Sales Hiring and Employment Advice

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How to prepare for a sales interview
July 17, 2009
Sales Gravy

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!

Will relocation help advance your career?
July 15, 2009
Sales Gravy

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!

How to articulate your story on a resume
July 9, 2009
Sales Gravy

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.