Techs who transfer to sales usually either love it or hate it. Why? It's because the laboratory is a black and white world with absolutes. In the sales world, there are many more variables, many more maybes, and much more fluidity involved in dealing with people. The laboratory person who has good people skills coupled with that extensive technical background and who can deal with the uncertainty and constant change in sales jobs will be very successful.
So, if you've got the people skills and the technical background necessary for success in laboratory sales, how do you make the leap?
What do companies need to stay in business (and pay your salary)? Profits. That's their bottom line.
So how do you get employers interested in hiring you? Show them you're a 'Profit Machine.'
You may think that all sales reps are profit machines, because of the nature of the job--but that just isn't true. Not all sales reps consistently ring that cash register. That's where you'll find your greatest opportunity in your job search and interviews.
I wanted to share this with you--this job seeker used a 306090 Day Interview Plan and got the sales job on the spot. They didn't even interview the other candidate.
Peggy, these are the kind of emails you love! Just last weekend, I bought your 30-60-90 Day Sales Plan for an upcoming interview this past week. I appreciate your encouragement, assistance, tips and template. The sales position was down to two final candidates. I was the first to interview.
For the interview, I was to make a presentation, present a 90 day sales plan, and have a sales call scripted out. I was pretty set on the presentation and sales script, but I was a little nervous about the 90 Day sales plan. I found your site online, and was convinced it was going to help me.
Well, Peggy, it more than worked! They were so blown away by the interview, the 90 day sales plan and the vision I demonstrated, they made me an offer right there on the spot. They didn't even interview the second finalist.
The CEO said, "This is the exact vision and energy I want for my company."
I don't think I would have made the impression that I did, if it wasn't for your guidance.
Thank you again for our brief, but very effective encounter!
If you want to make an impression like this and get the job in your next sales job interview, get my 30-60-90-Day Sales Plan now.
To stand out in sales job interviews, you must bring what will show the hiring manager who you are, what you've done, and what you can do for him or her.
That means you should bring your resume, your brag book, and your 30/60/90-day sales plan. In this video, I'll tell you why those things speak to your job skills and qualifications, and I'll give you tips and ideas for interview preparation and attitude so that you can show the hiring manager why he should hire you.
A good sales book will naturally help you with your sales job, but it will also help you with your job interviews (whether you are interviewing for a sales job or not) because interviews are all about selling yourself for the job.
What about sales training applies to your job interview success?
Learning how to discover what your customer wants (so you can give it to them)
Reading body language
Closing the deal
The motivation you get from a good sales book will boost your job search confidence, too.
Here's my list of the top 10 sales books to boost your performance in a sales job interview:
What's the most important sales job interview (and resume) tip?
Quantify Your Experience!
A sales rep's job is to make the sale. So if you're looking for a new sales job, your mission is to demonstrate that you can ring that cash register, and do it well.
Quantify your resume.
In order to get the interview, your resume should be a marketing document for you....your "brochure" that draws them into calling you for an interview. If you are in sales, the numbers you pull down (in terms of customers, dollar amounts of sales, sales rankings, and more) matter a lot. A sales resume is all about the numbers. That's what hiring managers are looking for:
What kind of numbers can you pull down?
What's your sales ranking? Did it increase?
What does your customer/units sold/profit growth look like?
What was your budget?
What kind of revenue have you generated? (Either in actual dollar amounts, or percentage increases.)
Landing your first job in sales (with no experience) can be difficult, but not impossible. Here are 3 great tips for landing a sales job:
1. Work the "Do-It-Yourself" plan.
Arrange a ride-along with a sales rep. See what a typical day is like. Ask questions about the job, find out how to be competitive in the job search and once you get the job. Get a few names to call from places they sell to.
Use the field preceptorship (job shadowing) to fill your resume with keywords that will make sure it's noticed by computerized tracking systems. Your resume should have a sales focus and also highlight your technical background in your field.
To get a recruiter's or a hiring manager's attention for a sales job, you need to pack your resume with keywords relevant to the sales arena you want. Recruiters, hiring managers, and Human Resource departments use computer searches and applicant tracking systems, searching with keywords to find resumes worth looking at further.
If you have experience, this should be relatively easy--but it would be a good idea to go ahead and check out job descriptions and listings to make sure you have the keywords they will use.
If you're new to the area and don't have much experience, you'll have to be a little more creative. (That does NOT mean you should lie on your resume. That's always a bad idea, and you're sure to be found out eventually.) You'll have to look outside of traditional job histories to get the keywords you need for a sales resume.
Sales job interviews are difficult, and your competition is fierce. That means that you're going to have to work a little harder to set yourself apart from the competition and win the job. Smart hiring managers know that all sales reps can talk a good game, so they are looking for the one who can also back it up.
Here are 6 tips that absolutely will help you impress the hiring manager and boost your chances of landing the job:
1. Research the company. A job-winning sales candidate will know:
what the company does
what its current issues are
what its goals are
where its products fit in the marketplace
who the competition is
Take in this information and use it to figure out how you can help them reach their goals....and then frame your answers to interview questions accordingly.
have thought about this job and how you'd be successful
Once I had an entry-level sales candidate call me right before her phone interview. She said, “Hey, do you mind if I ask you a couple questions? I want you to tell me, without worrying about hurting my feelings, what are my weaknesses and what do you perceive are my strengths?”
Sales job interviews are different from other job interviews.
Watch this video to see how they're different, and then check out the tips below for how to prepare for a sales interview.
Prepare for a behavioral event interview. Hiring managers in sales like these because it helps them see how you'll represent the company in everyday situations, as well as in difficult situations like the ones you'll surely be in on the new job. Examples of how you've handled things in the past provide evidence they can use to determine whether you're a good fit for the job. Think about possible behavioral interview questions for a sales position and come up with outstanding examples of your fine selling and customer service skills.
Quantify your interview answers as much as possible. This means providing examples in terms of numbers, dollars, and percentages. The job of a sales rep is to ring the cash register, so show how you've done that.
Bring a 30-60-90-Day Sales Plan. Show your future sales manager how you'd attack the job in the first 90 days. It shows who you are and what you can do, and is the best tool for showing you're the one they should hire.