Do you ever feel like a “quick change artist” should be part of your job description as a manager?  We are in a new economy and the Age of Information.  The economy is shifting more toward services and knowledge based work.  Computers and technology have created an intense, worldwide competition for business.  Soon, competition for your job could come from practically anywhere on earth.  Careers just don’t develop the way they did ten years ago and that is no one’s fault.
The Age of Information doesn’t care about our opinions, feelings or fears.  The world rewards only those of us who catch onto what’s happening and invests energy into seizing the opportunities that will be brought about by change.
In order to take care of your own career and those individuals who work for you company, you need to manage perpetual motion.  Your organization needs to reshape, shift and flex to fit the rapidly changing world.  These are the only ways to flourish in a fiercely competitive economy.
You can expect flexible ways of working.  Duties and job descriptions being constantly realigned.  Short-lived assignments will become ordinary.  Change can be painful.  When it damages careers, emotions such as grief, anger and depression come naturally, making it hard for people to “buy in” and be productive.  Mobility makes you a valuable member of the management team that has continual interaction with employees.  Your goal should be rapid recovery and instant alignment to changes regardless of the impact on you personally.  Take personal responsibility for adapting to change just like you would if you were accepting a new job and watch how quickly your responsibilities grow within the organization.
Finding and retaining top talent through a changing environment is one of the greatest challenges Corporate America is facing today.  When you establish the reputation as a change agent, you will have a seat at the table for all Strategic Meetings because they will need and welcome your input!

By Jeremy Ulmer

I have worked successfully from a home office in various sales roles in the past, and there are many benefits from working at home; however, there are also many dangers.  Sales managers and sales professionals need to be aware of potential pitfalls. Avoid the following dangers and you will be able to create a highly productive home office environment.

Never Shutting Off The Work
One of the main problems with working from home for sales people is that you are technically always at work. It becomes very hard for your mind to separate your free time and your work time. This can result in an unbalanced life-style and addictive work behaviors. Some common negative habits that are formed consist of constantly checking emails, always taking calls even during non-working ours, and working well into the night.

To help prevent these negative habits, set up a separate office space, maintain set working hours with a clear start and end time to your day, shut your computer down, and turn off your work phone during non-working hours.

Not Getting Any Exercise
Sitting on your butt for 8+ hours a day is never a good recipe for physical fitness and health. If you do work from home, then make sure you are scheduling time for your workouts or participating in some sports or activities to stay active. The body and mind are all connected. Without a strong body, your mind will lack the energy it needs to be productive day in and day out. Without energy and a high level of fitness, you will not produce the same results.

Lack Of Sales Motivation & Procrastination
When you are on your own working from home, it can be easy to slip into procrastination mode. You can help prevent this by setting weekly and daily goals. Make sure you complete your toughest work activity first thing in the day. Consider finding some accountability partners to help you stay on track.

Distractions
This can range from laundry, to cleaning, to TV, to personal calls, to running errands, and to nice weather. I have heard of sales professionals and sales managers who simply were so distracted at home, that they wanted to find an office away from home, even if it meant driving well over an hour each way. You must minimize your distractions and set clear guidelines of what you should be doing and should not be doing during working hours.

Not Feeling Like “Real Work” Was Accomplished
Despite working from home being more popular than ever before, a lot of people still don’t see it as “real work.” They think if you don’t commute an hour each way, dress up in a suit, drink coffee with your peers in the morning, and sit in a daily sales meeting, that it isn’t “real work.”
To others, working from home means you have a license to do what you want, when you want. Although this is not true, you need to make sure you set the boundaries with your friends and family. Just because you are at home, does not mean you are free to help them with favors. They need to understand the hours you work, and that you are serious and disciplined when working and can not be disturbed.

Trouble Getting Up Early
Most people don’t like getting up at 5:30AM or 6:00AM to get ready and drive into work. Working from home will often give you some degree of flexibility in this regard, however, be careful that you don’t take advantage of this too much. Make sure you are getting up, taking a shower, getting dressed, and eating before the time you want to start working. Give yourself a solid hour to prepare for the work day. So, if you want to start work at 8AM, make sure you have an alarm going off at 7AM.

Trouble Sleeping
The fact that you can feel like you are always at work means it becomes hard to shut down. Too often sales professionals will check email a few minutes before going to bed. This means the last thing on their mind are emails from their management, clients, and prospects. This is not a good way to prepare and relax the mind for sleep. To avoid this, make sure you do not log into your email within 1-2 hours before getting ready for bed.

I love working from a home office, but it is not the paradise that many people presume it is unless you are very disciplined and regimented with your approach. Avoid these dangers, and you too can enjoy working from a home office productively and successfully for many years to come.

When you are in an interview, never forget your job is to either get to the next step in the process or receive an offer.

It is vitally important that you do not try to decide “if you are interested” in the position during the interview.  Often the first step or two in the process are part of the screening process.  It is only when you meet with your future employer that you have a true picture of the culture and opportunity being offered.

If you try to decide during the interview IF you are interested, often this is misinterpreted by the employer as a lack of interest.  I’ve had candidates tell me that for the first 2/3 of the interview they were not interested, but once they had all the information they are extremely interested in the opportunity.

The problem with this scenario is the client lost interest half way through the interview because there was no apparent interest on the part of the candidate.  You need to always stress your interest in a position and your confidence in your abilities to do the job!

The only time you need to decide whether you are interested or not is when you have an offer in hand.  Now you have something to decide about!  Never underestimate the importance in showing your high interest level and sharing with the interviewer why you would love to work for them and their company.

When you conduct research about the company prior to the interview, you are armed with valuable information you can include in some of your responses.  Arrive prepared, showing a high level of interest with confidence to match and you have a very good chance of getting a job offer!

Please contact our new partner, Hire Advisory, for excellent resume writing and superior career advancement services that will positively impact you career search immediately.

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The key to a successful job search is to stay focused and dedicated to your PLAN. However, it is JUST as important that you remain FLEXIBLE throughout your process!

Before your search, it is important to do the following:

1. Write down your skills and work experience.
2. Write down your professional accomplishments.
3. Make two lists: One should be the responsibilities that you enjoy and the second should be the responsibilities that you dislike.
4. Brainstorm what your “dream job” might be.
5. Search for openings in the newspaper, on-line and other sources. Cut out or print the opportunities that appeal to you.  (It is important here to be realistic…only take the openings that you are qualified to fill.)
6. Have an “Accomplishment Oriented” Resume – (Have someone else review your resume in order to catch any overlooked errors.)
7. Have your references ready and aware that they may be called.
8. Make a list of Corporations/Companies/Firms that you would like to work for. Have your Target list (these are your first choice places). You also need to have a Second and Third List.
9. Once you have your Lists completed, be open to the realization that your next job may not be on ANY of the Lists that you have put together!
10. YOU MUST REMAIN FLEXIBLE!

When you initially begin your job search your demands and hopes are usually high! As your search continues, you realize that the more flexible you become; the more opportunities will open up for you!
So often, job seekers search for their ideal job! There is no such thing as the perfect position.  If you begin your search knowing that you will need to make changes to your original plan, then you will be able to adjust quickly.
You may need to reconsider your ideals, if your search is taking longer than you had planned.

It may be necessary to become more flexible in some of the following areas:

1. Be open to the size of Corporations/Companies/Firms you target.
2. Be flexible on the location & commute time.
3. Be more flexible to working hours – Overtime.
4. Be more flexible on your Benefit Plan requirements (don’t flex if it will cause you additional hardship).
5. Reconsider your Salary requirements (What can you afford to live on?)
6. Be more open to Titles (they vary within each company).
7. Read more job descriptions and accept interviews even if you are not sure of the opportunity.
8. Be open-minded – finish all interviewing processes.  (Sometimes the opportunity gets better as you go through their entire process.)
9. If an opportunity seems below your abilities, go on the interview. There may be room for advancement/promotions in the near future.
10. Go on as many interviews as you can set up! Each interview may not end up as your next career move but, it IS excellent practice for your interviewing skills.

The idea is to STAY FLEXIBLE, BE REALISTIC & CHANGE YOUR PLAN as you need to throughout your job search and your career!
If you do, you will be happily employed much SOONER THAN LATER and you will Take Charge of your DESTINY!

Before you accept any new job, first understand the value of a benefit package.

The cost of benefits is dramatically escalating and many employers are increasing deductibles in order to keep costs down.

You must answer these questions prior to accepting an offer:
1.      What benefits are offered?
2.      When do the benefits start?
3.      Does the company pay any of the costs of these benefits?
4.      What is your contribution – is it a pre-tax deduction?
5.      Do they offer family coverage (cost)?
6.      Dental? Prescription? Vision?
7.      Retirement? 401K? Employer Matching Contribution?
8.      Deductible amounts?
9.      Lifetime limits on certain coverage?
10.    Limits on physicians you can utilize (HMO)?
11.    Paid Time Off?
12.    What are the Deductibles?

Of course Salary and Benefits are NOT covered in your initial interview, but you need answers to these important questions BEFORE you accept a position!

Often times you can call into the company and speak with the Benefits Manager or you can request a copy of their benefit package, which will answer all of these questions.

With rising medical costs, it is often a good decision to accept less money with a company that offers great benefits.

You never know when you will be asked to submit a resume. Obviously, if you’re in an active Job Search, you have an updated resume; but if currently employed, are you prepared to submit an updated resume if a promotion becomes available at your place of employment?

Even if needed on-the-fly, updating you resume is a process you do not want to rush. You also want to be prepared if an opportunity was presented to you that represented your next logical Career Move!

As you update your resume, remember these important tips – great nuggets of information that many do not know or tend to overlook, for these helpful tips may make the difference in securing a promotion or a new career altogether:

It’s easier than ever to confirm facts provided on a resume. Many Clients hire third party companies to conduct thorough reference checks. Dates, Salary Levels, Titles and Responsibilities can be verified. Errors on a resume can result in termination AFTER an offer is accepted or AFTER a person has actually begun employment. Conduct the research necessary to ensure that your resume is 100% accurate.

Resumes are often the first step in the Screening Process. In the case of your resume, less is more. Your resume should peak interest, but not answer all questions. The goal of a resume is to be invited to an interview.

Often hiring authorities read the first one-third of a resume. If you have a precise title in your job objective, you are greatly limiting your potential interviews. If you have answered an ad, make sure words used in the ad are included in your objective. If you are applying on-line it is important to include key words on the top one-third of your resume.

Do not change your resume except to correct an error or to add on a new skill or experience. Everyone who reviews your resume will have some suggestion for improving it: “Why didn’t you tell them that you had a scholarship?” or “Wouldn’t this look better in italics?” The time to consider those kinds of questions is before it is printed. Make sure another set of eyes reviews your resume to ensure 100% accuracy. Errors on a resume CAN eliminate you from an interviewing process.

Do not send out a mass mailing. If you send letters to 700 company presidents, you can expect a response from 1% to 2% and 95% of the responses will be negative. The shotgun approach is expensive; it takes time and costs money for postage and printing. You’ll get much better results if you are selective about where you send your resume. The important thing is to concentrate on the hiring authorities of your targeted companies. The same information holds true for mass emailing your resume

The Super Bowl Commercials prove how a single message can be a strong catalyst for action, prompting viewers to BUY in a matter of a few seconds.
An effective two-minute personal commercial is the backbone of your job search! You will use your two-minute pitch during job interviews, in your cover letters and when you are networking.

In fact, this answers the difficult question: “Tell me about yourself?”
This personal commercial will change throughout your career, but helps you advance your career and become an effective networker throughout your entire career. It is important that you constantly change this pitch. It is also important to MASTER more than one, depending on your audience.

Keep the following in mind:
1.      Who you are pitching to?
2.      Why would they be interested in you?
3.      Who is your competition?
4.      What you bring to the table that your possible competitors do not?

Too often, the pitch is too long! This is not your “life story” it is your two-minute commercial which usually takes only 30 seconds once you have it mastered.
The primary goals of a Personal Pitch in a Job Search include:

1.      Let the decision maker know you are intelligent
2.      Display your high level of interest
3.      Share only relevant information
4.      Come across at the right level

If you are not currently employed and someone asks you, “What do you do?” an effective answer could be, “I’m currently a free agent on the open job market and it’s really exciting!” Then you give your two-minute pitch to let this listener know who to refer you to!

How many times have you met someone not employed and when you ask that question, they focus on why they are not working? You have no idea what they have to offer a prospective employer.

Your pitch needs to be enthusiastic, positive and make the listener want to ask you additional questions. You need to practice, practice, and practice until you are very comfortable with the various pitches you write. Finding a job involves SALES SKILLS.

If you are not a salesperson, you need to become one and mastering your pitch is your first step in selling yourself.

You will be amazed how many more interviews and job offers you will receive when you know how to make an excellent first impression with a prepared pitch! A good pitch is also very empowering and helps increase your confidence level, which is critical when you are in transition.

The primary goals of a Personal Pitch throughout your Career include:
1.      Career Advancement with your Current Employer
2.      Enhance your effectiveness as a Networker
3.      Share Accomplishments with Potential Employers
4.      Inform others of WHO and WHAT to Refer to You

Think for a moment of the last social or business networking event you attended. Did you have an effective way to approach other attendees? Do they know what you do?   Do they know who to refer to you?

Master your Two-Minute Commercial and You Will Enjoy Amazing Results in Your Job Search and in Advancing Your Career!

The New Sales Pro Magazine Site Is Live!  You can sign up for FREE.  Please check it out here…http://www.salespromagazine.com/

By Jennifer Krinsky

Sometimes (okay, often) our candidates say things that make us really question their judgment. I am sure that during many interviews, candidates would LOVE to know what is going through the recruiter’s mind. Here is a taste of what we think when we hear these phrases/questions, during our interviews:

1.”I would relocate for the right opportunity”. I start with this one, because it is one of my all time favorites. What we are thinking: If I were to be offered my dream job and an obscene amount of money, I would relocate too! Sure, why not, I too would move pretty much anywhere if you offered me a crazy salary and a company car! That “perfect” job is rarely out there, and in the current job market, even less so. Unless you are ready to pick up and move yourself tomorrow (at your own expense) for just a “great job”….then we should only consider local positions. . If you have to sell your home and move your family of 5, the likelihood is that it isn’t going to happen.

2.”I want to be in sales because I like dealing with people”. This one is right up there with one of my favorites because we hear it ALL THE TIME! What we are thinking: Well, you can work a cash register at Target and deal with people all day long too. There has to be a specific reason you are going after a sales role. Millions of jobs out there “deal with people”… doctors, lawyers, receptionists, and heck even the ice cream man!!!

3.”I’d really like to sell something that I like that is exciting to me!” (Usually this is followed by the candidate offering suggestions of what fields would “excite them” such as sports equipment, fashion, make-up etc. What we are thinking: OF COURSE YOU DO! Those that enjoy fishing would LOVE to sell fishing rods—it is obvious! However, there are very few jobs that are available (especially in this market) that fit that bill. Everyone would love a job that they think is “fun” and we get it. But please don’t hold out for that job because the wait can be a long one.

4.”I’m not sure I even want to make a change…I’m just putting my feelers out, seeing what is out there”. What we are thinking: PLEASE do not waste our time. We are in the business of finding jobs for people who want one! Our clients are paying us to help them secure talented sales people who are looking to make a change. When a candidate says this to me in an interview I want to look at them and say “Then why are we sitting here?” Again, my clients have serious needs, and while we aren’t trying to shove some one into a job that doesn’t meet their needs, we do want only serious job seekers. If you are truly happy, then by all means, stay where you are, because as recruiters, we cannot afford to waste our time with “tire kickers”.

5.”I’ll come in and meet with you when you have an actual opportunity in mind for me”. This one is classic and if you really think about it, it makes no sense! What we are thinking: How can I possibly have something ideal for you, when I haven’t even met you and don’t know what you are looking for? I can certainly get a basic idea from your resume, but I won’t know which clients are real matches until I get to know you better IN PERSON! This is also a good barometer for screening out job seekers that are not serious about their search.

6.”I’m not really that interested in cold calling and prospecting”. What we are thinking: Oh really? That is a shocker! Doesn’t every one love to be rejected repeatedly and be tasked with finding new business????? (note my sarcasm)Very few sales people tell me that they LOVE to cold call and hunt for new business. It is much tougher than simply up selling or growing established business and we understand that. However, it is one of the necessary parts of selling. Without it, businesses cannot grow and certainly in the current economic climate, our clients are more interested in hunters than anything else!!!

7.”But Sales is Sales”- lastly the all time favorite that we hear more often then we care to. What we are thinking: Yes, it is, but that is not the blanket rebuttal every time you hear that you are not qualified for a position based upon your experience. If our client wants some one with 3 years of software sales selling to the legal market, simply telling them that “but he’s great and sales is sales” simply won’t cut it. Keep in mind that our clients are using our service so that they can only review resumes that match their criteria. The reason most clients ask for specific experience (either calling on a specific type of client or selling a particular product or service), is because they don’t have the time or resources to help get you up and running. If they were to hire you “anyway” they’d be setting you up for failure, which does not bode well for anyone in the end. Think of it this way….You decide to adopt a dog and head to the kennel to look at small dogs because you live in a tiny apartment. You tell them your criteria and why you can only consider small breeds. They come out with a Doberman, a Great Dane, a Labrador and a sheepdog. You would quickly get pretty annoyed. If the kennel person said, but hey “a dog is a dog” and continued to push these large breeds on you, at some point you’d either becoming increasingly frustrated or just walk out. We work hard to maintain a high caliber of clients in our database so that we can place our candidates with the best companies available. If we continually ignore what they’ve asked us for they might just walk out of the kennel, and that is something we aren’t willing to let happen.

8.”Just get me in front of them, and I will get the job. Really, I will”. I have saved this one for the end because it is something we hear in virtually every single interview. What we are thinking: If that were the case, don’t you think I would be retired and living on a tropical island???? If all of the candidates we met with, who said this, really did get the job once we got them in front of the client, we would be multi millionaires! It simply isn’t that easy, and that is why our job exists. We know that often an interview goes extraordinarily well and things just fly after that first meeting, but more often, that is not the case. Our job is to not only help you get in front of the right clients, but also to walk you through what is often an unfamiliar process. We know the rules of the game and how to play it. Think of us as your personal interview coach and receive our years of knowledge and experience with an open mind. I promise, in the end, it will benefit you in many ways!