What about my needs? Here's what I want
Everyone wants to succeed. That means making plans and decisions. And that breeds questions. Here are a few I have received about sales employment. Some of this will apply to you as you work your way up the ladder.
Dear Jeffrey, If bonuses or incentives are the motivation for selling a product, what should someone do to stay motivated if these are not offered? Scott
Dear Scott, two answers:
1. Create your own goals and incentives for your personal achievement money isn't everything. Try to be the best at what you do, the money will follow if not by your present employer, surely by his competitor who will try to lure you away.
2. If money is what drives you (pity), change jobs and stop complaining.
Dear Jeffrey, I'm going on a big interview and don't have enough sales experience. Any advice? Ralph
Dear Ralph, This is advice for any person on any interview:
Be honest.
Be yourself.
Prepare a list of intelligent questions about performance and contribution.
Look like a winner.
Visit and print out their Web site. Develop a few questions about it.
Want the job badly and let the interviewer know it.
Ask how you will grow and benefit the team.
Tell them you will make a personal commitment to learn selling or any skills you may lack.
Tell them you will make a personal commitment to learn presentation skills.
Join Toastmasters as soon as you can.
Don't sell yourself short.
Don't apologize for what you are not. Focus on what you are.
Focus on what you can contribute, not what you get as a result of it.
Biggest mistake: Don't ask about salary, benefits, sick days or vacation. If they want you all that will be revealed.
Dear Jeffrey, I have an interview for a sales position with a company that hires individuals with a lot more experience than I have. I've interviewed with my future boss, another manager, the chief operating officer, and I am soon to be meeting with the vice president of business development. My situation: He told me to get ready to ask some tough questions. What are the tough questions? I have asked a lot of good questions already. I believe the reason they have kept me in the process so far is my enthusiasm. I have done well so far and I don't want to blow it in the final stretch. Please help. Mary Anne
Dear Mary Anne, Make your questions reveal their game plan and feelings:
What will a typical day be like?
What will be my biggest challenge on the job?
What will I be able to expand while I'm there?
How will I impact the company's success?
What will I contribute to this year's goals?
Do you have a list of recommended reading (trade journals, newsletters)?
Describe the ideal candidate for this job.
Am I the type of person you're looking for?
Assuming I am selected, when could I start?
Note: Be sure at least two of your tough questions are closing questions.
Dear Jeffrey, I am new to sales and I would like to get an idea of a reasonable compensation plan. Currently I am being paid $27,500 (base) and 3% commission on each sale. We are selling a service. My question to you is what do you feel is a reasonable compensation plan? I am projected to sell $400,000+ this year, and that would amount to roughly $39,000. I interviewed with a competitor and they were paying $30,000 base and 9% commission. Any insight you could shed would be greatly appreciated. Andy
Dear Andy, While the pay sounds a little low, you must also consider other elements of the opportunity. When you are just starting, there are other considerations. Here are 10 "beyond the buck" thoughts about any job:
Ability to learn from others you respect
Training program
Benefits package
Employment perks
Coworkers
Employment environment
Customer relationships
Ability to grow
Experience you will gain
Fun factor
Put all of these elements into the ratings factor of the job, then decide if it's worth it. Jobs are not just about money. They are about the opportunity to learn and grow. Weigh each element of the job (including money) to determine the answer to the personal clash: Should I stay or should I go?
Jeffrey Gitomer is the author of "The Sales Bible," and "Customer Satisfaction is Worthless, Customer Loyalty is Priceless." President of North Carolina-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be emailed at salesman@gitomer.com.
