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So you’re looking for a sales job, you’ve been interviewing like a beast but still haven’t found The One.
Meanwhile, back on the job boards, you find a theme:
* Looking for superstar to hit home-runs without a bat
* Seeking sales champ to sell dry ice to Eskimos
* In search of person who can make rain in the desert every second Tuesday of every other month
* Wanted: Tropical Snowflake and Head Unicorn Extraordinaire
* Salary + OTE (On Target Earnings) = Weak
Sales Perception
Sadly, these are only slight exaggerations of the Get the Max for Minimum mentality found on job boards today.
Seemingly legit organizations advertise for top salespeople, Managers and VP’s with measly offers tied to unrealistic commission plans.
Salespeople are key to a company’s growth because we drive revenue, yet, the stigma that we’re nothing more than expendable walking – talking con artists who’ll do anything to close a deal lingers.
I made my luck and landed where I am today after 14 years of selling. I started with low salary gigs, graduated to 100% commission sales where six figures was a reality and am now a ‘selling’ partner in a small firm.
There is no substitute for digging ditches, grinding and working your way up the ranks to where you can leverage your experience, skill-set and contacts for a generous package.
Don’t be fooled into thinking though that what you see is what you’ll get and that the rub only happens to rookies.
I have high-level VP of Sales peers running global teams as well as 80 calls a day phone jockey friends who’ve been screwed out of earned commissions in ‘reputable’ companies.
Sales Job Seekers
It’s on you to find sales opportunities with outfits that don’t move the goal post or promise the world till commission time – when it’s delay delay delay.
Obviously being referred into a role is ideal but not always an option.
While going at it traditionally (Indeed, Glassdoor, Linkedin, Link Up, Ladders, Craigslist) keep an eye out for other resources such as (AngelList, Rainmakers, salesjobs.com, ZipRecruiter, American Association of Inside Sales Pros – AA-ISP, HireClub, The Muse and Facebook) to name a few.
And, as you’re applying and interviewing, stay positive and recognize you’re an asset and not everyone can do the voodoo that you do.
Here are The 12 Questions You Should be Asking When Interviewing for a Sales Position
1. How many other sales positions are open in my territory or the country?
Better to know this upfront. Depending on the amount of salespeople the company’s hiring; It’s a benefit if there are multiple agents who can work together and make each other better or, a disadvantage if they’re saturating the market with too many agents in close proximity fighting for the same accounts.
2. What’s the exact territory?
Have a clear understanding of the boundaries. In case there are lead or client disputes down the line, good to know where the lines are regionally or globally so there’s no confusion. Your commission will depend on it.
3. What are the expectations for this sales role?
This is a nice open-ended question because it will get your interviewer talking about the role in greater detail.
4. What type of training do you offer?
Depending on the company, you could be in a situation where you’re responsible for learning company products on your own with some light hand holding or you could be immersed in a heavy offense where you’re drinking from a fire hose the first 90 days.
5. Why did the last salesperson bounce?
Although, you can gauge whether a company has a high turnover rate by doing research on the line, being reassured that there hasn’t been a mass exodus or mistreatment of employees helps.
6. What’s the OTE for the position/ Base + Commission?
You should know the ballpark answer to this before your interview through from your research; average salary based on city/ region (Salary.com, Careerbliss, Indeed, Glassdoor); commissions usually aren’t made public, unless, someone has a beef.
7. What are my KPI’s (Key Performance Indicators) for the first 90 days and how are they measured?
A lot of managers will give you a 30 to 90 day road-map so that you know which targets to hit as a newbie. Get it up front as you never want to end up behind the 8 ball – especially in a new sales job.
8. When are commissions paid in relationship to a deal being won?
Have the company issue you a commission plan so that there’s no gray area as to when you’ll be compensated for bringing the heat.
9. Are there any Accelerators and if so, what are the metrics?
Incentives are typically referenced on the commission plan but in case they’re not, ask.
10. How many salespeople reached/ exceeded goal last quarter and/ or year?
This is a key. If no one is reaching goal then chances are they’re not making commissions either. You’ll need to know why before it’s too late.
11. Who is your best salesperson and what makes them so successful?
Find the rainmaker and figure out why they’re so good. Even if you’re experienced, getting the inside scoop is to your benefit. Extra points for getting a conversation with that individual as part of the interviewing process.
12. What’s the start date?
Don’t forget to ask for the sale!!!
Interviewing: It Is What It Is, Except When It Isn’t
No job seeker wants to ask tough questions and rock the boat before they have an offer.
If the interviewer is thrown off by your line of questioning then they’re clueless or clearly hiding something.
They’re vetting you:
- Checking References;
- Reviewing your online and social media profiles;
- Running your credit;
- Background check verifying you’re not on the FBI’s Least Wanted List
They in turn need to provide the basics before asking you to swing for the fences.
Powering Through
Being in a place where quality opportunities in your wheelhouse are scarce is terrifying.
There’s just no denying it; looking for work and interviewing is a full-time job.
If you’re in a situation where you’re seeking employment while still employed, your chances of landing a new job are pretty good.
Conversely, if you’re starting over or had a negative experience with your last employer, you will have a harder time.
The key is to stay vigilant and use as many resources as possible (Job boards, friends, family, Jesus, recruiters) to land the job.
If you’re not networking, you’re not working.