Earlier this month I listened to a webinar by recruiter Gary Stauble. His focus was on building the habit of ending today by planning tomorrow. Not new, but worth repeating.
Gary was talking to recruiters, but his point applies equally to sales people & job hunters. The fastest, most effective way to start a productive day is to have your plan in place when you approach your desk. This way, you immediately begin productive activities, so you're more efficient & effective.
This habit also reduces anxiety, which increases happiness. Multiply that increased happiness &...
I'm an extrovert. Extreme. But even I am daunted by walking into a meet-&-greet room filled with strangers. Anxious to see a familiar face, my eyes dart hither & yon around the little pre-formed groups.
Like it or not, this is the life of sales people & job hunters. I've noticed 4 uncomfortable moments:
Starting the interaction
Breaking off an ongoing conversation
Bringing someone new into your conversation
Interrupting an ongoing conversation. I think this is the MOST uncomfortable of those 4 moments, so here are a few pointers:
First, take a deep...
Here's the last of my 3 rules for making networking events low-stress & high-impact.
Rule #1 for working the room is to be welcoming. Rule #2 is to be memorable.
Rule #3 (of 3) Working a room: Be nosey
At least, that’s what my son called it when I chatted up his high school friends. Dale Carnegie's classic, How to Win Friends & Influence People, would call it "showing interest."
Being nosey boils down to one thing: Ask QUESTIONS. Yes, I know that I also focused on asking questions in Rule #2, being memorable. But that was a different kind of question, one whose...
Joe Sullivan, Richmond cloud sales manager, asked me through LinkedIn what I look for in sales candidates. I answered his question from the perspective of what I look for on resumes or other profiles BEFORE I know anything else about the sales professional.
Here's what I told Joe:
Successful sales statistics, such as consistently being on or above quota or in the top 30% of peers
Success hunting into new logos, into greenfields, and/or for non-brandname companies
Job stability in the industry for which I’m recruiting
Having sold into the territory for which I’m recruiting
Melonie Dodaro is a social media & LinkedIn expert. Early this week she offered a free webinar packed with great ideas about how to get the most from your LI profile.
One of Melonie's key points was that your LI profile may be more important than your company website. I agree wholeheartedly, especially if you're a small company or a sales person. An LI profile often pops up at the top of the search results when, as a tech sales recruiter, I search for sales people or hiring managers. So it pays to put time & thoughtful effort into developing your LinkedIn presence.
Scenario: You've been interviewing with a prospective employer, then you hear nothing.
What's going on? Don't they love you anymore? Why don't they call? Here are the most likely reasons:
They're rude & thoughtless. (Ugh! This one gets me the most because, over the years, I've occasionally been "they.")
They're interviewing others in whom they're more interested.
An obstacle has developed for filling the job - new manager, financial issues, change in staffing needs.
This job has dropped in priority, either temporarily or permanently. Could be a business reason or something...
We sales recruiters can seem intrusive when probing candidates about their previous income. Some successful sales people are willing to answer our initial questions, then become reticent to provide official documents to verify it.
My humble opinion: Get over it. This is one area in which the hiring process may be different for sales people than others. Companies paying high-level, high-base-salaried sales people have a right to be sure that their candidates have, in fact, been bringing in the revenues they've stated. Big sales revenues usually coincide with big incomes so it's...
The bad news is that 2011 will probably be another tough year for job hunters in general. The good news is that technology and sales are starting to pull out of the depths of the recession & more jobs seem to be opening up. 5 of the 11 hottest hiring fields listed in an MSN/Careerbuilder online article today by Selena Dehne of JIST Publishing were in science & technology. Those 5 are listed toward the end of this posting.
From my recent months' experience with tech SMBs, I'm getting good vibes about increased interest in hiring experienced sales people. This renewed interest...
Someone you care about is in the job market. How can you help get their proverbial feet in the door? Below are some of my ideas. What are yours?
Endorse them on LinkedIn.
Email them reference letters that they could include with their resumes. You could write them in the form of a thank you letter or as a “To Whom It May Concern,” to prospective employers.
Invite your friend to join you at professional meetings of any kind. Consider paying the registration fee for those out of work.
Forward the resume to anyone you think is connected to hiring, to the type of job, to a related...
Why worry about a college degree when you have 10-15-20 years of successful sales experience? Clearly, you already know what you need to know to do the job because you've learned it in the Hard Knocks School and attended lots of sales & product training. Why do you need a piece of paper that may be unrelated to technology & sales?
This is a sore subject for lots of sales people. For the record, personally, I don't think that a degree is critical for success in all sales positions, but it's what your prospective employer thinks that matters.
Here are a few reasons to spend the time...