Category Archives: Employment

05.02.13
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So You Want to Be a Sales Professional

97,382 Views.   You’re fresh out of college and ready to take on the world. After a couple of interviews you quickly realize that getting a great position mandates experience. How does that work? Well, actually, I have a couple of ideas to help there. Before we get into that, however, let’s discuss what a sales professional is.

So You Want to Be a Sales Professional

What is a salesperson?
I can tell you my six year old is. Politicians, CEO’s, revolutionists, pacifists, friends and family are. Anyone that tries to express or sell their ideas… their “wares”… are. A better idea. A better concept. A better life. Seriously, where would society be in general without being motivated and “sold”? To persuade, convince, or direct others is in its truest since selling. I would go so far to say that everyone has the innate ability to sell. To become a sales professional however is much more than that.

“Anyone can sell something… Do it day in and day out for years… successfully… then you can honestly hold the title of salesperson” -Chris Lott

Sales Careers are different
Truth of the matter is that while sales positions-careers look easy they’re not. Here are some of the qualities needed to be successful.

Fast paced and full of energy
A quick wit and a knack for reading body language
Excellent people skills and a flexible attitude
Capable of initiating – taking risks
Adept at using verbal and written skills
Maintaining a positive attitude even when life challenges suck
Trainable – willing to learn constantly

Sales careers are not 8 to 5 jobs. Almost always long hours are demanded. Many times away from home.

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08.03.12
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Make Your New Hire the Best of the Best

5,717 Views.   The sales industry as a whole has always been a transitional career move/path environment. Today it’s more than ever. Managers, Owners, Presidents, and CEO’s are short fused with their sales teams. Sales members are looking at the proverbial “grass is greener” across all industries in defense. What I’m finding is there are plenty of qualified professionals to choose from in an 8+ percent unemployment environment. My problem is how to choose the potential best of the best. Here’s what I’ve learned.

4 Questions to Ask Yourself Before You Hire Someone

4 Questions to ask yourself before you hire someone.

1.) Do you really know what it takes to be successful in your industry today?

2.) If not… then how do you expect a newly hired sales professional becoming successful with your organization?

3.) Will your training be relevant?

4.) Is your pricing, offering, and presentation thought out and pertinent to today’s market? Are you still sales training using older techniques?

If any of these questions hit home, before you invest in a new sales person, make a change and give yourself and them a chance to succeed.

Understanding the preparation and responsibility with a new hire’s success is important but it is equally important to find the right individual in the first place.

Where do you find them?
Linkedin and Facebook are my favorites with “word of mouth” or networking a close second. Having url links in your status updates to your company site/blog for more detailed information on the offering is necessary.

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07.20.12
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Mental Health and Firing Someone Correctly

10,386 Views.   One of my top sales people had been missing for a couple of days and hadn’t called in sick. I called his home and cell with no luck. Around the third day his dad called and wanted to talk to me. This was kind of odd but I accepted and we met. He told me his son had prostate cancer and didn’t want anyone to know. Of course I was concerned and advised him to have his son take all the time off needed just keep in touch periodically. He agreed. Unfortunately, about two weeks later, I found out he was working for our competition.

Firing Someone Could Be Your Last Act

He lied, had his dad lie, and now I’m not a happy camper. I jump in my car and confront him at his “new” place of employment. As you can imagine he was completely surprised and embarrassed. I told him “obviously it’s not working out with us… let’s jump in the car and pack your stuff.” Going on… “I wish the best for you but it would have been nice if you hadn’t used your dad like that. I’m sure you had your reasons.” We parted “friends” and that was the end of it.

“You’re fired!” No other words can so easily and succinctly reduce a confident, self-assured executive to an insecure, groveling shred of his former self.” -Frank P. Louchheim

My General Manager was furious that I had been so congenial to this guy. I had always made it a policy to part on as friendly terms as possible when letting someone go. Two weeks later the same GM comes into my office literally ashen faced. I asked what’s wrong. He pushed a newspaper across my desk with a headline article including this ex-sales person’s name.

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02.02.12
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Top 14 Successful Job Hunting Tips

6,177 Views.   Life is chaos at the best of times. Issues like employment, money, relationships, illness and/or tragedy can put anyone’s life into a tailspin. Yet the bills keep coming in. Your responsibilities don’t stop. Life just keeps moving forward.

Top 14 Successful Job Hunting Tips

Losing my company/job in the late 90′s I found myself at 40+ years old without a lot of career options. I was an emotional wreck. Bills were piling high. Cars repossessed. House payments were behind. Finally it ended with bankruptcy and some major loss of pride. Times I can’t look back at and laugh about unfortunately.

I needed to do something positive in a very non-positive time of my life. There were so many things to fix I didn’t even know where to start. Then it hit me… I need to focus.

It was time to get a job.
I worked all day, every day, trying to find employment. I literally had a stack of turn down cards/letters from HR departments all over the state, and some out of state. Each time calling them and asking why I wasn’t chosen. I would study resume strategies, cover letters, and practice answering interview questions making changes as necessary. I networked with everyone I knew. I stayed the course and stayed focused even after six months of no success. I did finally get an interview and a job which turned into a great career.

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