A study published by Jobfox, identified Sales Representative/Business Development as the most recession-proof profession. Profit Magazine reported; “Finding the right sales talent was one of the biggest concerns facing sales organizations today.” Similar studies conducted annually by Manpower Inc. report that the position of “sales representative” is consistently considered by management as one of the most difficult jobs to fill.
So if so many sales organizations are always looking to hire, why are so many sales people having difficulties finding their ideal sales positions? Setting aside reasons like their resumes need improvement, or they need better interviewing skills, one of the biggest reasons is they are not applying to all the available sales positions!
It is estimated that the hidden job market, or those jobs that are not advertised, is anywhere between 75-95% of the total number of jobs available. That means, for every job ad that you see, there are another 7 to 9 other jobs available that you don’t know even about. If you truly want to consider all the available sales positions, you have to develop a plan of action to tap into this. You can’t just wait to for your perfect position to land onto a job board on the internet, you have to go out into the marketplace and take some initiative to find it.
Does taking such an active approach to your job search actually work? Absolutely! In fact, a comment from a job search coaching client we helped to create and implement their proactive job search plan to tap into the hidden job market stated “…I am getting on average 3-4 calls a day. It’s insane. I know which jobs to definitely pass up but there are some “interesting” opportunities coming my way.”
The best sales representatives don’t wait for prospects to come to them, they go out into the marketplace and create them. Now that you have entered the job market, and made yourself “your product”, you have to do the same.
For a free template you can use to track your job search, visit the B2B Sales Connections Free Download Centre! While you’re there, download our free whitepaper, How to Write An Effective B2B Sales Resume.
Susan A. Enns, B2B Sales Connections