This is The Salesperson’s Guide to Sales Job Hunting Part 2: The Decision Stage, part two of a two-part series. Read Part 1: Prep & Target here.
Step 1. Interview Prep
Sales job hunting is an art and a science. Once the interview requests start coming in, cross-reference your Skills, Pains, ROI, Budget and Geo/Industry with the position in question one more time. Create a final list of key questions you’re looking to answer in the interview. Note: Some of these should not be asked outright, only reflected upon using the information you’ve been given.
- Skills: How translatable are my skills? What new skills will I learn? How will I improve?
- Pains: I’m leaving my current role for these pains, will they reoccur? Why do reps leave this company?
- ROI: How do people grow within your company? How are promotions determined?
- Budget: What’s the average commission earned for first year reps? What percent hit quota?
- Geo/Ind: What’s travel like? What’s your buyer persona? How do you segment territories? Do you allow work from home or flex hours?
Now, use those same 5 topics to create a list of qualifying questions the hiring manager will likely ask you. Determine your strengths and weaknesses. Take 30 minutes to prep, research the company, double check the time and date etc. This infographic gives a good idea of where to start with your prep: The 25 Minute Sales Interview Prep That Will Land You the Job.
Step 2. Interview
Have an answer to everything Sean Burke of KiteDesk asks in this piece: 10 Questions To Prepare for in a Sales Job Interview. Crush the interview.
Step 3. Offer, Negotiations and Closing
This section will be highly subjective to the individual but one universal thing to be aware of is how the final offer, salary and title align with previous expectations the company set.
If they come in with an offer that’s significantly less attractive than what was being advertised in their discussions with you leading up to that point, that’s a major red flag. On their end, it signals concern about churn, uncertainties about present/future value and an unwillingness to raise those earlier in the interview process and provide you a chance to respond.
If your job search isn’t urgent and the offer falls below your own original standards – don’t accept. Walk away or play hardball and negotiate, but don’t let the disappointment get to you. It’s sales, rejection is common on both ends. We know only 9.1% of sales meetings result in a sale and you may find a similar ration in your job hunt. Stay confident and upbeat. Your dream job is out there.
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This is part one of a two part series on The Salesperson’s Guide to Sales Job Hunting. Keep an eye out for part two: the decision stage.
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