Posts Tagged ‘Sales jobs’
It appears in most of the “Worst interview questions” lists. But simplistic, general and non-specific as it is, its is also a clever question used by the astute interviewer to assess a myriad of selection criteria. Especially when attention to detail, getting to the point quickly and focussing on what is important, appear high on the selection agenda.
This question is usually asked at the start of the interview. With this in mind, there are ways to prepare for it properly, so that you can get into the more detailed parts of the interview. Answering it well will make a good impression early on, but waffling and getting it wrong might shoot you in the foot totally, or set you back apace.
Getting an Elevator Pitch is a good way to approach this. Wikipedia defines an elevator pitch as a short summary used to quickly and simply define a product, service, or organization and its value proposition. The name “elevator pitch” reflects the idea that it should be possible to deliver the summary in the time span of an elevator ride, or approximately thirty seconds to two minutes. So you have now become your own product, with features and benefits relevant to the job specification!
There is also a strong likelihood that the follow-on questions will be based on the way you answer this question. So delivering a strong answer through your Elevator Pitch will certainly assist you in directing part of the interview, or at least give you a chance to introduce yourself fully and mention some working strengths early on in the interview.
1. DO start with you:
Obviously! But keep it short. Don’t start way back when, just give very broad brush strokes about the personal stuff because this is a job interview, so you should focus on your working background. But it is good to give a warm introduction to yourself, to personalise the meeting and to display your well-rounded background.
2. Do talk about your education:
Where you studied, what, and why you chose those subjects in particular. Especially if you are an Engineer or if you are being interviewed for a technical job, this is highly relevant. Again, broad strokes are better than finite detail, just give them a flavour so that they can probe it later on.
3. Do mention your experience:
This is where you can direct the interview, to a point. This is really the detail that the interviewer is after and they might interject with questions. Invite questions by talking about your relevant skills or experience. Allow the first question to develop into the rest of the interview as it follow a natural conversational course.
What not to do:
1. Don’t talk about salary at this point. Wait for the question to be asked.
2. Don’t go into unnecessary detail. Value your interviewer’s time.
3. Don’t waffle on. Use your elevator pitch and allow the interviewer to drive the conversation
At the start of every new year, we all make resolutions of those things we would like to do or change during the next year. It’s a bit like spring cleaning: Sweeping out the tired old year to allow the new year to bring in a fresh outlook, new challenges, and renewed energies.
Often, finding a new job is at the top of our list.
But is it wise to simply just cast yourself into the job market, without being aware of what exactly it is you want to change?
Without actually understanding and being clear on why you are looking to leave your current job, you may not recognise what it is what you are looking for in a new employer.
Does money matter?
Better compensation is very rarely the true reason for people to leave jobs. In most cases, it is only a symptom of a more complex issue. We need to work in a place that is fair, trustworthy, and deserving of an individual’s best efforts in order to feel valued, respected and secure. Through the recession, your employer may not have been able to provide the pay increases you were able to achieve in the past.But often, people will stay employed in jobs that are underpaid because the other elements are provided for sufficiently for money not to be an overwhelming issue.
Where is the crunch?
Before you decide to leave, consider the following statements about your job and employer:
- I am able to grow and develop my skills on the job and through training.
- I have opportunities for advancement or career progress leading to higher earnings.
- My job makes good use of my talents and is challenging.
- I receive the necessary training to do my job capably.
- I can see the end results of my work.
- I receive regular feedback on my performance.
- Competition is constructive, and colleagues are not pitted against each other to perform.
- The communication channels are clear and open. I know how to address problems, and I’m confident that they will be addressed fairly and objectively.
- I’m confident that if I work hard, do my best, demonstrate commitment, and make meaningful contributions, I will be recognized and rewarded accordingly.
Yes or no?
The above details the most common reasons, through research by Forbes magazine, of why people leave their jobs. They should give you a pretty good idea of where your niggles lie. If you can’t argue with any of them, make sure you have a clear reason for moving. Possibly, your issue might be sorted out without taking that serious final step.
However, if you do find areas that you are not comfortable with, then make sure you research any potential new employer to make sure you don’t walk into exactly the same situation again.
Happy new year!
Once you have cleared this with yourself, and you understand your own expectations, good luck! The jobs market is dynamic at the moment, and hiring in 2013 is set to be competitive, especially for candidates in scarce skill areas. Find a good Recruitment Consultant who can give you industry and career advice, and who will support your endeavour.
Everyone deserves to be fulfilled in their working life. Go for it!
I am often surprised by how the prospect of a Competency Based Interview can rattle even the most seasoned of sales professionals looking to change jobs. In fact, it seems that some would prefer to do a presentation, rather than this style of interview. However, it really should not be a daunting prospect at all – Nothing at all like doing a presentation!
They are simply a way for you to demonstrate that you are capable, competent and suited to the job by giving real-life, situational examples from your professional or personal experience.
In most recruitment processes, the expected competencies required to be successful in the role will be defined when the job description is written. Candidates are usually selected for interview about how strongly their CVs represent their skills against the competencies. So it is common sense that, especially at second interview stage, these competencies are explored to make sure you can actually do what they think you can, based on your CV and the outcome of the first interview.
So a Competency Based Interview will most likely consist of a series of situational questions based on the competencies. As the expectation is that your past performance is likely to predict how you will perform in future, the questions will probably explore your past experience by asking you to give examples of past experiences, what you did, and what the outcome of your actions were.
You may not have any experience in a particular industry, but this doesn’t mean that you cannot demonstrate your transferable skills earned in the industry you are familiar with.
Always ensure that you are using the most relevant example for this competency, for example, if you are asked about a time that you have worked under pressure give an example of when you were under pressure but continued to succeed in your work. Remember; an interview is your chance to shine.
How to prepare
Although you do not know what the questions will be beforehand, it is possible to prepare for an interview like this by looking at the competencies required on the job spec. Think about potential scenarios, both positive and negative, in which you found yourself in the past that might reflect on your performance in each area. This will help you refresh your memory so that, even if you are asked a totally left of centre question, you will have some ideas to draw on to help you formulate a concise and constructive answer.
Never use the same example for more than one competency. This is your chance to show the breadth and depth of your experience.
- Listen carefully before you answer. The questions are likely to be complex, multi-part affairs. Ask for clarification if you are unsure, and make notes of the question if neccesary
- Be honest. If you are asked about a time when you have failed to achieve a goal, explain why you did not achieve your goal and what you would do differently in the future. A little humility can be a good thing, if it is prompted.
- Take your time and structure your answers. Explain what happened, why it happened, what you did about it and what the outcome was. If your answers are easy to follow then the interviewer will come away with a lot more knowledge of your capabilities.
- Ensure you use real-life answers. It will be blatantly obvious if you are making it up.
- Use ‘I’ and not ‘we’. The interviewer is interested in what you have done, not your colleagues.
Believe in yourself
Don’t forget to close to interview. We often spend so much time worrying about the interview itself that we don’t plan how to close it. Think about some questions that you would like to ask, but don’t ask them for the sake of it. If the interviewer has answered all of your questions before you have the chance to ask them explain this to them. Leave positively – express your interest in the role. Show that you are grateful for their time by thanking them for seeing you.
Interviews are a chance for you to gain experience, demonstrate your competence and potentially get the job of your dreams. Go in to an interview with a positive attitude and you are far more likely to succeed. Believe in yourself and be prepared, and don’t forget you wouldn’t have got to interview stage if there wasn’t something on your CV that made you stand out in the first place.
Whether you are an employer wanting to employ a new senior manager, or an experienced senior manager looking for your next career move, how do you decide on which Recruitment Consultant will be able to deliver on your expectations?
How long have they been active in your specific business area? Do they have references from similar clients or candidates? How did they perform in the past?
This should not relate to the organisation you are dealing with, but the individual consultant. It doesn’t mean that, because the recruitment company has been recognised with accolades, the consultant you are dealing with is automatically qualified or successful. Winning business awards often depends on putting forward a business case. Getting personal recognition depends on service levels and delivery. These will only be meted out on request and is a real indication of the efficiency and ability of your consultant, and therefore their ability to provide you with a successful outcome.
Realism and objectivity are two key requirements for success in recruitment. A recruiter who makes upfront assumptions is prone not to listen and will therefore get a subjective understanding of the brief or candidate expectation. I have often seen this tendency in consultants who previously worked in industry. Sure, a past track record in a particular market gives a recruiter a real insight but it also creates a hypothetical, internal understanding that they should know all the answers. Each employer and each candidate is different, even if they work with exactly the same services or products in exact markets. A consultant who lacks objectivity, or views himself to be in the decision making position (How often have we heard about the “perfect candidate” or the “dream job”?) is unlikely to deliver efficient solutions.
A recruiter who asks questions, listens, processes information and asks again to measure his understanding will be far more likely to succeed for both employer and candidate.
3. Market knowledge – Generalist vs Specialist
This speaks for itself. A recruiter who works in a vertical market in a specific sector is most likely to have a finger on its pulse, and can therefore be more consultative. This makes for a more proactive approach. A generalist is likely to have broader knowledge and therefore able to give wider advice rather than specific factual solutions.
4. Commitment – Retained vs Contingency
There is a lot to be said for a fee paid up front. This is contentious, especially in middle management level positions where there is competition from a lot of candidates and many agencies might have potentially suitable candidates. The current employer market is highly risk averse and paying a consultancy fee in advance seems to be a very risky move. The reality is that it actually reduces risk in the recruitment process.
A consultant who is confident enough of his own abilities to take a proportion of the fee in advance in return for increased service levels and a guaranteed result is in fact sharing the risk with the client. This in turn, benefits the candidate. Consultants can only work on small number of retained assignments at once, so there is a higher degree of quality in their output. Candidates are assured of an exclusive, managed process where they are fully informed all the time, and the trust relationships developed in this business context for all 3 parties are more open and communicative.
If these 4 elements are in place, it brings the likelihood of success in any recruitment assignment because it manages risk.
Unfortunately, the UK Recruitment market operates on a predominant no win, no fee basis that totally shifts the risk onto the employer and candidate, with the consultant purely acting as a facilitator. This business model works very well in lower level positions where volumes of candidates are required in order to find the necessary combination of skills, experience and potential. In mid to senior level management recruitment, it makes for dissatisfaction amongst specialist candidates and employers expecting certain levels of service for the increased fees.
It makes sense that the CONTENT of your CV is what gets you the interview, not the STYLE of it. Obviously, the person who reads your CV wants to see what you did, how did it, how long for and what you achieved in each role. Anything that detracts from that, detracts from your chances of being considered.
When you apply for a job, you would want your CV to cause the least bit of disruption to internal systems, so that it can get through to be seen by the decision maker. Formatting and trying to be overly creative with the appearance of your CV can shoot you in the foot.
In this case, less is definitely more! The best advice on formatting is always to go for a simple Word based CV, with ordinary spacing and using bold typeface to highlight important bits.
1. Ordering of dates
Always start with the most recent first. Reverse chronology of dates means the reader has to scroll all the way down to the bottom of your CV to get to your relevant experience. They may get bored and decide to look at another CV instead!
2. CVs saved as PDF
Your CV is likely to be stored on a database if you approach an agency. They would probably want to reformat it to suit their particular style. If your CV is saved as PDF, it is not possible to effect quick changes. Some databases don’t accept PDF at all as a document format. At best, it will need to be reformatted either by the database itself, or by an administrator, which means you will lose all the clever formatting anyway. At worst, your CV might just be discarded.
Using complex tables in your CV might look good and help you to sort the information, but often emailing or storing tables disrupt the formatting. And if your CV has to be reformatted to suit a recruiting client’s expectations, it can cause administrative headaches with tables that overrun pages, or tables that don’t fit into the set format. As for PDF’s, save yourself the risk of exclusion by going for simple and straightforward instead.
Believe it or not, I see many CVs that are written entirely in capitals. It is difficult to read, hugely challenging to reformat and simply not good English. Always make sure the capitalisation is correct. It reflects attention to detail, a good grasp of the written language and good presentation skills.
5. Multiple Colours
Recently, I saw a CV with all the text in red. It was amazingly difficult to read! Using too many colours, or even a single block colour, on your CV does not create the right impression. Go for simple black text on a white background – It creates the best professional impression.
6. Including logos and photographs
Don’t put the logos of past employers on your CV. You are selling your own skills, and that is what you should be focussing on.
As for photos: Just don’t do it! Unless you are in a performance related field such as acting, the way you look has nothing to do with the job you do. It distracts the reader from what is really important.
A large amount of text presented in a single block is very difficult to read. Space things out so that the reader is lead naturally through your experience. Use Bold type to separate different sections. For example: Place an employers name, dates and job title in Bold, and then follow that with a bulleted list of responsibilities and achievements in that particular role
8. Keep it standard
Finish off as you start. Make sure your CV has a uniform appearance, present information consistently in the same way (Spacing, typeface, etc) throughout to create a professional appearance. Anything different creates a haphazard appearance.
My own recent experience just made me realise, again, how important the personal brand of the sales person is to the customer and the buying relationship.
In this case, I was the customer who bought some advertising. The sales rep arrived in typical flush fashion, all high heels and big hair to signify her role in the media industry, and with lots to say about what would be best for me and my business. I listened, asked for advice, listened and asked for advice. This particular advertising medium was out of my frame of reference so I needed all the help I could get.
I placed the order, and in due course I had an email with my proof. I made a few little changes, assuming that what was delivered was right and appropriate given the detailed brief I gave, and also implementing the trust on my part that my request for advice was heeded.
Now I know that advertising can be hit and miss, so my expectations were pretty well-managed.
The first issue developed when the campaign started without me being advised of the date, so my back office systems were not quite ready yet. I complained, they apologised.
Off we went again, and 4 weeks into the 8 weeks campaign I had a call to see how it was going, and also to offer me some more advertising in a different medium. It wasn’t going great so I wasn’t going to buy any more advertising! But she did offer to make some changes to the current ad to hopefully improve the response rates. I emailed my new information, left messages and even emailed the rep to talk to her. I was ignored for over a week!
When she did eventually call, it was full of excuses about how her iPhone had let her down. Frankly, I didn’t want excuses. I was mortified that this sort of stuff still happens in modern-day sales! Especially when the solution she offered involved paying a lot more to keep the same ineffective ad running.
Eventually, I got to speak to the Sales Manager who was very quick to defend their business principles, but also pointed out that the ad was grossly inappropriate for the medium. I respected how well she defended both her team and her employer. But I was also surprised that, as the Sales Manager claimed to be a recruitment expert, and given my repeated requests for advice, I didn’t get to speak to her at all in the process? I felt even worse when she said another recruitment agency had taken the same package deal and had a fabulous response. Really? Why were they given different advice to me then, if we were obviously paying exactly the same price for exactly the same deal?
In the end, I am getting some of my money back. But the damage this has done to my perception of this organisation is huge. I will be very dubious to trust anything they say, ever again, regardless of the Sales Manager’s claim that they are an ethical business.
I believe that this is all down to communication within their business internally, and the lack of the Sales Rep’s ability to establish credibility after she had promised the earth but failed to deliver. As sales people, we operate hugely on a basis of trust with our clients. The client buys both the wider branding of the seller, and the personal brand of the sales rep. If the two brands do not line up, there is a real likelihood of a disgruntled result at the end. To the client, that person sitting in front of him making the promises represents the company and this is were buying decisions are made and later, regretted.
The true mettle of any sales person is tested when things go wrong. It is easy to manage affairs when it’s all hunky dory. However, a real professional sales person will put his own pride in his pocket to make sure the customer gets what he pays for. And this includes pro-actively ensuring that the customer gets the best pre-sales service as possible, to try and avoid mishaps in the first place.
Communication, at each step of the process, is vital to make sure the customer knows what the challenges are so he can make an objective decision, When things go wrong, emotions come into play and it is far harder to recover damaged relationships than to manage problems when they are still small.
But most of all, don’t ever make promises that you can’t keep. Forewarn the client of potential issues. And if you can see that they are making a mistake, compare the commission you may lose on the deal with the respect you will earn from being honest. The latter will get you referrals and probably even more business deals. Only going for the sale, at any cost, will end in tears in the long run.
Or have I missed something, somewhere, in this wonderful commercial world we live in?
Scoring an offer means you’ve made it through the toughest part of the job hunt. All the applications, research, and hard work has paid off—congrats!
But not all the stress is over just yet. Now comes an important decision: whether or not to accept the position. How do you know if it’s the right job for you? Or, what if you have to choose between two appealing offers?
I have heard candidates say; ” I will accept but I still have a second interview pending. I can always turn it down again later, if I get a better offer elsewhere.”
Actually, no you can’t. Because accepting a job offer, according to British employment law, is entering into a contract and this is equally binding on both employer and employee. There is of course the small issue of trust – How would it affect you if someone did this to you, for example if they had agreed to buy your old car or house and then pulled out at the last minute?
Weighing the dozens of pros and cons can easily be overwhelming, so here are the most important factors to keep in mind when you’re making that important decision.
1. The People
No, my number one consideration is not the money—it’s the people. Your boss, your team, and the co-workers that will surround you everyday are crucial for your happiness and success at a job. Sure, it’s hard to judge people after only meeting them briefly, but think about how they treated you during the interview process. Were they friendly? Did they ask personal questions as well as professional ones? Did they call you back in a timely manner?
The answers to these questions may reflect how your co-workers and superiors will treat you as an employee.
2. The Environment
Weigh the pros and cons of working for a corporation, an agency, a charity, or a start-up. They’re very, very different environments, and it’s important to decide which you’d thrive in. If you’re more of an individual worker who likes structure and competition, the corporate path may be for you. If you want a fast-paced environment that’s new every day, an agency or start-up may be a good choice.
The physical location is also important to consider. For example, a long commute may pull down your everyday attitude. Nothing is worse than going to a miserable work environment every morning—and even worse, taking that unhappiness home with you, too.
3. The Benefits
If a company offers its employees perks like health, dental, retirement, and flexible spending plans, it could mean they’re competitive and doing well financially. If they don’t offer benefits package, it might just be because they’re small, but it could also imply that they’re struggling as a company.
Even if benefits aren’t overly important to you, consider how this compares to your current package and ask yourself whether you can do without the benefits in return for the other perks you can see in the job.
4. The Stability
A lot of organizations are able to impress with their past work or current profits, but take some time to do research on the company’s recent success and hiring activities. Has it been operating steadily during this crazy economic climate? If so, you’re likely looking at a pretty stable job. If not, be careful: you could be walking into a hazardous environment and a job that could be gone within a year. Companies with track records of hiring and firing are likely to do so again in future.
5. The Money
When looking at a job offer, or comparing two, often the most tempting thing to do is to go for the money, but that’s not necessarily the right approach. Salary is only a small part of my happiness at work.
Consider what salary you could live with, as well as the amount that would make a job offer irresistible, and keep those numbers in mind (and of course, negotiate!). Think more about potential of the whole package and less about the numbers on your monthly paycheck.
6. Your Gut
Finally, after you’ve weighed the important factors, take time to listen to what your gut is telling you. People often say when they’re buying a house, “when you walk into the one, you’ll feel it.” Same advice here: if you walk out of an interview and everything feels right (or wrong), pay attention to that feeling. The money might not be perfect, but if you feel good about the people, the role, the environment, then that is a good sign. Go for it!
We are delighted to be working with eBay, the world’s largest online marketplace. They have a powerful online presence for the sale of automotive parts and accessories across Europe, managed by a passionate community of individuals and small businesses. The size of the European automotive and motorcycle replacement parts market for eBay in Europe is measured in BIllions of Euros.
In line with recent developments in the parts aftermarket, with several of the OE parts manufacturers, factors and distributors developing online parts sales strategies, eBay are now looking to maximise on this trend by developing a new vertical offering to market in Germany and the UK.
This will be focussed entirely on the automotive and motorcycle aftermarket parts channels, offering a platform for factors, distributors and sellers to utilise.
This exciting opportunity requires a sales professional with a real in-depth knowledge of the automotive aftermarket. You will understand the commercial drivers as well as the complex relationships that exist in the aftermarket. You will also have a strong sales profile, with a real drive to develop fruitful and long standing client relationships. Working form ahome based location but reporting into the head office in Berlin, you will also be able to develop commercial proposals based on client needs.
In return, they offer an outstanding opportunity to diversify your skills away from the mainstream parts aftermarket whilst still maintaining a detailed relationship with the industry. There are also excellent benefits, career prospects and a world class working culture from which to benefit.
For more information, please send your CV to email@example.com, or call 0845 269 9085 to discuss this exciting opportunity in more detail
We are very pleased to be partnering with DENSO Sales UK to recruit Account Managers and Applications Engineers for their Coventry site.
DENSO is a leading supplier of advanced automotive technology, systems and components for most of the world’s major automakers. Operating in 35 countries, employing approximately 123,000 employees, DENSO has a significant global presence.
DENSO Sales UK has seen rapid growth in the development and sales of DENSO products including thermal systems, powertrain control systems, electronic systems and electrical systems, to a wide range of manufacturers in the mass and luxury vehicle, off-highway and motorcycle sectors.
All employees work towards a common goal: developing innovative automotive systems. The key to this process is quality. To achieve this we believe that ongoing investment in both the quality of our products and our people is what ensures our position of leadership.
The main focus of the role is the management of the lifecycle of automotive manufacturing projects from business acquisition to phase out. You will handle issues relating to the commercial and / or technical aspects of customer projects, liaising with both our customers and DENSO internal departments, including DENSO Japan and manufacturing sites worldwide.
Key commercial aspects of the role will involve you in the development of product sales strategies, sales expansion activities and developing effective customer relationships.
Application engineering activities include, project planning, measurement/analysis of data, prototype management, design validation activities, vehicle installation checks, engineering sign-off and promotion of DENSO technologies.
The ideal candidate will preferably have a degree in electrical or mechanical engineering or similar qualifications/relevant experience and have a passion for technical products. Experience of working in the O.E. automotive sector (Tier 1 supply) in engineering or in a similar application engineering/technical sales role would be highly desirable. Past experience within automotive powertrain, thermal, HVAC, rotating electrics, or similar product areas are of particular interest, however a good depth of commercial or technical product management experience in a Tier 1 context with other products will also be considered. Strong communication and negotiation skills are essential.
There will be a requirement to travel in the UK on a frequent basis and occasionally to European and Global locations as business needs dictate.
For more information, please forward your CV to firstname.lastname@example.org, or call 0845 269 9085 for more information.
This link will take you to the Telegraph Online: http://bit.ly/uwZfFL where you can also apply
So what are the pitfalls?
1. Inappropriate Pictures
Pictures of you in full party mode, chugging it down or falling over in the gutter might be a laugh to your friends. But that is NOT what you want a prospective employer to see! Unless you make sure that your security settings are watertight, especially on Facebook, simply don’t put them online.
2. Complaining About Your Current Job
You’ve no doubt done this at least once. It could be a full note about how much you hate your office, or how incompetent your boss is, or it could be as innocent as a status update about how your coworker always shows up late. While everyone complains about work sometimes, doing so in a public forum where it could be found by others is not the best career move. Use this measure: If you won’t say it out loud in front of your boss or colleagues, then don’t post it online for the world to see.
3. Posting Conflicting Personal facts
Disparities will make you look at worst like a liar, and at best careless. Make sure that you are honest about your background and qualifications, and support this with the information you post online. Don’t over – or under state your experience, job title or qualifications. Inconsistencies mean a high risk factor to potential employers and they are likely to simply avoid it by cutting you from the list.
4. Statuses You Wouldn’t Want Your Boss to See
Statuses that imply you are unreliable, deceitful, and basically anything that doesn’t make you look as professional as you’d like, can seriously undermine your chances of landing a new job. We have all heard of people losing jobs because of inappropriate statuses like the Receptionist who posted “I’m bored” during working hours. Worse even, are things like “Planning to call in sick tomorrow” or “I hate the time this project is taking”. It doesn’t only put your current job at risk, but future employers are most likely to avoid you too.
Manage your online profile
You can manage how you are viewed online by simply checking yourself out from time to time. If you see something that is risky, even if it was posted by someone else, just get it changed. The future investment will be worthwhile!