{"id":2208,"date":"2016-09-21T05:00:46","date_gmt":"2016-09-21T10:00:46","guid":{"rendered":"http:\/\/bullseyerecruiting.net\/?p=2208"},"modified":"2023-10-05T11:51:29","modified_gmt":"2023-10-05T17:51:29","slug":"so-what-have-you-actually-sold","status":"publish","type":"post","link":"https:\/\/bullseyerecruiting.net\/so-what-have-you-actually-sold\/","title":{"rendered":"So…. What Have You Actually Sold?!!!"},"content":{"rendered":"

\t\t\t\tSo as a sales recruiter, I have talked some real gems.\u00a0 I am saying that with complete sarcasm<\/em>.\u00a0 Knowing how to decipher what is real and what is bullshit is something I have become quite good at over the years.\u00a0 What makes sales recruiting so difficult is that everyone is a little full of themselves and they all act like they are ten foot tall and bulletproof.\u00a0 Well, they aren\u2019t.\u00a0 Some of them are liars.\u00a0 Some of them you have to peel back the onion so far to get what information you really want from them.<\/p>\n

2016 is a tough year for recruiting sales people.\u00a0 The reason this year is particularly hard is that the economy is doing very well.\u00a0 It is without a doubt a candidate\u2019s marketplace<\/a>.\u00a0 When this happens, salespeople get a little cocky and overconfident.\u00a0 They believe they are worth a heck of a lot more than they actually are worth.\u00a0 The demands of the candidates are absolutely ridiculous.\u00a0 Most of them are asking, and a good majority of them are getting exactly what they want<\/em>.<\/p>\n

Do I blame them for being overconfident and asking for ridiculous amounts of money?\u00a0 No.\u00a0 If you are a good salesperson, you are going to get called.\u00a0 You are going to be pitched other jobs and careers with different organizations.\u00a0 The good sales people are getting 2-3 calls a week.\u00a0 No wonder they feel like they are bulletproof.\u00a0 The problem is that the mediocre and poor sales people are getting some of the calls too.<\/p>\n

The part that frustrates me though is when I peel back the onion.\u00a0 Since I talk to salespeople daily, I must say that I am absolutely amazed when they haven\u2019t really done anything with their careers but jump from job to job<\/em>.\u00a0 Companies are buying into it hook, line, and sinker.\u00a0 They believe that since they worked at a major organization, they must be good.\u00a0 If they got recruited to work for another good corporation then they must be even better.<\/p>\n

Crap.\u00a0 Such bull crap!\u00a0 Let me make it clear, if you have been with a company in a sales capacity for less than 18 months, you haven\u2019t been around long enough to see the success and failures that it takes to be successful at a company.\u00a0 It takes time to learn the product, the organization, and to complete the sale.\u00a0 Some sales are more transactional than others, but I need to see a record of success before I even consider submitting you to an organization.<\/p>\n

Now, things happen.\u00a0 Sometimes you are with a company for less than 18 months and you leave because it is not the right fit for you.\u00a0 Sometimes that may happen 2 times.\u00a0 If you see it happen your entire career, it is a major red flag to ANY organization.<\/p>\n

Now, let\u2019s dive deeper.\u00a0 So, I want to know specifically what you have sold.\u00a0 What was your quota?\u00a0 Did you hit the quota?\u00a0 What were some of the deals you sold?\u00a0\u00a0 Where do you rank with your colleagues?\u00a0 Where do you rank in the company standings?<\/p>\n

I don\u2019t care what your \u201con target earnings\u201d were when you started your job.\u00a0 The on target earnings is not a benchmark I care to discuss.\u00a0 The bottom line is:<\/p>\n

What did you sel<\/em>l? <\/strong><\/p>\n

How much money did you make<\/em><\/strong>?<\/p>\n

Why do salespeople seem to be consumed with\u00a0 \u201con target earnings\u201d?\u00a0 If you don\u2019t hit them, then it really is a moot point anyway.\u00a0 Don\u2019t tell me how great you were until you have PROVEN to me that you have had success.<\/p>\n

The last thing that gets me is entitlement.\u00a0 Sales is a tough job.\u00a0 It is one of the toughest jobs in the world.\u00a0 It is lucrative, but it requires a lot of work.\u00a0 So, I get really sick of sales people who say they want to \u201cmanage accounts\u201d or \u201cmanage people who manage accounts\u201d.\u00a0 What?\u00a0 So basically, you are saying you don\u2019t want a sales job and want the easy way out.\u00a0 Right?\"phonereluctance\"<\/a><\/p>\n

There is a point in your sales career where you can earn the right to manage, but not until you have proven that you can actually \u201cwalk the walk\u201d.\u00a0 Someone who can\u2019t prospect, close, and bring in new business is really not a salesperson.\u00a0 Even “farmers” hunt into their accounts!\u00a0 Managers who are successful will still pick up the phone and call prospects.\u00a0 They will still get their hands dirty.\u00a0 Trust me on this.\u00a0 If you have both skill sets, you can name your price on your next job.<\/p>\n

Think about these things the next time you are in the job market.\u00a0 You should never be above or better than doing what a salesperson does on a daily basis.\u00a0 If you stay on top of the latest and greatest, learn new sales tactics, and go on sales calls, then you will increase your market value.<\/p>\n

The market will turn once again and it won\u2019t be a candidate\u2019s marketplace.\u00a0 Stay humble.\u00a0 Work your ass off and always hit quota.\u00a0 Never say you can’t or won’t do something in sales.\u00a0 That is the simplest advice I can give.<\/p>\n

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So as a sales recruiter, I have talked some real gems.\u00a0 I am saying that with complete sarcasm.\u00a0 Knowing how to decipher what is real and what is bullshit is something I have become quite good at over the years.\u00a0 What makes sales recruiting so difficult is that everyone is a little full of themselves […]<\/p>\n","protected":false},"author":8,"featured_media":6522,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[122],"tags":[387,146,641,635,288,148,127],"yoast_head":"\nSo.... 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