours you want. That's why it's a good idea to narrow your search using a specialty job site. You can save lots of time by using a sales job website that offers specialized searches for exactly the career you want. Features to Look For A sales job search site should have a steady stream of updated sales jobs so you won't waste time applying for positions that are no longer available. Look for sales vacancies that clearly display the job posting date so you'll know how long ago the employer posted it. Find a website that's targeted for sales jobs particularly, but also versatile enough so you can glance at other sales opportunities as well. A targeted sales job site will likely display sales vacancies in a variety of fields such as IT sales jobs, sales and marketing jobs, medical sales jobs, advertising sales jobs, media sales jobs, etc. Though there are various job types listed, they are at least all related to sales. You can easily focus on one particular career type and ignore the rest if the site has an advanced job search feature. When seeking sales jobs, you might want to remain anonymous until you find a possible job match. Some sales job services will allow you to remain anonymous while searching for jobs. This means you can still create a profile and display your skills without revealing your identity. A potential employer can send a blind email to contact you, and then you can decide if you wish to have further contact with the company if you feel the job might be right for you. Another feature is you can make your CV/resume public so potential employers can easily find you. Some employers don't want to wait for applicants; they'd rather search for candidates by skill and location to save time. Displaying your resume publicly will make these opportunities available to you. Look for a website that offers free registration to sales job seekers. You shouldn't have to pay to find a sales job unless the company is willing to offer resume creation services and others features of that nature. Sales Recruitment Services Also look for sales recruitment opportunities in your field of interest. Some sales job websites act as a go-between for you and sales job recruiters. The recruiters sign on for the service and may pay the job site to advertise their job opportunities. As a job seeker, you can find a recruiter that specializes in your desired field, such as IT sales jobs or medical sales jobs. The recruiter will use your profile and resume to match you with a hiring company. Sales job recruiters not only help you locate a dream sales career, but also guide you through the interview process. The recruiter will set up your interview and tell you where to go, and with whom to speak. All you have to do is prepare for the interview and be sure to answer the questions professionally. Using a recruiter greatly improves your chances of getting hired. It can benefit you to use a recruiter if you need a job in a particular field or location quickly. Some recruiters can even help you find sales jobs in other parts of the world! Seeking a sales job can be an exciting process when you have the help of a reputable job search site and recruiters that can connect you with top employers. Start your sales career search on the Web today!
To learn more about subjects like sales jobs please visit the web site at: http://www.salesrecruitmentjobsite.com
Wednesday, 5 November 2008
CV Preparation
Now, assuming that you are a new graduate asking how to write a resume, your educational degree/s should be listed next. What educational facility or facilities you attended, for what time period, and the degree/s you earned.
Space down a few times, and state your career objective. Be careful when doing this, however; employers are not happy to see objectives which they define as too general, explain exactly what skills you are hoping to utilize for their company, let them know also what you are hoping to become more proficient at while employed at their company.
Go down a couple more spaces, and then start listing your employment history, starting with the position that you held most recently, and working back from there. Include here not only your duties, but any special projects that you took on while you were there, accomplishments, improvements you made, and any committees that benefited from your contribution.
Give special homage to and of these activities that you excelled at, which relate to the job you are presently seeking, of course.
Once you have listed your employment history, space down some more and list your extracurricular activities, sports, clubs, as well as any special designations you may have. For instance, if you are looking for work in the legal field and are already certified as a Notary Public, definitely mention this, as Notaries Public are very important in many fields of law, as well as in some other professions.
If all of this information can fit on one page, that is the way most employers prefer it. However, do not ever leave out anything pertinent to the job you are applying for just to save space, by all means, go on to a second sheet of paper.
Now, this is only one example of how to write a resume. If you would like to explore perhaps some more sophisticated options, or just would like a variety to mull over, you have plenty of things that you can do.
You can locate a resume template, even download it if you choose and be quite confident that you will be formatting everything correctly.
You could also contact a resume writing service, or seek advice from the Placement Office at your college or university. There are endless options for you, the sky's the limit, so go forth and create a resume to get you the job of your dreams!!
Space down a few times, and state your career objective. Be careful when doing this, however; employers are not happy to see objectives which they define as too general, explain exactly what skills you are hoping to utilize for their company, let them know also what you are hoping to become more proficient at while employed at their company.
Go down a couple more spaces, and then start listing your employment history, starting with the position that you held most recently, and working back from there. Include here not only your duties, but any special projects that you took on while you were there, accomplishments, improvements you made, and any committees that benefited from your contribution.
Give special homage to and of these activities that you excelled at, which relate to the job you are presently seeking, of course.
Once you have listed your employment history, space down some more and list your extracurricular activities, sports, clubs, as well as any special designations you may have. For instance, if you are looking for work in the legal field and are already certified as a Notary Public, definitely mention this, as Notaries Public are very important in many fields of law, as well as in some other professions.
If all of this information can fit on one page, that is the way most employers prefer it. However, do not ever leave out anything pertinent to the job you are applying for just to save space, by all means, go on to a second sheet of paper.
Now, this is only one example of how to write a resume. If you would like to explore perhaps some more sophisticated options, or just would like a variety to mull over, you have plenty of things that you can do.
You can locate a resume template, even download it if you choose and be quite confident that you will be formatting everything correctly.
You could also contact a resume writing service, or seek advice from the Placement Office at your college or university. There are endless options for you, the sky's the limit, so go forth and create a resume to get you the job of your dreams!!
Sales Prospects
When meeting new contacts instead of trying to be interesting and entertaining be “interested” in them and be totally present and aware. People enjoy to be listened to and will often share more information and feel more connected to us if we have truly listened to them. This information can often tell us about their needs, values and long term business goals. This information is critical to landing them as a client in the future.
Relax, we’re just sorting
I once set a goal to add 50 new prospects to my sales pipeline and turn five of those prospects into customers. I would set out at each day with a high level of anxiety and self induced pressure. Often my approach would seem unnatural or forced and my prospects quickly found a way to avoid me or put me off. Talking later on to my mentor he suggested that I focus on building trust and credibility with everyone that I met. I could sort through my new relationships later on. By focusing on “beginning” a relationship instead of the $ sign on the forehead I was able to relax, be genuine and build my network. Relax, build the relationship and sort later.
Be on all the time
Some of our best clients can come out of chance encounters where opportunity has met preparedness. Be naturally inquisitive at all times. I’ve met two clients on airplanes over the past couple of years just by being curious and asking a few questions. Another client of mine scans local headlines everyday for new potential clients and industry trends, he often discovers clients and new market niches before his competitors know they event exist. After talking to a consultant for twenty minutes at a function we found we had similar target markets and were able to refer more business to each other.
Persistently add value
Be persistent. Remember 81% of conversion business is done from the 5th call and onward. Also, remember people trust you 70% more on the 3rd contact with you than the first time. Follow-up and follow-through is critical. Persistence isn’t enough though. We need to ask ourselves the question: How am I going to add value with this call, meeting e-mail etc? Persistent contact + Added Value = receptive prospect. Only 12% of sales people make 3 or more calls and keep going and they earn 80% of commissions that are paid out. [statistical source: American Dry Goods Association and John C. Maxwell]
The New Economy
"The big don’t eat the small, the fast eat the slow.” When we prospect and make new contacts the velocity of our follow-up is often one of the biggest credibility makers or breakers. We all want results and resources now. Act fast, deliver more than they expect, deliver on our initial commitments faster than promised to get the prospects’ attention.
Put a top of mind program in place
We all roll out the red carpet for big profitable clients. Why not put a loyalty and “top of mind program” in place for those people who refer great clients to us. Some of these people are capable of referring us dozens of clients. Too often we are too informal and inconsistent with those people who refer business to us. Get them on a mailing list, call them frequently, take them to lunch, and refer business to them too.
Relax, we’re just sorting
I once set a goal to add 50 new prospects to my sales pipeline and turn five of those prospects into customers. I would set out at each day with a high level of anxiety and self induced pressure. Often my approach would seem unnatural or forced and my prospects quickly found a way to avoid me or put me off. Talking later on to my mentor he suggested that I focus on building trust and credibility with everyone that I met. I could sort through my new relationships later on. By focusing on “beginning” a relationship instead of the $ sign on the forehead I was able to relax, be genuine and build my network. Relax, build the relationship and sort later.
Be on all the time
Some of our best clients can come out of chance encounters where opportunity has met preparedness. Be naturally inquisitive at all times. I’ve met two clients on airplanes over the past couple of years just by being curious and asking a few questions. Another client of mine scans local headlines everyday for new potential clients and industry trends, he often discovers clients and new market niches before his competitors know they event exist. After talking to a consultant for twenty minutes at a function we found we had similar target markets and were able to refer more business to each other.
Persistently add value
Be persistent. Remember 81% of conversion business is done from the 5th call and onward. Also, remember people trust you 70% more on the 3rd contact with you than the first time. Follow-up and follow-through is critical. Persistence isn’t enough though. We need to ask ourselves the question: How am I going to add value with this call, meeting e-mail etc? Persistent contact + Added Value = receptive prospect. Only 12% of sales people make 3 or more calls and keep going and they earn 80% of commissions that are paid out. [statistical source: American Dry Goods Association and John C. Maxwell]
The New Economy
"The big don’t eat the small, the fast eat the slow.” When we prospect and make new contacts the velocity of our follow-up is often one of the biggest credibility makers or breakers. We all want results and resources now. Act fast, deliver more than they expect, deliver on our initial commitments faster than promised to get the prospects’ attention.
Put a top of mind program in place
We all roll out the red carpet for big profitable clients. Why not put a loyalty and “top of mind program” in place for those people who refer great clients to us. Some of these people are capable of referring us dozens of clients. Too often we are too informal and inconsistent with those people who refer business to us. Get them on a mailing list, call them frequently, take them to lunch, and refer business to them too.
Whats Sales all about ?
Working hours can be long and irregular, and usually depend on meeting targets for appointments or sales. Administration work is usually carried out between appointments or at home at the end of the day. It may be possible to work part time.
Sales representatives visit customers at their homes, offices or factories, which requires a lot of driving. If they cover a large area, they may spend most of the week travelling and staying in hotels. When not on the road, they are likely to work in the company's office or at home.
A full, clean driving licence is highly advantageous and may be essential in some jobs.
Depending on the employer, some overseas travel may be required.
Salary and other benefitsThese figures are only a guide, as actual rates of pay may vary, depending on the employer and where people live.
Starting salaries may be from around £15,000 a year.Experienced sales representatives may earn up to £35,000 a year.Top salaries, including commission, may be £50,000 or more.Most sales representatives get a basic salary plus commission. This commission basis is usually shown as an OTE (on-target earnings) figure in job adverts. They may receive a petrol allowance and a company car.
Skills and personal qualitiesA sales representative should be:
enthusiastic, ambitious and self-confident a natural extrovert and good at networking persuasive and good at negotiatingable to take rejectionsmart in appearance and polite in mannerknowledgeable about the company's products and those of their competitorsable to work alone and on their own initiativeable to plan a schedule and keep to itquick at calculations.InterestsIt is important for a sales representative to have an interest in:
meeting new peoplethe specific products or services they are selling.Getting inSales representatives work for manufacturers and wholesale distributors in every sector - from foodstuffs and machinery to pharmaceuticals and printing services. About 14 per cent of sales representatives are self-employed or work freelance, often on a commission-only basis.
There is always a need for skilled sales representatives and there are opportunities throughout the UK and abroad.
A number of recruitment agencies specialise in sales positions, many in specific sectors, and there is a huge range of sales jobsites that advertise and recruit for sales jobs. Posts may also be advertised in magazines and newsletters relevant to the particular sector, as well as in Jobcentre Plus offices and local and regional newspapers.
Sales representatives visit customers at their homes, offices or factories, which requires a lot of driving. If they cover a large area, they may spend most of the week travelling and staying in hotels. When not on the road, they are likely to work in the company's office or at home.
A full, clean driving licence is highly advantageous and may be essential in some jobs.
Depending on the employer, some overseas travel may be required.
Salary and other benefitsThese figures are only a guide, as actual rates of pay may vary, depending on the employer and where people live.
Starting salaries may be from around £15,000 a year.Experienced sales representatives may earn up to £35,000 a year.Top salaries, including commission, may be £50,000 or more.Most sales representatives get a basic salary plus commission. This commission basis is usually shown as an OTE (on-target earnings) figure in job adverts. They may receive a petrol allowance and a company car.
Skills and personal qualitiesA sales representative should be:
enthusiastic, ambitious and self-confident a natural extrovert and good at networking persuasive and good at negotiatingable to take rejectionsmart in appearance and polite in mannerknowledgeable about the company's products and those of their competitorsable to work alone and on their own initiativeable to plan a schedule and keep to itquick at calculations.InterestsIt is important for a sales representative to have an interest in:
meeting new peoplethe specific products or services they are selling.Getting inSales representatives work for manufacturers and wholesale distributors in every sector - from foodstuffs and machinery to pharmaceuticals and printing services. About 14 per cent of sales representatives are self-employed or work freelance, often on a commission-only basis.
There is always a need for skilled sales representatives and there are opportunities throughout the UK and abroad.
A number of recruitment agencies specialise in sales positions, many in specific sectors, and there is a huge range of sales jobsites that advertise and recruit for sales jobs. Posts may also be advertised in magazines and newsletters relevant to the particular sector, as well as in Jobcentre Plus offices and local and regional newspapers.
Preparing for a Sales Interview
I am frequently asked about questions that may be asked at a sales rep job interview. Everyone wants to know "How can I ace my job interview?
In this article we are going to look at tips on how to present yourself in the first interview, how to answer interview questions, how to prepare for your interview, how to behave during the interview, questions you can ask the interviewer and how you can maximize the chances of getting the job you really want.
The best way of approaching a sales interview is to think of it like a normal sales meeting with a customer. But instead of selling goods or services, in a sales interview, the product is YOU.
By thinking of the interview as an ordinary sales call, you will find it easy to structure the call and prepare for it. For example, when you are selling, your first approach will often include a brochure or other sales literature setting out your offering. When you are selling yourself, this is the function of your resume or CV. It is essential that you present an employer a carefully constructed document which highlights the features and benefits you have to offer. This will usually be in the form of achievements, qualifications and training. Similarly, a well crafted cover letter will help your application to stand out.
Professional salespeople never visit a customer without having done some research first. At the very least they will have Googled their customer to find out the latest developments and announcements. They should also have checked recent files and had a look to see what is going on in the customer 's marketplace.
In the same way, the interviewee should carry out some pre-interview research. This will not only boost confidence but is fine preparation for some standard interview questions like "What do you know about our company?" or "What do you think the biggest challenges we face in the market today?" It should also prompt you to think about questions you can ask at the end of the interview when you are invited to do so.
Nowadays, it is more and more common for employers to filter job applications by conducting a telephone interview. Although many people are concerned about this, in fact it is usually an easy opportunity to score well and make an early impression.
The first thing to remember is that you are in charge. When the phone rings, the interviewer has absolutely no idea what you are doing and will nearly always ask if it is convenient to talk. Unless you are fully prepared then your answer should always be "no". Set a time when you know you will have had time to do your research and create an atmosphere conducive to giving the right impression. Make a list of the key points you want to get across and have any reference materials easily to hand. The objective of this session is for you to sound relaxed, confident and full of potential. The main goal of the discussion is for you to get a face to face interview. As the call draws to a close, it is essential that you try to set a date (remember to have your calendar to hand).
The main operating environment for a salesperson is when she is talking to her customer. When applying for a job, the potential employer is the customer, so the interview should use the same ground plan as you would for a customer sales call. Remember to arrive punctually, suitably dressed and with anything you might need (like a spare resume or a certificate of achievement) easily to hand in your bag. Remember that the interview starts the moment you arrive and your behaviour with garage attendants and receptionists may be assessed as part of the process.
There is no set pattern for a sales job interview. Some companies have a highly structured approach; others will be more amorphous in character. Regardless of structure, there are usually two questions that you can expect. You may be asked a something like "Tell me about yourself". The answer should be a very brief recap of your career lasting no more than three minutes, which highlights key achievements and finishes with the question "...what would you like to know about in particular?" Do not fall into the trap of rehearsing details of your childhood and upbringing thereby wasting valuable time on information that will not support the product on sale - you.
The second question you can expect is a derivation of "Why do you want this job?" Again, you must align the answers with the skills you are offering. An answer like "I read in your accounts that you are planning to expand into the South West. I have built up a considerable network in that region, am very familiar with the political issues and feel that with the new products you announced last week I can make a significant contribution..." will play very well and serves both to demonstrate the skills you bring and the fact that you have done your homework.
Inexperienced interviewers will often take off their watch and say "sell this to me! Don't be tricked into doing a "feature push" sale. Step back and remember your basic sales training. Respond by asking questions about what he wants in a watch before constructing a sales presentation aligned to his needs.
Good interviewers nearly always provide the opportunity to ask some questions. Do not let the opportunity slip by. This is your chance to showcase your research and ask about the company 's markets, plans and processes. Even if some of these items have been covered during the interview, you should be able to find a way to open up another angle especially if it will highlight one of your key strengths.
Although sales job interviews are very similar to other job interviews, they do differ in one important respect. At the end of the interview, the candidate is expected to attempt a close of some sort; if only to show that he is capable of asking for the business. This doesn't need to be an in your face "am I hired?" question. Indeed depending on the circumstances, this could be counterproductive. However a gentle question seeking feedback or confirmation that the interviewer will be taking your application forward can rarely do any harm.
In some situations the interviewer may start to ask you questions about package. Be on your guard. This is am opportunity to close. Do not just jump in with your number. Remember that this is a sales interview and the question could be a 'buying signal'. Therefore respond with a trial close: - "As we have started to discuss remuneration, can I take that as a sign that as long as the package is right your will be making me an offer?" If the answer is "yes", you have a deal and you can then start talking about the salary and benefits package you need, usually best expressed in terms of a range rather than outright figures. If the salary is lower than your target, you can push for an improved car or better health or holiday benefits.
Occasionally a sales interview will end with a firm offer being made. More often than not though, there will be further stages before an offer can be issued. In this event is is good practice to follow up the interview with a "thank you" letter or email. This should be short, summarize the key strengths that you have to offer, clear up any uncertainties and if appropriate add some further information or collateral which the interviewer might find interesting or supportive of your application.
And finally you should approach every sales job interview with the thought that good sales people are really hard to find and keep. If you can demonstrate that you know how to sell and are confident, well researched and have the energy and drive to perform well them you will be well on the way to meeting your objective of passing the interview.
In this article we are going to look at tips on how to present yourself in the first interview, how to answer interview questions, how to prepare for your interview, how to behave during the interview, questions you can ask the interviewer and how you can maximize the chances of getting the job you really want.
The best way of approaching a sales interview is to think of it like a normal sales meeting with a customer. But instead of selling goods or services, in a sales interview, the product is YOU.
By thinking of the interview as an ordinary sales call, you will find it easy to structure the call and prepare for it. For example, when you are selling, your first approach will often include a brochure or other sales literature setting out your offering. When you are selling yourself, this is the function of your resume or CV. It is essential that you present an employer a carefully constructed document which highlights the features and benefits you have to offer. This will usually be in the form of achievements, qualifications and training. Similarly, a well crafted cover letter will help your application to stand out.
Professional salespeople never visit a customer without having done some research first. At the very least they will have Googled their customer to find out the latest developments and announcements. They should also have checked recent files and had a look to see what is going on in the customer 's marketplace.
In the same way, the interviewee should carry out some pre-interview research. This will not only boost confidence but is fine preparation for some standard interview questions like "What do you know about our company?" or "What do you think the biggest challenges we face in the market today?" It should also prompt you to think about questions you can ask at the end of the interview when you are invited to do so.
Nowadays, it is more and more common for employers to filter job applications by conducting a telephone interview. Although many people are concerned about this, in fact it is usually an easy opportunity to score well and make an early impression.
The first thing to remember is that you are in charge. When the phone rings, the interviewer has absolutely no idea what you are doing and will nearly always ask if it is convenient to talk. Unless you are fully prepared then your answer should always be "no". Set a time when you know you will have had time to do your research and create an atmosphere conducive to giving the right impression. Make a list of the key points you want to get across and have any reference materials easily to hand. The objective of this session is for you to sound relaxed, confident and full of potential. The main goal of the discussion is for you to get a face to face interview. As the call draws to a close, it is essential that you try to set a date (remember to have your calendar to hand).
The main operating environment for a salesperson is when she is talking to her customer. When applying for a job, the potential employer is the customer, so the interview should use the same ground plan as you would for a customer sales call. Remember to arrive punctually, suitably dressed and with anything you might need (like a spare resume or a certificate of achievement) easily to hand in your bag. Remember that the interview starts the moment you arrive and your behaviour with garage attendants and receptionists may be assessed as part of the process.
There is no set pattern for a sales job interview. Some companies have a highly structured approach; others will be more amorphous in character. Regardless of structure, there are usually two questions that you can expect. You may be asked a something like "Tell me about yourself". The answer should be a very brief recap of your career lasting no more than three minutes, which highlights key achievements and finishes with the question "...what would you like to know about in particular?" Do not fall into the trap of rehearsing details of your childhood and upbringing thereby wasting valuable time on information that will not support the product on sale - you.
The second question you can expect is a derivation of "Why do you want this job?" Again, you must align the answers with the skills you are offering. An answer like "I read in your accounts that you are planning to expand into the South West. I have built up a considerable network in that region, am very familiar with the political issues and feel that with the new products you announced last week I can make a significant contribution..." will play very well and serves both to demonstrate the skills you bring and the fact that you have done your homework.
Inexperienced interviewers will often take off their watch and say "sell this to me! Don't be tricked into doing a "feature push" sale. Step back and remember your basic sales training. Respond by asking questions about what he wants in a watch before constructing a sales presentation aligned to his needs.
Good interviewers nearly always provide the opportunity to ask some questions. Do not let the opportunity slip by. This is your chance to showcase your research and ask about the company 's markets, plans and processes. Even if some of these items have been covered during the interview, you should be able to find a way to open up another angle especially if it will highlight one of your key strengths.
Although sales job interviews are very similar to other job interviews, they do differ in one important respect. At the end of the interview, the candidate is expected to attempt a close of some sort; if only to show that he is capable of asking for the business. This doesn't need to be an in your face "am I hired?" question. Indeed depending on the circumstances, this could be counterproductive. However a gentle question seeking feedback or confirmation that the interviewer will be taking your application forward can rarely do any harm.
In some situations the interviewer may start to ask you questions about package. Be on your guard. This is am opportunity to close. Do not just jump in with your number. Remember that this is a sales interview and the question could be a 'buying signal'. Therefore respond with a trial close: - "As we have started to discuss remuneration, can I take that as a sign that as long as the package is right your will be making me an offer?" If the answer is "yes", you have a deal and you can then start talking about the salary and benefits package you need, usually best expressed in terms of a range rather than outright figures. If the salary is lower than your target, you can push for an improved car or better health or holiday benefits.
Occasionally a sales interview will end with a firm offer being made. More often than not though, there will be further stages before an offer can be issued. In this event is is good practice to follow up the interview with a "thank you" letter or email. This should be short, summarize the key strengths that you have to offer, clear up any uncertainties and if appropriate add some further information or collateral which the interviewer might find interesting or supportive of your application.
And finally you should approach every sales job interview with the thought that good sales people are really hard to find and keep. If you can demonstrate that you know how to sell and are confident, well researched and have the energy and drive to perform well them you will be well on the way to meeting your objective of passing the interview.
Getting the sales job
The compensation plan changed again. The revolving door of company executives spins out of control. You look at the corporate direction and you'd like to give the CEO a compass so he can find his way. Concerned, you've decided that today is the day that you will peek your head over the cubicle wall and see what other opportunities are out there. After all, you've been successful. No need to go down with the ship.
The morning you wake up with the inspiration to begin a job search is a little scary. There is the factor of the unknown. Yet, you pushed yourself outside of your comfort zone to open the doors to new opportunity. It's been a while since you last looked for a new sales home. How do you go from where you are today to a new, fresh opportunity?
Know what you want. In sales, you often work with the profile of your ideal client. The same applies when looking for a job. You need to know what the ideal fit is for your sales pedigree. If you don't know what you are looking for, how will you know when you find it? This introspective exercise is the subject of another article of mine titled, "Finding the Right Home For Your Sales Skills." That article walks you through the exercise of defining your ideal sales role. Don't go another step in the process until you have read that article.
Develop your marketing tools. Marketing tools? Yes, that is what a cover letter and resume are all about. When you think of marketing, you also think of messaging. Many forget this when they develop their cover letter and resume. However, these marketing tools communicate a message, a story. The key is to make sure they convey the story you intend.
While the easy thing to do is to create one cover letter and one resume, it is not the most effective way to pursue a new job. As someone who has screened thousands of these documents from sales candidates, I can share with you a little nugget of insight. Hiring managers ask themselves a simple question when they first peruse your cover letter and resume. "Do they want my job or just a job?" We know when you are mass emailing your marketing tools just like prospects know when you mass email them.
In sales, you are taught to make sure your message matches your audience. Sales is not taught as a one-size-fits-all, but rather a template that is adjusted to match the need and circumstance. When prospects feel that they are the sales call of the day, they don't respond. The same applies to hiring managers. Hiring managers are looking to hire people that want to work in their organization. They can feel when someone just wants a job, not necessarily theirs. Thus, when they get that feeling, your candidacy for the job goes into the trash.
The cover letter is one of the first ways it becomes obvious that you are treating this as a mass event. The sales person applies for a specific job, but the cover letter communicates a message that says they want a different job. It is not intentional on the part of the sales person. After all, they paid a copywritera thousand dollars to create this masterpiece. Copywriters are very helpful to those in need of assistance in creating the story of their background. However, the effective cover letter recipe has three ingredients to it, making it somewhat difficult for the copywriter to unilaterally assist you.
1. Share what you know about the company. Hiring managers want to see that you have at least done a little research about them. This is easily done by visiting their website, performing an online search, and studying them on Hoover's.
2. Present your relevant qualifications/accomplishments. The keyword here is "relevant." We've all done a lot of things in our lives. Pick the ones that you feel are most relevant to the reader based on what you read when you researched the company. You can also ascertain this from the job posting.
3. Show the synergy between the opportunity and your background. Connect the dots for the reader. If the company is looking for a sales person that has developed a new territory and you are an expert at doing that, make sure the message comes out in the cover letter. Don't expect the reader to see the synergy. You need to map it out just like you do for sales prospects. When presenting the synergies, use their language. If they call the position "a hunter," refer to yourself as one. If they call bringing in new accounts as "territory development," you are in expert in territory development, not hunting.
When the objective, isn't the objective. The same holds true for the resume. Many sales people write an objective at the top of their resume. Yet, they fail to adjust the title based on the position for which they are applying. My favorite is when someone writes as an objective, "To get a sales or sales management position." I can assure you that approach is a guaranteed way to get yourself removed from consideration in an instant. Those are two completely different jobs. "I want to be a pitcher or the manager of the team. It doesn't matter to me." Again, I just heard you want a job, not necessarily my job.
What you've done. The resume is an extension of the cover letter. The message should be the same. Highlight the results and areas of expertise that are most relevant to this opportunity. I'm not suggesting that you leave certain jobs or employment off your resume. However, package each one as best as you can to convey the synergy between you and the company.
From the job posting, you can usually infer what is most important to the sales manager. Those usually can be found in the section of the job description that highlights the candidate requirements for the job. Include bulleted descriptions and statistics that map back to those elements.
While the work to customize these marketing tools may seem huge and painful, it really isn't. Earlier, I mentioned that you should start the search process by identifying the right home for your sales skills. The reason for that recommendation was to give focus to your search. It allows you to laser-in on those opportunities that best match you. Thus, isn't it worth the time investment to customize your marketing tools for those job prospects that are best suited for you? Wouldn't you do the same thing in pursuit of a major prospect? I certainly hope so.
The morning you wake up with the inspiration to begin a job search is a little scary. There is the factor of the unknown. Yet, you pushed yourself outside of your comfort zone to open the doors to new opportunity. It's been a while since you last looked for a new sales home. How do you go from where you are today to a new, fresh opportunity?
Know what you want. In sales, you often work with the profile of your ideal client. The same applies when looking for a job. You need to know what the ideal fit is for your sales pedigree. If you don't know what you are looking for, how will you know when you find it? This introspective exercise is the subject of another article of mine titled, "Finding the Right Home For Your Sales Skills." That article walks you through the exercise of defining your ideal sales role. Don't go another step in the process until you have read that article.
Develop your marketing tools. Marketing tools? Yes, that is what a cover letter and resume are all about. When you think of marketing, you also think of messaging. Many forget this when they develop their cover letter and resume. However, these marketing tools communicate a message, a story. The key is to make sure they convey the story you intend.
While the easy thing to do is to create one cover letter and one resume, it is not the most effective way to pursue a new job. As someone who has screened thousands of these documents from sales candidates, I can share with you a little nugget of insight. Hiring managers ask themselves a simple question when they first peruse your cover letter and resume. "Do they want my job or just a job?" We know when you are mass emailing your marketing tools just like prospects know when you mass email them.
In sales, you are taught to make sure your message matches your audience. Sales is not taught as a one-size-fits-all, but rather a template that is adjusted to match the need and circumstance. When prospects feel that they are the sales call of the day, they don't respond. The same applies to hiring managers. Hiring managers are looking to hire people that want to work in their organization. They can feel when someone just wants a job, not necessarily theirs. Thus, when they get that feeling, your candidacy for the job goes into the trash.
The cover letter is one of the first ways it becomes obvious that you are treating this as a mass event. The sales person applies for a specific job, but the cover letter communicates a message that says they want a different job. It is not intentional on the part of the sales person. After all, they paid a copywritera thousand dollars to create this masterpiece. Copywriters are very helpful to those in need of assistance in creating the story of their background. However, the effective cover letter recipe has three ingredients to it, making it somewhat difficult for the copywriter to unilaterally assist you.
1. Share what you know about the company. Hiring managers want to see that you have at least done a little research about them. This is easily done by visiting their website, performing an online search, and studying them on Hoover's.
2. Present your relevant qualifications/accomplishments. The keyword here is "relevant." We've all done a lot of things in our lives. Pick the ones that you feel are most relevant to the reader based on what you read when you researched the company. You can also ascertain this from the job posting.
3. Show the synergy between the opportunity and your background. Connect the dots for the reader. If the company is looking for a sales person that has developed a new territory and you are an expert at doing that, make sure the message comes out in the cover letter. Don't expect the reader to see the synergy. You need to map it out just like you do for sales prospects. When presenting the synergies, use their language. If they call the position "a hunter," refer to yourself as one. If they call bringing in new accounts as "territory development," you are in expert in territory development, not hunting.
When the objective, isn't the objective. The same holds true for the resume. Many sales people write an objective at the top of their resume. Yet, they fail to adjust the title based on the position for which they are applying. My favorite is when someone writes as an objective, "To get a sales or sales management position." I can assure you that approach is a guaranteed way to get yourself removed from consideration in an instant. Those are two completely different jobs. "I want to be a pitcher or the manager of the team. It doesn't matter to me." Again, I just heard you want a job, not necessarily my job.
What you've done. The resume is an extension of the cover letter. The message should be the same. Highlight the results and areas of expertise that are most relevant to this opportunity. I'm not suggesting that you leave certain jobs or employment off your resume. However, package each one as best as you can to convey the synergy between you and the company.
From the job posting, you can usually infer what is most important to the sales manager. Those usually can be found in the section of the job description that highlights the candidate requirements for the job. Include bulleted descriptions and statistics that map back to those elements.
While the work to customize these marketing tools may seem huge and painful, it really isn't. Earlier, I mentioned that you should start the search process by identifying the right home for your sales skills. The reason for that recommendation was to give focus to your search. It allows you to laser-in on those opportunities that best match you. Thus, isn't it worth the time investment to customize your marketing tools for those job prospects that are best suited for you? Wouldn't you do the same thing in pursuit of a major prospect? I certainly hope so.
Working In Sales
Sales representatives, also called salespeople or sales executives, sell their company's products or services to customers. They could be selling cleaning or food products, ICT or electronics components, medicines and pharmaceuticals, vehicles, cosmetics - in fact almost any kind of product or service. Their customers may be individuals, businesses, factories or retail outlets.
They may work for a major distributor, such as a motor vehicle agency, a national retailer or a distributor of one or more particular products. They may be responsible for sales in one specific geographical area, nationally or even worldwide.
Direct sales representatives sell directly to individuals in their homes, demonstrating products or leaving catalogues for customers to choose from. Alternatively, they may sell to companies, taking orders and delivering products.
Technical sales representatives and sales engineers work in the industrial, engineering or ICT sectors, selling industrial, specialised or high-tech equipment, materials and components. They often act as a consultant or liaise between the customer and their own company's design or production departments.
Many sales representatives specialise in one sector - pharmaceuticals, for example, or food products for resale through shops and stores. When they meet a customer, they show catalogues or demonstrate their products, discuss prices and payment plans, suggest accessories, and advise the customer on after-sales service, guarantees and delivery schedules.
Their employers rely on them to collect information from customers on the products that sell well and any new products that might be needed in the future.
Sales representatives need to keep records of their orders and invoices, the calls they make, and any money they take. This may be done on paper forms, although it is increasingly carried out on laptop computers or handheld terminals.
Salaries may start from around £15,000 a year.
They may work for a major distributor, such as a motor vehicle agency, a national retailer or a distributor of one or more particular products. They may be responsible for sales in one specific geographical area, nationally or even worldwide.
Direct sales representatives sell directly to individuals in their homes, demonstrating products or leaving catalogues for customers to choose from. Alternatively, they may sell to companies, taking orders and delivering products.
Technical sales representatives and sales engineers work in the industrial, engineering or ICT sectors, selling industrial, specialised or high-tech equipment, materials and components. They often act as a consultant or liaise between the customer and their own company's design or production departments.
Many sales representatives specialise in one sector - pharmaceuticals, for example, or food products for resale through shops and stores. When they meet a customer, they show catalogues or demonstrate their products, discuss prices and payment plans, suggest accessories, and advise the customer on after-sales service, guarantees and delivery schedules.
Their employers rely on them to collect information from customers on the products that sell well and any new products that might be needed in the future.
Sales representatives need to keep records of their orders and invoices, the calls they make, and any money they take. This may be done on paper forms, although it is increasingly carried out on laptop computers or handheld terminals.
Salaries may start from around £15,000 a year.
Success in Sales
So you are looking for work and you think, why not sales. You like people, you tend to be outgoing, and your uncle Ted is in sales and he makes a ton of money, how hard can it be? The answer may surprise you. As many as 30% of people who enter the sales field leave in their first year and only 20% earn 80% of the total compensation paid to sales reps across the country. Getting a sales job is easy, being successful is very difficult. If you are willing to learn and develop the following traits, abilities and skills, then you may have the potential to be a successful in sales.
1. Understand the Value of Selling as a Profession
Sales is an honorable profession and one to be proud of. Without sales there would be no free market or economy as we know it today. Selling is the spark that drives our economic system.
2. Live With a Flexible Salary
Be prepared to set your own salary and have your pay be directly tied to your performance. Sales people are some of the highest paid people in the world, due to the nature of commissioned based selling with no ceilings and no floor.
3. Leave Your Outgoing Personality at Home
One of the biggest mistakes people make in pursuing a sales career is taking a sales job because they get a charge from being around people. Outgoing people who love to talk and make new friends, often burn out because of the rejection they experience and their inability to close sales from not listening. The best sales people are listening, analyzing and asking questions so they can meet the needs of their customers.
4. Learn to See Rejection as a Good Thing
There is so much rejection in sales, if taken personally it will lead to unhappiness that will spill over into your personal life. Successful sales people see rejection as one step closer to a sale and a very powerful learning experience. They do not experience emotional side effects from the loss of a sale.
5. Become a Constant Learner
True sales people are not born, they are trained. There are no secrets or magic bullets that lead to success in selling. Successful sales people spend a portion of each day reading, listening to audio tapes and learning from the top sellers in their profession.
6. Believe in Your Product or Service
You must believe in your product/service with all your heart, soul, mind and body. If this is not possible, then do not sell for that company. People will not buy from someone that does not believe 100% in what they are selling. This cannot be hidden; the customer will see through insincere intentions.
7. Be Honest and Trustworthy
Customers want to buy from someone who they can trust and is honest. They want to buy from a friend. Learn to build relationships based on trust, honesty and integrity.
8. Learn Your CustomerÕs Hot Buttons
Get inside the head of the customer and learn why the buy. Push their hot buttons by meeting needs and adding value.
There are many more factors associated with sales success, however these are eight of the most important. If you decide to pursue a sales career, incorporate these traits and you are on the road to successful selling.
What is the Sales Manager Looking for in a Sales Rep?
A clone of their all-star sales people, or those in the top 20% who bring in 80% of the sales teamÕs revenue. Commitment and loyalty to the company and product. Eagerness to earn high commissions. A proven track record in sales. Loyalty to the needs of the customer. Goal oriented individuals. Positive enthusiasm and a willingness to learn and grow on the job. When interviewing for a sales job ask the following questions:
Can I see a job description? What is my compensation potential? What does your average performer make? What does your top seller make? How much autonomy will I have? How many calls are expected per day or week? Is the job in the field or tele-sales? Can you explain the compensation plan? Who specifically is your target market? p>These types of questions can help clarify the kind of sales job for which you have applied.
1. Understand the Value of Selling as a Profession
Sales is an honorable profession and one to be proud of. Without sales there would be no free market or economy as we know it today. Selling is the spark that drives our economic system.
2. Live With a Flexible Salary
Be prepared to set your own salary and have your pay be directly tied to your performance. Sales people are some of the highest paid people in the world, due to the nature of commissioned based selling with no ceilings and no floor.
3. Leave Your Outgoing Personality at Home
One of the biggest mistakes people make in pursuing a sales career is taking a sales job because they get a charge from being around people. Outgoing people who love to talk and make new friends, often burn out because of the rejection they experience and their inability to close sales from not listening. The best sales people are listening, analyzing and asking questions so they can meet the needs of their customers.
4. Learn to See Rejection as a Good Thing
There is so much rejection in sales, if taken personally it will lead to unhappiness that will spill over into your personal life. Successful sales people see rejection as one step closer to a sale and a very powerful learning experience. They do not experience emotional side effects from the loss of a sale.
5. Become a Constant Learner
True sales people are not born, they are trained. There are no secrets or magic bullets that lead to success in selling. Successful sales people spend a portion of each day reading, listening to audio tapes and learning from the top sellers in their profession.
6. Believe in Your Product or Service
You must believe in your product/service with all your heart, soul, mind and body. If this is not possible, then do not sell for that company. People will not buy from someone that does not believe 100% in what they are selling. This cannot be hidden; the customer will see through insincere intentions.
7. Be Honest and Trustworthy
Customers want to buy from someone who they can trust and is honest. They want to buy from a friend. Learn to build relationships based on trust, honesty and integrity.
8. Learn Your CustomerÕs Hot Buttons
Get inside the head of the customer and learn why the buy. Push their hot buttons by meeting needs and adding value.
There are many more factors associated with sales success, however these are eight of the most important. If you decide to pursue a sales career, incorporate these traits and you are on the road to successful selling.
What is the Sales Manager Looking for in a Sales Rep?
A clone of their all-star sales people, or those in the top 20% who bring in 80% of the sales teamÕs revenue. Commitment and loyalty to the company and product. Eagerness to earn high commissions. A proven track record in sales. Loyalty to the needs of the customer. Goal oriented individuals. Positive enthusiasm and a willingness to learn and grow on the job. When interviewing for a sales job ask the following questions:
Can I see a job description? What is my compensation potential? What does your average performer make? What does your top seller make? How much autonomy will I have? How many calls are expected per day or week? Is the job in the field or tele-sales? Can you explain the compensation plan? Who specifically is your target market? p>These types of questions can help clarify the kind of sales job for which you have applied.
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