Most of my clients in sales have two complaints. First, they have to try to meet unrealistic quotas or goals. Second, they work for managers who nit-pick about how sales representatives work with little concern about results. What can be done to avoid these problems? Ask good questions during an interview.
Almost every employer lets prospective employees ask questions at the end of an interview. That is a great time to gauge what it would be like to work at that company. It’s important to keep your questions positive or neutral in tone. Never say anything that makes it look like you would be difficult to work with or that you have a bad work ethic. Here are some questions to ask the hiring manager, the person who would be your boss in a sales position:
To gauge how quotas are used:
1. How is performance evaluated?
2. Describe the performance of your best sales representative.
3. What do you measure in evaluating performance?
It’s trickier to evaluate a person’s character. How do you know if a boss will be a micro-manager in how she treats you on a daily basis? Here are a few questions that might give you a clue about your prospective boss’s character:
1. How would we interact on a daily basis?
2. Describe a situation where I would be making a tough decisions and another where you would want me to get your approval before making a decision.
3. What two or three words best describe your managerial style?
These questions will help you assess what it would be like to work in sales for a company, but they do not guarantee a happy experience. Some interviewers, like job seekers, know how to answer questions in a way that makes everything sound positive. Some employers say one thing and do another. That said, there is no other way to evaluate a potential employer. If you don’t want a sales manager who only cares about numbers and controlling your daily activities, take the time to investigate your prospective employer’s managerial style. Do whatever you can to avoid working for a bad company or a tyrannical boss.
I was working with a client the other day who kept telling me that she wanted to get the details “absolutely correct” in her resume. To do this, she was using company jargon and a level of detail that no prospective employer would care about or understand. In essence, she wanted to write a resume that qualified her for the job she was leaving.
The objective of a good resume is to speak to your next employer, not the last one. Often this means describing duties in a way that is transferable to what the employer needs, not exactly what you did at your last job. It is important to be specific and show how you are qualified to fill a position. To do this, the best communication strategy is to look through the eyes of the boss you want to hire you. That’s the target for writing an effective resume.