After being in the recruiting industry and having met many people through my career, I can sincerely attest that it is a small world, people talk and word travels fast.  When that word is about you,  you want it to be a positive one.  You want people to respond to your name positively and hopefully send business and referrals your way.  Having a poor reputation will surely ruin your chances of success.  When it comes to building your reputation, the one rule of thumb is “Don’t burn any bridges”.   In all situations, especially in business, be respectful of people and their time.  But most importantly, be honest.

Let me share a story with you:

A candidate, that I will refer to as Johnny, called me to help him in his job search.  After running a particular job by him, Johnny asked that I try to get him an interview.  After submitting his resume, my client responded by saying that she thought his name sounded familiar but would like to meet with him.  I scheduled him in to meet with my client and on the day of the interview, Johnny was a no-show.  I promptly called Johnny and he made an excuse as to why he didn’t make it and wanted to reschedule.  Not only does blowing off an interview soil the reputation of a candidate, but it also turns out that Johnny had met with my client for several interviews 8 months ago.  They made him an offer and then Johnny went missing – he never called them back to accept or deny the offer.  Therefore my client passed on his candidacy on the spot and red flagged his name for future consideration. 

In this case, Johnny burnt the bridge between a potential job and also stained his reputation with me.  Since this incident my client has moved on to a new company as their hiring manager. Therefore, what Johnny did not realize that because he has burned that bridge he not only shot himself in the foot with not one company, but two.

The moral of the story is be honest and do not play games.  Treat everyone with the respect that you would want to be treated with.  It’s a small world and karma exists.

Recently, I have been assisting my youngest brother on launching his career search now that he is a college graduate and I have found the experience to be very interesting and eye opening.  College courses can educate you on the business world and give you the tools to have a successful career, but one thing that those classes do not teach you is how to find a job.  My brother attempted to launch his career search on his own and quickly found himself lost and running in circles.  He went to my parents for advice, which was not the smartest move considering my parents haven’t looked for a new job in literally decades.  My mother is a school teacher who has been in the same school system since Ronald Reagan’s first term.  Before mid-term elections first term. 

 Needless to say my brother was lost.  So I asked him what he was doing and he said he posted his resume on Monster and made a profile on LinkedIn.  I quickly realized I had a serious challenge on my hands.  For any career search, especially your very first job search, you tend to start with the conventional methods of searching, such as job boards.  After several hours of applying for positions, you have the false sense that you’ve started to accomplish something.  Unfortunately, submitting your resume to the big portal in the sky will get you no where.  

So how exactly do you start?  First, take a look at your resume.  What are you trying to accomplish?  What is the direction that you are trying to take in your career?  If your resume is vague or is written to cast the widest net, you may feel that you’re maximizing your potential, but in reality you’re only hurting your search.  Hiring managers want to see skills that are transferable.  If you had a sales internship, put down your numbers and accomplishments.  Start networking in LinkedIn by joining groups that are aligned with your background.  What school did you graduate from?  There is probably an alumni group that you can join.  You may be able to network with recent graduates who can give you pointers.

Next, narrowly define the types of roles that you will consider.  If you have a direction to want to take your career in, start thinking long term:  what steps will get you to your goal?  Concentrate on networking within those industries and look for job boards that specialize in the type of career you’re looking for.  Consider talking to a recruiter that specializes in the industry you want.  Go on every interview you’re offered.  Get some practice under your belt and look at every interview as a networking opportunity. 

Finally, while conducting your entry level job search, you may find yourself taking time out of your career search to find a job that will provide you with a quick paycheck.  Be aware that your first priority is to find a career, not a job.  Give yourself a limited amount of time to find a job that will give you a quick paycheck but continue a heavy search for your career.  Job searches take time and in this economy it won’t be easy.  You are an entry level candidate competing against candidates who have experience.  You have to sell yourself as a valuable asset to any team and you may get several rejections.  No matter what happens, keep your head up and continue to drive activity to find success.  The right opportunity is out there for you, it’s your job to go get it. Good luck!

We have all been in an interview and things are going reasonably well.  You can’t get the best read on what the interviewer is thinking but you know that s/he does not completely hate you.  Just when you’re feeling confident, they throw out that question that you have heard a thousand times before and you never know how to answer it the right way.  You spew out a bunch of sentences that you hope will form an audible answer but it’s a crap shoot.

I am going to take up a few blogs and explore some of these questions, how to approach them, how to prepare for them and, more importantly, why the hell do they ask these questions in the first place .

First Question:

“Where do you want to be in 5 years?” 

It is one of those questions that a hiring manager will ask and wants a direct answer but what the answer is does not matter as much as how you answer it.  I recently wrote a blog about ‘the message’ that you are trying to deliver.  My point in that blog was that it is not always about what you say, but how you say it.  That is what this cookie cutter question is all about.

There are many different ways to successfully answer this question but only one way to blow it – not have an answer.  If the first word out of your mouth is “err” or “ahh” – you’re all done.  Just pack it up and walk out.  If your answer is, “Jeeze, I never thought about it,” give them a fist bump and move on.  Let’s be honest, no one has a crystal ball and knows where they will be in 5 years – but you have an idea of what you’d like to be in the future.  That’s where you answer should start.

First, let’s talk about why they are asking this question.  They simply want to find out if you have direction.  That’s it.  Do you know where you are going in life?  Are you steering the ship or are you along for the ride?  Employers are looking for drivers, not riders.  Put yourself in their shoes – do you want someone who is going to sit around and wait to be told what to do OR do you want someone who will always be busy and taking initiative?  They simply want to know if you are proactive or reactive.

Now, let’s figure out how to answer this, here is the secret:  answer the question honestly.  Tell them who you want to be and it does not have to be professionally.  Remember, it’s not about what you say, it’s how you say it.  If you are confident and you have a plan – they will accept it. The answer can be, “I want to be a good husband to my wife and father to my kids.  I want to be in a home with a yard and continuing to advance myself professionally.”  Simple and general and most importantly, honest.  Here’s another, “I want to be a top producer in this company and I plan on doing that by following the training and looking to you (interviewer) as my mentor.”  This is a little intense but it is very direct and ambitious.  The interviewer will not question your dedication to advancement and will probably move onto HOW you plan to accomplish that.

So the next time you are in an interview just remember that there is no cookie cutter answer to this cookie cutter question.  However you decide to answer, you have to own it and make it your answer…it is your future after all.  Take a few moments and write down a few things that you would like to accomplish in the next few years and how you plan to accomplish them.  Make them simple and attainable goals and make sure that they are important to you.  Do not do it because you want to be ready for an interview but do it because you want to set real goals.  Without goals, you are just along for the ride and who knows where that will lead you?!  It is more fun to steer the ship than it is to be strapped in the passenger seat.

by Kathleen Mauriot

One never knows exactly what to expect when you go on an interview. Anxiety builds as your mind wanders about the people you’ll meet, the questions they will ask and the overall feel of the company. But there is one thing you can do to build confidence before you start the interview process and that is to be prepared. Preparation before every interview is an absolute must. So what does that exactly mean? Do a little research and role playing the night before and you will be on the right track to a successful interview. Here are a few tips:

1. Dress to impress. Stay away from colognes and perfumes. Keep hair groomed neatly. Be conservative with jewelry and make-up.

2. Bring a leather-bound notebook with a couple copies of your resume. Avoid spiral notebooks and manila envelopes.

3. Know exactly where the interview is going to take place. If you are unsure, take a test drive beforehand. Make a good first impression and get there at least 10 minutes early.

4. Meet every person with a firm handshake, eye contact and a smile. Begin to build rapport and get them to like you. You will feel more relaxed as the interview moves forward.

5. Be confident and speak with conviction. Who can better sell yourself than you?

6. Gather some facts about the company. Go to their website and be able to recite in your own words what they do and why you would want to work for them.

7. Know your own background and be able to tell “your story” in a way that is logical while creating excitement and relevancy to the position you are interviewing for.

8. Be able to articulate why you are the best person for the job. Remember in this market you will have competition. Set yourself apart.

9. Anticipate questions and objections. Sorry – but no candidate is perfect.

10. Have at least 10 questions prepared to ask. An interviewee with no questions does not convey much interest in the opportunity. Be inquisitive but not redundant.

11. Ask for the job!

You will be surprised at how many people don’t. If you take time to prepare before your interview you will see how much of a difference it will make!

It is forever the goal of every type of professional to grow and advance your career. In this economy, those desires are still present but the challenges of doing so are great. Professionals are now considering drastic ways to advance their careers such as relocation. However, before you pack your bags and uproot your existing life, consider the risks and the real implications of moving.

First, let’s establish the greatest reason to relocate: you relocate because you want to move to a specific geographic region for the environment, climate, family, etc.; you have no ties or plans to move back from where you are coming; you truly love the new destination and plan to establish a long lasting life and career there. If this is the motivation behind making a move then relocating is the right decision for you and your family. Pack up the U-Haul and enjoy the excitement and thrill of moving to a new state, city and town. Congratulations on your new venture and I wish you the best of luck.

However, for those of you considering relocation based on job opportunity, please consider some serious draw backs. I have experienced all of this not personally but through years of consultation with many great professionals.

When relocating for a new opportunity or a promotion with your existing company, the logistics of relocation are easy. Companies intentionally make it that way because once you leave the life you’re used to, you are trapped. Let use Boston as a location for example. If you are currently a professional residing in Boston and have a wonderful opportunity to advance your career but the advancement requires relocation, take into account some major factors: your family, extended family, friends, house, kid’s friends, classmates, etc. are in and around Boston. Now think about the opportunity for advancement and where it will lead you both professionally and geographically. Are you going to be moving to a place you like? If the answer is “no” and your main goal is to eventually land a better opportunity in Boston after a couple of years of experience you should strongly reconsider your relocation.

When you get the new promotion that requires you to move, there is typically a relocation package and emotionally it is all very exciting. Everything is in order to expand your career and your financial horizons. Your company helps sell your home, move your belongings and find a new house to purchase. All very exciting and once the wheels are moving you are gone. You say goodbye to your home and look forward to coming back in a few years with a promotion.

What unfortunately happens after the dust settles is not always what you may have dreamed of. A myriad of different unknowns pop up. You realize the job isn’t exactly what you thought it would be. Perhaps there is a personality conflict with your new boss or the division you moved to is struggling and you may loose your job. Also, if you have a family, you may discover that after uprooting them, your spouse and children are having a difficult time adapting to the new environment, the new school system or the general way of life. You may find that your support system was taken for granted or that building new relationships and finding dear friends takes many many years to establish. There are thousands of unknowns and many of these challenges way heavily on you and the family unit.

So what happens next? You tough it out and make it work. Even though the division you moved to had layoffs and no security, you make it through. Your two year plan to gain more experience is a success and you have advanced your career. You now have the experience you needed and can finally move back home to Boston to land the dream job you’ve been waiting for. You have a lengthy discussion with your family and it is unanimous. You are moving back home!

The problem is the next step in your career is not available. The position within your company that you are aiming for is currently filled by a competent executive and already has a future replacement being groomed for the role. So you start to search for a new opportunity. You find a handful of opportunities in Boston but get no calls back. There are no calls because all hiring managers will look at the candidates in their location first and then consider people who have to relocate. They do this because of the burden and challenges that comes with a move.

The good news is that your credentials are worth an interview with one of the companies. The hiring manager is doing interviews next Monday. You charge the flight on your credit card, take the day off, and fly to Boston. The interview is a success and the feedback is great. You make the cut. Second interviews will be held on the following Tuesday. You take the day off, charge the flight and again a huge success. You have now made the short list. The hiring authority asks you back the following Wednesday. You take the day off, charge the flight and make the shortlist to visit corporate the following Thursday. They are flying you and one other to corporate. This time the interviewing company pays for the flight. What a relief, but when you go to take another day off your boss gets suspicious. You are worried because now your current job could be in jeopardy. You have no choice but to move forward and start to think about what needs to get down to make this a success.

You start to set expectations with your spouse, you start thinking about putting the house on the market, hoping you make money on the sale and hoping it will not take too long to sell. You are mid way through the school year and need to figure out if you are going to take the kids out of school or keep them in school and move to Boston without your family. You start to think about buying a home in Boston and paying two mortgages until your current home sells and realize very quickly that moving back is going to take some serious sacrifice, some large financial concessions and many geographic challenges. All of which were not present when your company relocated you the first time. You decide it can be done, so you go on the final interview and things go very well. The hiring authority qualifies you and mentions that you will need to start in one and a half weeks. You agree on the start date, and to move without your family. You find out that a decision will be made within two days. Two days go by and you get the call. The company has decided to move forward with the other candidate that currently resides in Boston. You were the second runner up. You are thanked for going through the process and it is over.

To some degree you are thankful because you realize that you were not ready to make the move and you need time to get your ducks in a row. So you are faced with starting the process all over again. You think about the cost just to interview, the time off it will take to get a new job, selling your current house, finding a new house, the prospect of starting your new job in Boston without your family, etc. The list goes on and on. Finally you realize that if you are going to advance your career it is best to be where you are. That is when you realize that moving back is not an option. You and your family debate some really harsh realities and wonder if you will ever make it back. Therefore, when considering relocation for an advancement in your career, look at all the angles. It may be an extremely exciting prospect at this point in time, but what are your ultimate goals?

If you are setting your expectations that this role is temporary, I would reassess your thought process and consider your priorities. Remember: your career is not a sprint, it’s a marathon. Don’t just think about the immediate situation, consider the journey ahead. Good luck!

Wouldn’t you agree that there is more about you than what people read on your resume? As a recruiter I hear from candidates, “If I can only get in front of a prospective employer then I know I can get the job”. Unfortunately, if your resume is not an inclusive representation of who you are aside from being a fit for the role, you may not even get the chance to get up to bat. However, when you do get that chance you must be ready to tell ‘your story’. When I refer to ‘your story’, I’m looking for a well articulated and logical explanation of not only what college you graduated from and what companies you worked for but the important details that make you a unique candidate. What are the things in your background, not only professionally but personally, that people are interested in hearing about? The most challenging piece of this is that most job seekers do not know what those details are that complete their story.

If your GPA was 3.0 or better, it is worth putting on your resume. Be sure to include clubs, organizations, sports, and any study abroad experience. In addition, if you received any type of rewards or recognition while in college that is also very important to note. Most people do not indicate if they worked and self financed their education. Again, very important. All of this information begins to tell the reader who you were, not only as a student, but who you are as a person. It starts to paint a picture of your character.

Another key component of your story is being able to articulate why you went to each job and why you left. Was there a particular interest with a company or industry because of a personal experience or individual in your life that drew you towards it? If there was share it. How well did you perform in each of your jobs relative to expectations? An interview is not the time to be humble. Be proud of your accomplishments and share them with confidence. Don’t be afraid to share the human side of you during an interview. You want to get the interviewer to buy into you emotionally.

The interview is your time in the spotlight. It is your time to shine and show your prospective employer that you are the right person for the job. Think through your resume and identify the selling points about you and create ‘your story’ that will captivate your audience.

Today’s landscape for job seekers has been anything but a walk in the park. Typically, hiring companies have created standard interview processes which can range from 2 to 7 steps, including phone screens, several meetings with company executives and sometimes a “day in the life” or a field ride. A “day in the life” is fairly standard within an outside sales role, but this trend has recently been adopted for inside sales roles. These “shadow” days can range from a few hours to an entire day depending on the hiring company and are tools to asses your ability to listen, ask questions and catch on to their day to day routine. However, “shadow” days are not only for the employer, it’s also a great opportunity for you, as a candidate, to find out if it is the right job for you. The day in the life can be very informative so make sure you take advantage of it! It’s a great way to meet a representative that has first hand experience in the role as well as important insight as to what it’s like to work for the company. You will hear about the success stories and of course all the hardships that one has to go through to make a sale. This step in the interview process can either reinforce your desire to work for the company or send you running for the hills. As an executive recruiter, I have seen it all. With that said, let me share a few tips (and stories of what not to do!), but also keep you in check on why it is extremely important to have the same positive attitude as meeting the hiring manager.

• GET SOME REST!

A day in the life can be several hours out on the road shadowing or on the inside listening to phone calls. Often times you are the observing party and you are there to watch, listen and ask questions regarding what you witnessed. As a sales professional, this can be draining so make sure you get some sleep and eat an energy filled breakfast. You do not want to be the one who falls asleep on the ride back or zone out during a phone call.

• BE PREPARED

You are going to be a representative of the company you are interviewing with for the duration of the shadow day, you must act like it and it all starts with your dress. Regardless as to whether the company’s dress policy is casual, put on your best suit and don’t forget to shine your shoes ( see Interview Tips). Make sure you also do your homework. You may be observing for the day but ask if you can jump in on a few calls utilizing the research that you’ve done regarding the company and their product/service. This is your chance to show them that you can do this!

• YOU’RE A PASSENGER, NOT THE DRIVER.

The day in the life is an observation, so never get involved with any type of sale unless specifically asked to. Building rapport and formal introductions are always recommended, but if an employee is in any part of the sale your best move is to sit back and take mental notes for later questions about the call. Never, under any circumstances, interrupt the sale or attempt to involve yourself. Every call is a potential deal, therefore if you cause a rep to lose a deal by your involvement, you can guarantee the fact that you will not be asked back for another interview.

• ASK QUESTIONS AT APPROPRIATE TIMES.

As an observer, wait until you and the representative are in a private place to ask questions and give feedback regarding a sale. I once had a candidate make a inappropriate comment regarding an executive’s “personality” in the elevator after a sales call, only to have another executive from the same firm in the elevator with them. Long story short, it was not a great situation and needless to say the candidate did not get the job.

• BE INQUISITIVE!

This will be your opportunity to ask any questions that you want. I would stay away from personal, but anything that pertains to the company, the position and the representative should be asked. This is valuable time and should not be wasted.

• CLOSE EVERY REP YOU SHADOW

It’s a MUST! They may not be the final decision maker but they will report back about their experience with you and your ability to do this job. Ask him/her if they have any questions or hesitation about you or your background and more importantly, ask them for their recommendation. Their part of the interview process is a key piece as to whether you’ll be moved forward or not.

A “day in the life” may seem like a significant commitment of your time but in the grand scheme of an interview process, it’s the pivotal point which will make or break your opportunity with the hiring company. Prepare yourself for every minute of that day and make sure you’re on top of your game. Take notes, make observations and get ready to take a backstage look at your potential career. Good luck!

By Kimberly Collins

How many of you job seekers would love to be a fly on the wall, listening in on a group of Sales Managers and Vice President’s while they discuss their favorite interview questions?  Which question is their “go-to” question, which questions they save to the end of the interview to hopefully knock you off your game?  Consider your wish granted….the following is a list derived from a Sales Manager Networking group where the topic was “The Ten Favorite Interview Questions You Ask”!

1) “You are going to go home and talk to your family and significant other about your interview today. They are going to ask you about our company….what you are going to tell them?”
The manager who listed this question uses it to determine a candidate’s true listening skills, can they listen and articulate back a message. 

2) ”If I asked your last Boss what you could improve in order to sell more, what would he say?”

This is a creative way of asking about your weaknesses. 

3) “What questions do you have for me?”

This manager has been taught to score the interviews with prospective employees.  They award five points if the candidates asks  a) how they did/if they have concerns,  b) will they hire them and/or recommend them,  c) what is the next step and d) can we set it up.  This manager (and every manager) wants a salesperson that can demonstrate in an interview, that they are capable of moving the sales process forward.  If they can’t do it in an interview, then they won’t be able to do it in front of a client. 

4) “I’d like to give you a choice. You can tell me about your background or, I can tell you about the position and then you can tell me about your background. What would you prefer?”

Asking this question, allows the manager to determine if their candidate leads with feature/benefits or first determines the prospects needs and then aligns the products capabilities with those specific needs.

5) “How do you overcome price as an objection?”

Asking this question allows the manager to see if you understand how to lay the groundwork for value and differentiation.  If you are an order taker, you probably will not be able to answer this question….UNLESS YOU ARE PREPARED!!!

6) “Tell me what you know about my company.”

This manager wants to see if you can tell him/her something more than the basics.   It shows they have prepared for the meeting by researching your firm and are taking this seriously. 

7) ”Tell me about a sales situation with a customer that shows why people buy from you.” 

The details of this story allow this manager to understand your selling style.  

8) ”A piece of paper is passed across the table.  It has a name and a phone number on it.  The manager asks the candidate to call the number and make an appointment.”  

This manager wants to see if you have the confidence to take on the challenge – not necessarily if you say the right “pitch” and get the appointment. 

9)  What have been times in your career when you have struggled as a professional and how have you handled them? 

This manager wants to determine your tolerance for adversity.  If you have yet to experience a set back there is no way of knowing how you will react to one when it comes.  In addition if your idea of setback is a “normal” day at their company this will show them you are not the right fit. 

10)   “Why do you like sales?”

This manager looks for very competitive, money motivated sales professionals.  If you don’t say “money” as a main reason you are in sales, he is not interested in you. 

Some of these aren’t shocking, pretty basic if you say the least.  But the more you understand about whom you are talking to and why they are asking these questions, the better you can prepare.  What are some of the questions that you have been asked recently or in the past that have knocked you off your game?  And….if you are a manager….what is your favorite question to ask and why do you ask it???

Good listening skills. Not enough sales professionals have them according to Author Barry Farber in a recent Entreparticle on the subject. He suggests it’s because we feel more comfortable talking about ourselves and the subjects we know that we sometimes neglect to listen. After all, what could be easier? Another Farber theory is that sales professionals are so excited about their product they can’t wait to tell prospects about it – and end up doing most of the talking. Consequently, they may not come away with a clear understanding of what their client really needs. So how does a poor listener break the cycle? As Farber points out, it does take a conscious effort to develop better listening skills, but you can do it with some practice. Here’s how:

Take Notes When someone is taking notes, it means they value what is being said. The next time you meet with a prospect, be sure to bring a pad and pen. It shows right away that you want to capture whatever is most important to them.

Ask Questions Look for ways to extract information about key needs/issues. One technique that helps get people talking is “parroting” – repeating the last few words a prospect says as a question. This encourages people to elaborate more on the subject.

Make Sure You Understand One way to make sure you really understand what your client needs is to repeat back what he/she has told you. Re-phrase what you think you’ve heard to make sure you’ve understood correctly. If you’re a bit off-base, your client can clarify important points.

Practice The next time you are at a party or event, Farber advises, “shut up and listen.” Find out as much as you can about people while revealing as little as possible about yourself. Don’t interrupt and resist the urge to jump into a conversation that interests you. Instead, just watch and listen. You’ll be surprised about all of the new, interesting, and valuable information you’ll learn.