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Archive for May, 2007

Selling yourself is the same as selling your product or service

May 29th, 2007 admin No comments

Sales 101 is based on the idea of: Feature – Function – Benefit

Think of yourself as the product and service as you present your talents to companies.

* Your Feature is your ability and results – your past performance, company ranking, closing rate

* Your Function is how you good about selling – what and how you sell – why people buy from you

* Your Benefit is what you can do for them – better known as WIIFM – What’s In It For Me

The companies I work with are always looking for great sales people…if you a great sales person practice selling yourself.

Coach T

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Companies need Sales People

May 24th, 2007 admin No comments

Hey Gang,

The job market for sales is great…Good companies are looking for great sales people and sales leaders. As an Executive Recruiter and Consultant to companies I hear over and over the need for fresh talent.

If you not sure if your in the right role or company take a look around. You might be amazed… If you have questions on how to take the next step, let me know. Call it “Ask the Recruiter”

For more information go to www.sales-recruiting.net

Happy hunting, Coach Tom

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Create a War Room

May 14th, 2007 admin No comments

Military leaders call it the “situation room.” Others “command central.” “Op Center.” I call it an war room. When national security is threatened, leaders find it necessary is to assemble in one location to centralize information, communication and strategic planning. At critical times, the war room becomes the nexus and the nerve center to learn, decide and execute action when important things are at stake.

When its time to find the job that fits your calling, one of the most important first steps is to create your own war room. Choose a space and prepare it for action.

Pick a definite space:
The key here is to establish an environment where you can work and stay focused during phone calls and search activities. You may be limited in your space selection and you may have to use a computer where the kids work too. If space is limited, you may even need to create a mobile office that you can set up and take down that “lives” in a plastic container if you’re limited in space. Or head for the dining room table if it’s not used frequently.

The point here is that you want the command central to serve you and help you stay focused on your mission in your mind and in your actions.

Equip the room:• 2 pads of paper
• Highlighters (3 colors)
• Pens (that work!)
• Map of your local area
• Push pins (3 colors)
• A piece of tag board or foam board
• File folders
• A compass
• A place to store files

Set Up an Area Map:
Practical steps
* Attach a local, regional or metro area map to a bulletin or foam board.

* Hang the map in your action room.

* Put a push pin in your home location on the map

* Use a compass to establish your commuting times.
(or draw it freehand if you feel confident.)

Draw a circle that would establish a 30 minute commute for your from your home location. Then do this again to establish a 60 minute commute radius…. Or for those who don’t mind traveling in cars or trains, do it in a 90 minute radius.

Set up Tracking Files:
You will want to record the contacts you make and resumes you send out. When the phone rings, you need instant access to information and reminders of who you’ve spoken to … when… about what… the position… the location. Nothing’s more frustrating to a recruiter or hiring manager than calling a prospective employee and learning that you don’t remember who they are or what you sent to them. It just doesn’t look very professional. (tracking forms available in my book, “Shifting Into Higher Gear” or create your own)

Great ready for the fight…finding a job that fits you is a contact sport!

Coach Tom

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Time to find a career that you love

May 7th, 2007 admin No comments

Hey gang,

I’m happy to be part of the Sales Gravy team… My background is in Senior Sales leadership within two Fortune 500 companies, Executive Recruiting helping companies build sales teams and teacher/coach, helping people find their true career calling.

In my book “Shifting into Higher Gear” I teach people how to discover your career calling, how to find the job you want and how to keep the job you love. For me it’s NOT about selling books it’s about helping people find true happiness in their work. I’m convinced that we all have our passion to tap into… it’s work to find work…but it’s worth it!!!

As a coach here I’m here to help you with your sales related questions (sales quotes, finding new prospects, working for a tough boss and how to motive your sales team) In addition, I’m here to listen and coach you on your career questions (how to get my first sales job, how to get promote to Sales Mgr, how to find that next great sales leadership role in another company) and along the way help companies find great people and bring great people to great companies.

My passion is helping you be your best, let me know how I can help. Coach Tom

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Introducing Tom Siciliano

May 5th, 2007 treeline No comments

I’m pleased to introduce you to Tom Siciliano and welcome Tom to SalesGravy.com.

Tom Siciliano is one of America’s leading career experts and coaches. Tom also has extensive experience coaching, training and developing Sales Professionals and Sales Leaders. He has dedicated most of his working life to helping others find their purpose and calling in life. His passion is helping people find jobs that fit their strengths and connecting great companies to top tier Sales Professionals.

Tom is a sought after speaker, trainer and seminar leader who inspires his audiences to find their true calling. His book, Shifting Into Higher Gear, has been instrumental in helping thousands of people make career decisions that have helped them towards fulfilling the central purpose in their lives.

Most importantly Tom is a dedicated husband, father and loyal friend.

I hope you enjoy and benefit from Tom’s Career Blog. Please be sure to visit SalesGravy.com to discover more resources to help you get the most from your career in sales.

Jeb Blount
Founder of Sales Gravy

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