Okay, so you have spent the time to craft a well constructed resume that highlights your successes.   You have identified a company that is hiring and a job that you feel fits your background…. Now what do you do?   

Step One: PIPELINE

FIND TEN MORE.  Seriously, maybe twenty more.  This blog will discuss doing all you can to get in front of the interviewer; however don’t focus on just one job, no matter how perfect it sounds to you.  Just as in you sales careers, your pipeline needs to be consistently full.  As you move forward in the interview processes with companies, you will find that many will prove to not fit what you’re looking for or will disqualify you from the interview process.  Don’t over analyze the opportunities, just apply.  Apply to jobs despite the fact that they may not be perfect.  You can only learn a small amount of information from a job description – your perfect job could be hidden in a poorly written and vague job description.   

Step Two: DIRECT CONTACT

Don’t submit your resume blindly to a company’s website portal.  Find the name of the HR manager or Sales Manager and submit your resume directly.  If you cannot find those individuals, you can still apply to the website, but if you do, you might as well wad it up in a ball and tell your dog to carefully deliver it to the decision maker.  Instead, use one of the many online names databases like LinkedIN, Jigsaw and ZoomINfo to find the name and in some cases the contact information of a Sales Manager, VP of Sales, Director of HR, or Director of Sales. 

Step Three: PROFESSIONAL FOLLOW-UP

Now….go back to the basics and get yourself noticed by not one, but many different individuals in the organization.  You are marketing yourself, creating a buzz.  This process is identical to the steps you would take in order to secure a meeting to sell your product.  Repeat after me, your product is now yourself.  It is not personal, this is business.   

Email to EVERYONE that could be potentially involved in the hiring process.  Use an Email Cover Letter and attach your resume. 

Quick Tips For an Email Cover Letter:

Lose the fluff.  Tell them what they want to hear and only what they want to hear.  Read the job description and highlight all the pieces of the requirements that you have in short bullets.  Short!  Always include:

1. The types of companies you sell to; whom within these companies you talk to
2. Your average size deals
3. Your quota numbers for your last five years.  Percentage towards quota and sales team ranking. THIS IS MOST IMPORTANT
4. Any special awards, notable client wins, large deals.

Step Four: PHONE FOLLOW-UP

Using the direct phone numbers you have gathered from Jigsaw or traditional sales prospecting; call each potential decision maker to let them know you have recently sent your resume.  Make sure that you are brief and to the point.  A Sales Manager’s #1 priority is driving revenue.  If you have helped a Sales Manager achieve that goal before, sing to your successes; VERY BREIFLY.

(example)

“My name is Kimberly Collins and I’ve recently sent my resume for your consideration.  I have 6 years of experience in sales recruiting and have consistently ranked number 1 in my company and averaged over 200% of goal.  I would love the opportunity to speak with you about your open role.  You can reach me at (xxx) xxx-xxxx.”  

Articulate your contact information slowly and clearly. 

Step Five: CONTINUED FOLLOW-UP

This is the stage of the process when follow-up becomes an art.  You have to feel it out carefully and conduct yourself differently to almost every prospect. 

The goal: Creatively Stay in Front of Your Prospect

• After three days, email the exact same email again.  Follow up on the phone.
• Few days – find a Press Release or article on the company; email it to your prospect with a comment.  Attach your resume follow up with a phone call.
• Phone call again, zero out to operator, POLITELY (this is key) ask to have your prospect located.  Are they in the office?  At a meeting, when can they be reached?
• Send a hand written note
• Use social media
• Does your prospect have a blog?  Make a comment
• Does your prospect have a LinkedIN/Facebook/Twitter site – send a connection request

Gone are the days of submitting your resume, sitting back and waiting for the interested parties to start contacting you.  Just like in sales you need to work to get in front of these hiring managers.  Your actions during this “courting” process will also display who you really are as a sales person.

GOOD LUCK!

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!