Searching for a Job in Sales

*Career job information for job seekers and find good employment job

Among the many categories of “hot jobs,” in today’s market, few are as exciting as opportunities in sales. CareerBuilder.com has seen a nearly 50 percent increase in sales and marketing positions over the past six months. The Bureau of Labor Statistics (BLS) reports that sales and sales management positions are some of the fastest growing occupations and expects this trend to continue for the next several years.

“Even when business is slow, we’re always on the look out for successful candidates to round out our sales team,” noted Steve, a director of sales for a major automotive parts manufacturer. “We don’t just look for applicants with sales experience; we want people who are good on their feet, bright and highly motivated -- regardless of their background.”

So how can an individual break into the field of sales? The first trick is figuring out if you are cut out for this line of work. Most sales and marketing positions require a college degree, although some positions can be obtained with relevant work experience only.

Succeeding in sales often requires certain personality traits, such as tenacity, resilience and the ability to communicate clearly and persuasively. “A first-rate candidate must have good analytical skills, be able to listen well and evaluate people and situations to arrive at logical solutions,” added Steve.

Job seekers in this field must also be prepared to travel. Some positions may involve regional travel, others national or international. Companies looking to hire sales reps may also look for candidates willing to relocate immediately and in the future.

For someone with the right “go get ‘em” attitude, who enjoys a high level of personal interaction, and thrives on being challenged, sales can be extremely lucrative. Pay is often commission-based and what you earn is determined by how well you sell. If you think you are right for this field, here are some tips to getting your foot in the door.

1. Do your homework.
One of the best things you can do for yourself when looking for a sales position is research the companies and the industries you are targeting. There are a number of sales and marketing professional associations, such as the United Professional Sales Association, Sales and Marketing Executives International, the American Marketing Association and the Hospitality Sales and Marketing Association International. Many of these organizations have online message boards to put you in touch with others in the industry.

2. Network your way to a sales job.
Sales success depends a lot on developing relationships and building good rapport. Even if your current position is not sales related, reach out to your business and personal contacts to gain information about corporate sales departments.

3. Sell yourself.
To land a sales job, you must first be able to sell yourself. Put together an effective sales pitch about why you are a strong candidate and convince the hiring manager that you have the ability to sell to any audience. Think of specific accomplishments throughout your life or problems you faced and how you solved them. Going into an interview with examples and including them in your cover letter will demonstrate that you have carefully thought through your pitch.

4. Develop your own sales philosophy.
If you have an interview for a sales position, you will be asked about your personal sales philosophy. Make sure this question does not catch you off guard. Think long and hard about this question, and come up with a strong response. If you are not sure, talk to others in the sales industry about their philosophies to help you develop your own. Matthew, a top account executive from Atlanta counseled, “Whatever you are selling, the key is to help clients recognize their needs and show them how your product or company can fill that need -- better than anyone else.”

5. Be persistent.
If there is one quality most salespeople have, it’s persistence. Exhibiting this quality shows that you will not afraid to go the extra mile when selling their product. It is not enough to send a résumé and cover letter. Follow up your written correspondence with phone calls. Be bold and let the hiring manager know just why you think you are cut out for the job. Your written and verbal pitch to the hiring manager must be clear and articulate. Even if you have no previous experience, hiring managers can often see that certain “spark” in candidates.

6. Know the product/service.
Any salesperson worth his or her salt will never go into a “selling environment” unprepared. While you don’t have to be an expert on the company’s product or service, you must demonstrate some understanding of the company’s offerings, who they serve and what benefits they provide.

One sales manager noted that he usually tests candidates’ sales savvy by sending an e-mail or leaving a voice mail saying that he will call them later about the position. He then waits for the candidate to pick up the phone and call for an appointment. Only those that do so will ever hear from him again. 

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