A Sales Compass – A Blog by B2B Sales Connections

“You never get a second chance to make a first impression.”  This cliché is never more important than when you are heading to a job interview. 

When you are invited to an interview you need to consider that your first impression is going to weight heavily on the person who is interviewing you. If you make a great first impression then you can bet the interviewer is going to use the meeting to try and justify why you should be working for their company. Likewise, of you make a poor first impression you should know that in the back of their mind they are looking for reasons why they shouldn’t hire you.

(more…)

Many companies and HR departments are now using software to scan the resumes they receive. Therefore, you need to make sure that your resume includes the words that the scanners are looking for. Otherwise you may be passed over in the prescreening process, even if you are the ideal candidate.

(more…)

Recently a networking contact of mine was complaining that he could not find a good sales job.  After a few qualifying questions, it was clear that he was just sitting back waiting for the perfect job to be advertised somewhere, as opposed to using his sales skills to go out and find it.

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. (more…)

Recently a member of our LinkedIn Group posted a video that sparked a discussion about the most important questions asked in an interview are the ones the candidate asks.  Nothing could be more true then when you are applying for a sales position.

So what questions should you ask at the end of your interview?  (more…)

I am often asked, by both employer and employee alike, what is an average salary for a sales position.  Monster appraised all kinds of sales jobs, and recently released their report on the national averages for sales compensation.  You can review their findings on the average salaries for sales jobs here.
 
To find the average salaries in your specific geographic area for all types of positions, including sales, visit Salary.com.
 
Using tools such as these will give you an idea as to what you should be asking for in an interview in regards to salary expectations, or if you are an employer, what you should be offering to potential candidates.
 
Remember, to find the best sales jobs or to attract the best sales talent, you must be competitive in today’s job market.
 
Aim Higher!

Susan A. Enns, B2B Sales Coach from B2B Sales Connections

www.linkedin.com/in/susanenns, www.facebook.com/B2BSalesConnections, or www.twitter.com/SusanEnns

I am often asked how to properly address the cover letter when submitting a resume for a job application.  When a specific name is not specified in the job advertisement, the key is to remain gender neutral. 

Although it may seem unbelievable in this day and age, but I still regularly receive resumes addressed to only “Dear Sir”.  A mistake such as this, one that shows a lack of respect and that the candidate is quick to assume as opposed to verify the details, irks some recruiters enough that they simply delete the application without ever reading the resume. (more…)

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! (more…)