Sales Hiring and Employment Advice

Tag Archives: sales job

Use These Tips to Find a Job Not Advertised
July 6, 2012
Sales Gravy

By Donna Fuscaldo

Not all jobs are posted on Internet boards or advertised in the newspaper. A slew of good jobs aren’t ever broadcasted to the general public, but that doesn’t mean you can’t break into this hidden market. Be forewarned: finding an unlisted position is going to take creativity and perseverance and much more than traditional networking.

There are typically a few reasons companies won’t make jobs available to the public: the hiring manager doesn’t want to get bombarded with hundreds of resumes; they know they need to hire someone, but aren’t ready to articulate what the position will be; or they want to keep it ‘hush hush’ for competitive reasons. Either way, the employer knows it wants to hire someone and it’s your job to get them to hire you. “You have to view job seeking as a sales job even if you are applying for a secretary position,” says Gal Almog, Chief Executive of RealMatch, a recruitment technology company.

Conventional wisdom will say that the best way to get those unlisted jobs is to network, network, network, but if you are networking with the wrong people, it won’t get you anywhere. Instead of general networking, it’s much better to do your homework and target the hiring managers.

But even before you do that, Jack Chapman, a career coach and author of Negotiating Your Salary, How to Make $1000 a Minute, says you need to have clarity as to what kind of job you want to do. It’s not enough to say you want to be in sales, but you have to figure out the type of sales you like to do. Do you like to cold call consumers or are you better at building relationships with the middlemen? Once you figure out the type of position you want, it will be much easier to target the right person to get a job. “You need to be clear of what you want to do and who hires for that and you need to get in to see that person,” says Chapman.

Getting in front of the person that could ultimately hire you works particularly well in the situation where the person knows it needs to hire someone, but hasn’t really articulated the position in his or her mind. Once you are in front of that person, you can plant the seed so when they are looking for someone they will think of you. “It’s really about being in the pipeline instead of getting the position immediately,” says Chapman.  “Every manager worth his salt has a pipeline of people they know they could hire.”

Building a relationship with the hiring manager in a company is the ultimate goal, but how you do it can be the challenge. RealMatch’s Almog says doing research on the Internet and using social networks like LinkedIn and Facebook are great ways to make a connection with the person that may ultimately hire you.  Picking up the phone and calling the hiring manager or sending an email are also effective tactics, he says.  Almog says to avoid the HR department because often times, HR will be an obstacle to getting in front of the hiring manager.  “I suggest you be your own recruiter and initiate the call to the company,” says Almog, noting that once you make contact you have to sell yourself and say why you would be an asset to the company. For example if you are trying to land a software job, lay out how you can save the company money because your skill level makes you a much more productive employee. If you are going for a sales job, explain how you can double the sales of the company.

Another way to get to know the hiring manager is to befriend the people who work for that person, says Terry Pile, Principal Consultant of Career Advisors. Called “surrounding the hiring manager,” the idea is to become friendly with those that work for the person so they can put in a good word or recommend you when a position opens up. Working as a temp through an employment agency will also give you access to unlisted jobs, she says.

“If there is a company you want to work for, call the HR department and find out what employment agencies they use. Then sign up with the employment agency and let them know Company X is your first choice for an assignment,” says Pile.

After you’ve made contact with the hiring manager, Chapman says one way to get in the pipeline is to provide the hiring manager with valuable information pertaining to the role you are trying to land. Chapman had one client who was looking for a property management position and put together a report on eight things to keep a property looking good and gave it to property managers he forged relationships with.  Another in the trucking industry put out a report on ways to add $100,000 to the bottom line. “It helps you get visibility,” says Chapman.  “It shows your expertise and is interesting, unlike a resume.”

——————————————————————————————————————————–

Donna Fuscaldo is a freelance journalist hailing out of Long Island, New York. Donna writes for numerous online publications including FoxBusiness.com, Bankrate.com, AARP.com, Insurance.com and Houselogic.com. As a personal finance reporter for years, Donna provides invaluable advice on everything from saving money to landing that dream job. She also writes a weekly column for FoxBusiness.com focused on technology for small businesses. Previously, Donna was an equities reporter for Dow Jones Newswires and a special contributor to the Wall Street Journal. Through the Glassdoor Blog, Donna will provide tips on how to find a job and more importantly keep it.

The Glassdoor Team is a small yet seasoned group of individuals looking to provide greater transparency into one of the most important aspects of our lives – our jobs. Contributions to the blog are designed to present a unique perspective on current events, offer commentary on the inside workings on specific jobs at a multitude of companies, and provide details on the latest happenings from within Glassdoor.

Should You Settle For Just Any Job?
August 10, 2011
Sales Gravy

By John Sumser

This morning, I got a note from an old friend who has been out of work for two years. He used to be a social worker in the state parole system, budget cuts and new ways of thinking eliminated his job. It will never come back.

In the note, he told me how happy he was to have finally secured an interview. Given that this was the first interview in months, he was sure that this was going to be the one.

Another chum worked hard in his late 40s to get a degree in Computer Science. After eighteen months without work, he joined a company that sells sports equipment. He says he got hired as their retail manager because he told them he would fire under performers quickly. Also, to get the job, he had to relocate 900 miles away at his own expense.

At the very same time, I know a host of Silicon Valley entrepreneurs who simply can’t find any software development engineers. In that niche (and there are similar niches in most population centers), finding a new job is as simple as signaling that you’re available.

The truth about employment is that there is always a job to be found. As long as you are willing to compromise on pay and the work itself, you can find a job. In this sense, all unemployment is voluntary.

The most important question is whether there is any demand for the skills you have. The second question is whether you’re willing to do what it takes to be the person that an employer wants to hire to deliver those skills. The third question is whether you have the ability to rearrange your lifestyle and expectations to get the job.

If you haven’t seen the movie Company Men, give it a look. It’s a fictionalized story of the lives of key executives in a company that used layoffs as a tool to make the company attractive in a sale. The CEO does well financially (of course). The rest of the characters wrestle with the difference between the lifestyles they are financing and the available work.

It doesn’t go well for any of them. Lost houses, destroyed families, alcoholism, infidelity, despair, rage and magical thinking are the results of dramatic and sustained unemployment.

Shifting gears in an economic transition is really, really hard. Over the last 20 years, the domestic American economy has softened. Global competitors have gotten good at what they do. The internet has eliminated ‘friction’ in every supply chain.

The result is a world in which some skills are valued and some skills are no longer needed. Sometimes (as in Detroit), the change devastates an entire region. In other cases, it’s a matter of being willing to accept a smaller pay check.

Deciding whether you are going to be able to get it all back or going to have to totally rearrange your life and expectations is not a simple process. Over the next several columns, I’ll help you explore the information you need to make these decisions.

John Sumser, a member of the Glassdoor Clearview Collection, is the founder and editor-in-chief of HRExaminer, a weekly online magazine about the people and technology of HR. Widely respected as an independent analyst, Sumser has been chronicling and critiquing the HRTechnology industry for eighteen years.

Glassdoor.com is a career and workplace community offering a free inside look at jobs and companies with access to millions of job listings. Glassdoor enables employees, job seekers, employers and recruiters to simultaneously see – for the first time – unedited opinions about a company’s work environment along with details on salaries, company reviews, CEO approval ratings, job interview questions and reviews, and office photos as well as career advice.