{"id":1536,"date":"2010-01-04T14:29:12","date_gmt":"2010-01-04T22:29:12","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=1536"},"modified":"2010-01-04T14:29:12","modified_gmt":"2010-01-04T22:29:12","slug":"time-to-look-for-a-new-sales-job-new-and-seasoned-sales-guys","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2010\/01\/04\/time-to-look-for-a-new-sales-job-new-and-seasoned-sales-guys\/","title":{"rendered":"Time to look for a new sales job? New and seasoned sales guys????"},"content":{"rendered":"<div class=\"zemanta-img\" style=\"margin: 1em; display: block;\">\n<div>\n<dl class=\"wp-caption alignleft\" style=\"width: 160px;\">\n<dt class=\"wp-caption-dt\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.daylife.com\/image\/0cA67I05t46U4?utm_source=zemanta&amp;utm_medium=p&amp;utm_content=0cA67I05t46U4&amp;utm_campaign=z1');\"  href=\"http:\/\/www.daylife.com\/image\/0cA67I05t46U4?utm_source=zemanta&amp;utm_medium=p&amp;utm_content=0cA67I05t46U4&amp;utm_campaign=z1\"><img loading=\"lazy\" decoding=\"async\" title=\"COLMA, CA - OCTOBER 02:  A worker at a Ford de...\" src=\"http:\/\/cache.daylife.com\/imageserve\/0cA67I05t46U4\/150x99.jpg\" alt=\"COLMA, CA - OCTOBER 02:  A worker at a Ford de...\" width=\"150\" height=\"99\" \/><\/a><\/dt>\n<dd class=\"wp-caption-dd zemanta-img-attribution\" style=\"font-size: 0.8em;\">Image by <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.daylife.com\/source\/Getty_Images');\"  href=\"http:\/\/www.daylife.com\/source\/Getty_Images\">Getty Images<\/a> via <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.daylife.com');\"  href=\"http:\/\/www.daylife.com\">Daylife<\/a><\/dd>\n<\/dl>\n<\/div>\n<\/div>\n<p><strong>Time to look for a new sales job?<\/strong>.<\/p>\n<p>I am devouring a book called <strong>Soar Despite Your Dodo Sales Manager.<\/strong> (www.wbusiness.biz) by Lee B. Salz. (Maybe a theme developing?) This is a good book (Review will follow)\u00a0 His second chapter is all about finding the right sales job and I loved it.\u00a0 He talks about interviewing\u00a0 the company while they interview you\u00a0 since you have as much to lose as the company by signing up for the wrong job.<\/p>\n<p>Its usually the wrong job if:<\/p>\n<ul>\n<li>The company has no proven plan in place to help salesmen succeed<\/li>\n<li>The company hires\u00a0 hunters but you see they need farmers<\/li>\n<li>They want strong salespeople with no idea what strong really means<\/li>\n<li>The manager is stuck in ABC thinking<\/li>\n<li>There is no demand for the product, yet no plans to develop it.<\/li>\n<li>Or there is no name recognition, no brand, few marketing dollars, no prospects calling in<\/li>\n<\/ul>\n<p>Sound familiar? It rang my bell a few times. we have seen all this and more in helpin gtech companies through the year.\u00a0 Here'[s a clue, if you do not see why this is a costly problem for you, do not worry, your company will not make it anyway.<\/p>\n<p>Points about finidng the ideal company (like finding the ideal client right? ) :<\/p>\n<ol>\n<li>Define what is the ideal company for you<\/li>\n<li>Where and what are the opportunities for you?<\/li>\n<li>What do they expect of a sales person? What do you expect of them?<\/li>\n<li>What skills are they willing to teach? What do you want to learn?<\/li>\n<li>What is their commitment to training and development? What is your commitment?<\/li>\n<li>What won&#8217;t they teach?What don&#8217;t you want to be taught?<\/li>\n<li>What do they feel can&#8217;t be taught?<\/li>\n<li>Services sellers need to know how to customize, configure and create based on customer requirements. Are you that type?<\/li>\n<li>Product sellers are limited by what the box does. Is that your success type?<\/li>\n<li>Did you thrive on short cycle or long cycle sales?<\/li>\n<li>Same with single buyers or multiple enterprise buyers?<\/li>\n<li>What type of hunter are you? Do you generate your own leads or answer in-bounds?<\/li>\n<li>Are you able to straddle the likable\/driven divide of the farmer?<\/li>\n<li>How do you adapt to change? How flexible are you? Is the comp plan overly\u00a0 changable?<\/li>\n<li>What is the size of your financial risk? Will your cheques clear?<\/li>\n<li>Where do they stand with the competition; leaders. followers. laggards, off the radar?\u00a0 Which do you prefer?<\/li>\n<li>Are they boutique or low price?\u00a0 Where do they win or lose sales?<\/li>\n<li>What is the offering breadth? All of it, or just part of the puzzle?<\/li>\n<li>How do they differentiate themselves? Do you believe it?<\/li>\n<li>How is sales managed? Your preferance?<\/li>\n<li>What sales support is there?\u00a0 Proof materials?<\/li>\n<li> The money; salary, recoverable\/nonrecoverable draws, commission how does it all work together?\u00a0 What defines revenue? What about chargebacks?<\/li>\n<li>Any deal breakers such as ; pay is too low to survive on , commute too long, location?<\/li>\n<\/ol>\n<p>Told you it was thorough. This is just Chapter 2!<\/p>\n<h6 class=\"zemanta-related-title\" style=\"font-size: 1em;\">Related articles by Zemanta<\/h6>\n<ul class=\"zemanta-article-ul\">\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.huffingtonpost.com\/grant-cardone\/sales-is-miracle-cure-to_b_406356.html');\"  href=\"http:\/\/www.huffingtonpost.com\/grant-cardone\/sales-is-miracle-cure-to_b_406356.html\">Grant Cardone: Sales is Miracle Cure to Sick Economy<\/a> (huffingtonpost.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/myventurepad.com\/MVP\/90045');\"  href=\"http:\/\/myventurepad.com\/MVP\/90045\">Do Companies Have Control Over Their Brands?<\/a> (myventurepad.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/r.zemanta.com\/?u=http%3A\/\/www10.nytimes.com\/2009\/12\/26\/business\/global\/26marykay.html%3F_r%3D5%26partner%3Drss%26emc%3Drss&amp;a=10810092&amp;rid=c536b2d4-5cb5-4073-8152-07ad3ad41831&amp;e=4394ccbc3416b963d8859f923c7966bd');\"  href=\"http:\/\/r.zemanta.com\/?u=http%3A\/\/www10.nytimes.com\/2009\/12\/26\/business\/global\/26marykay.html%3F_r%3D5%26partner%3Drss%26emc%3Drss&amp;a=10810092&amp;rid=c536b2d4-5cb5-4073-8152-07ad3ad41831&amp;e=4394ccbc3416b963d8859f923c7966bd\">Direct Selling Flourishes in China<\/a> (nytimes.com)<\/li>\n<\/ul>\n<div class=\"zemanta-pixie\" style=\"margin-top: 10px; height: 15px;\"><img decoding=\"async\" class=\"zemanta-pixie-img\" style=\"border: medium none; float: right;\" src=\"http:\/\/img.zemanta.com\/pixy.gif?x-id=c536b2d4-5cb5-4073-8152-07ad3ad41831\" alt=\"\" \/><span class=\"zem-script more-related more-info paragraph-reblog\"><script src=\"http:\/\/static.zemanta.com\/readside\/loader.js\" type=\"text\/javascript\"><\/script><\/span><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Time to look for a new sales job?.<\/p>\n<p>I am devouring a book called Soar Despite Your Dodo Sales Manager. (www.wbusiness.biz) by Lee B. Salz. (Maybe a theme developing?) This is a good book (Review will follow)  His second chapter is all about finding the right sales job and I loved it.  He talks about interviewing  the company while they interview you  since you have as much to lose as the company by signing up for the wrong job.<\/p>\n<p>Its usually the wrong job if:<\/p>\n<p>    * The company has no proven plan in place to help salesmen succeed<br \/>\n    * The company hires  hunters but you see they need farmers<br \/>\n    * They want strong salespeople with no idea what strong really means<br \/>\n    * The manager is stuck in ABC thinking<br \/>\n    * There is no demand for the product, yet no plans to develop it.<br \/>\n    * Or there is no name recognition, no brand, few marketing dollars, no prospects calling in<\/p>\n<p>Sound familiar? It rang my bell a few times. we have seen all this and more in helpin gtech companies through the year.  Here'[s a clue, if you do not see why this is a costly problem for you, do not worry, your company will not make it anyway.<\/p>\n<p>Points about finidng the ideal company (like finding the ideal client right? ) :<\/p>\n<p>   1. Define what is the ideal company for you<br \/>\n   2. Where and what are the opportunities for you?<br \/>\n   3. What do they expect of a sales person? What do you expect of them?<br \/>\n   4. What skills are they willing to teach? What do you want to learn?<br \/>\n   5. What is their commitment to training and development? What is your commitment?<br \/>\n   6. What won&#8217;t they teach?What don&#8217;t you want to be taught?<br \/>\n   7. What do they feel can&#8217;t be taught?<br \/>\n   8. Services sellers need to know how to customize, configure and create based on customer requirements. Are you that type?<br \/>\n   9. Product sellers are limited by what the box does. Is that your success type?<br \/>\n  10. Did you thrive on short cycle or long cycle sales?<br \/>\n  11. Same with single buyers or multiple enterprise buyers?<br \/>\n  12. What type of hunter are you? Do you generate your own leads or answer in-bounds?<br \/>\n  13. Are you able to straddle the likable\/driven divide of the farmer?<br \/>\n  14. How do you adapt to change? How flexible are you? Is the comp plan overly  changable?<br \/>\n  15. What is the size of your financial risk? Will your cheques clear?<br \/>\n  16. Where do they stand with the competition; leaders. followers. laggards, off the radar?  Which do you prefer?<br \/>\n  17. Are they boutique or low price?  Where do they win or lose sales?<br \/>\n  18. What is the offering breadth? All of it, or just part of the puzzle?<br \/>\n  19. How do they differentiate themselves? Do you believe it?<br \/>\n  20. How is sales managed? Your preferance?<br \/>\n  21. What sales support is there?  Proof materials?<br \/>\n  22. The money; salary, recoverable\/nonrecoverable draws, commission how does it all work together?  What defines revenue? What about chargebacks?<br \/>\n  23. Any deal breakers such as ; pay is too low to survive on , commute too long, location?<\/p>\n<p>Told you it was thorough. This is just Chapter 2! Stay tuned.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7,4,19,18],"tags":[708,29,308,60,32,49,747,2761],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/1536"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=1536"}],"version-history":[{"count":3,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/1536\/revisions"}],"predecessor-version":[{"id":1539,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/1536\/revisions\/1539"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=1536"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=1536"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=1536"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}