Jennifer Eager

5 Tips on How to Get a Job in Sales Are you looking to get a job in sales? Today’s employment environment is different from your parents’ and grandparents’, where most employees stayed in the same field or even at the same company for an entire career. In fact, statistics note that as many as 30% of the workforce will change jobs every year. Since nearly every industry has a connection to sales, it is very likely that career changes will involve moving to a sales position at least once. Whether you are newly graduated and trying to land your first job in sales or you’re searching for a sales job to expand your resumé, these five tips will give you a leg up on the competition. Be willing to start at the bottom Regardless of the industry, when you lack experience, you should be prepared to take an entry-level job, even if you had a higher position in your former profession, says sales trainer and consultant Marie Warner. In sales particularly, there’s an upshot to this. “You’ll receive valuable training in most entry-level jobs,” says Greta Schulz, president and CEO of Schulz Business SELLutions in Jupiter, Florida. “[Sales managers] want to be able to mold you into the type of salesperson they need.” Therefore, during interviews, express that you’re eager to learn on the job, and that you learn quickly. Study up Before you start going on job interviews, you’ll want to have at least a rudimentary knowledge of sales and be able to articulate a philosophy of selling that’s more than just, “I’m a people person.” For those new to the game, Jill Konrath, author of More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers, recommends reading Mike Weinberg’s book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Also, check out TED Talks like Enersto Sirolli’s “Want to Help Someone? Shut Up and Listen!” and Angela Lee Duckworth’s “Grit: The Power of Passion and Perseverance.” Build a network One of the best ways to find job opportunities is by attending networking events. Interested in selling in a particular field? Go to industry-specific conferences in your area, join professional associations, and connect with prospective sales managers on social media. Building a solid sphere can help you land a job faster. Highlight your transferable skills Sales managers want to see that you can sell yourself before they entrust you to sell their company’s product or service. Though you don’t have sales experience, you might have transferable knowledge that can make you a great salesperson. (After all, sales is all about getting someone to buy something that they may not necessarily need.) Konrath gives an example of someone with nursing experience applying for sales jobs in pharmaceuticals, but even without such a clear-cut connection, you can lean on soft skills. At its core, sales is about persuasion, so think of a time when you had to convince someone to agree with you and talk about how you leveraged your people skills, such as leadership, problem solving and communication. Prepare a few anecdotes to share during the job interview. Show them you did your homework Another part of being a great salesperson is digging into the customers’ needs and offering them a solution. The job interview is a perfect opportunity for you to do just that. Lead by saying, “In preparing for this interview, I...” Then list what you did, such as: • “I read your last three corporate reports.” • “I took one of your sales representatives to breakfast to see how I fit into your company’s mission.” • “I studied your competitors to learn what sets your products apart.” Follow this up by asking meaningful questions during interviews based on the research you’ve done. For instance, “I see you’ve had steady growth over the last five years. Why do you think that is?” Or, “I learned that your company is expanding to a new market segment in the upcoming quarter. What are your growth plans?” Not only are these questions smart ones to ask from a job-seeker’s perspective, they also demonstrate to a hiring manager that you know how to get information from a potential buyer. So, when it's your turn to talk, show the interviewer that you did your homework. Lead by saying, "In preparing for this interview, I..." Then list what you did, such as: • “I learned about your company’s mission and objectives.” • “I looked at data for the industry and identified trends and growth potential.” • “I understand the customer base and what they desire.” Along with these tips, it’s important to remember the basics of any job interview. You will make a positive first impression by dressing professionally, making eye contact, smiling, speaking clearly and confidently, and listening carefully. When you combine these attributes with your skillful preparation for the interview, you will show a potential employer that you are the perfect candidate for the job.