Hourly employees might use the term “dead-end” while professional level employees might refer to the phenomenon as “career stagnation”. Whatever your choice of phrases, you wake up one morning and realize that you have been working at the same job for a lot of years-and as far as compensation is concerned, the raises have kept up with inflation at best. Alas, the economy is not strong for everybody. Your friends seem to be moving ahead in their careers, but your own absence of a game plan compounds your lack of motivation.
Some jobs, by their very nature, simply don't produce many opportunities for the employee. If the company is small, there is probably even less chance for career growth. Other traditional handicaps, such as lack of experience and/or education, are also impediments. But what if I told you that there is hope out there and lack of education and experience aren't necessarily stumbling blocks? Would you be even more interested to know that you could secure a better future for yourself in just a few weeks or months?
The quickest way I know to advance your career and make more money is to get a job as a professional outside sales representative with a reputable company.
If you have never thought of yourself as a salesperson, consider for a moment how often you are called upon in your daily routine to persuade and influence others. Before leaving for work this morning, did you have to convince your significant other that it is time to visit with your mother again? Did you ask your ten year old to take out the trash? While at work, did you make suggestions to your supervisor about ways efficiency could be improved or suggest some enhancements to the company's Christmas party?
The essence of salesmanship is winning people over to your side and then asking for some type of commitment-the closing of the sale. We all do it every day, so why not be compensated for it? While it is true that some seem to be born salespeople and selling comes natural to them, it is also true that salesmanship can be taught. The techniques are not that difficult to learn and good companies will provide on-going training and coaching.
Every day, there are people who are making the leap successfully. Nurses are becoming pharmaceutical sales representatives, opticians are becoming reps for eyeglass frame wholesalers, and bookkeepers are selling payroll services. They are happier, wealthier, and more independent-and they're having fun. Sales careers are seldom, if ever, dead-end. The better your performance, the more you get paid and recognized. If you are not compensated accordingly, there are other companies who will pay you what you are worth. Competent sales reps are always in demand and if titles and additional responsibilities appeal to you, you can work your way into sales management.
If you are interested, here are some pro-active steps you can follow:
Step 1: Update Your Résumé
Seek professional writing help if necessary, keeping in mind the fact that the résumé must be sales oriented with the right jargon and keywords. You will also need a powerful cover letter to catch the attention of the prospective employer. A professional résumé is also a great confidence builder.
Step 2: Start your Prospecting with Your Current Employer if Feasible
Have a heart-to-heart conversation with your supervisor and express your desire to secure a sales position with them. Be prepared to give reasons why you would make a good sales rep.
Step 3: Prospect for Openings within Your Current Industry
For example, if you are a dental technician, then spread the word among the sales reps that call on your office and also study the trade publications for desirable companies to work for. If you are a clerk in the shoe department of a department store, explore employment opportunities with the various shoe manufacturers and wholesalers. In general, you will exhibit more credibility if you do try to stay within the industry and can demonstrate familiarity with the various products you want to represent.
Step 4: Network Like Crazy
This is a numbers game. The more people you tell about your aspirations, the better the chances you'll find something. Consider joining local sales clubs and associations.
Step 5: Don't Overlook the Newspaper's Classified Section
There are real jobs posted there and some of them are excellent opportunities, especially for entry-level sales.
Step 6: Use the Internet
Job postings are increasing rapidly and you will also have access to other newspapers that post their classified sections on-line.
Step 7: Target Companies that You Would Like to Work For
Get the name of the sales manager and submit your résumé directly to him/her. Follow up with a phone call about a week later. If there is no opening pending, maybe you can gain a referral to another company.
A number of years ago, while shopping for a new suit at my favorite men's store, I was assisted by a young clerk who was destined to achieve tremendous career success. After trying on a variety of colors and patterns, I narrowed the choices down to two and wasn't able to decide which one I liked the best. At this point, something extraordinary happened. The young man asked a simple question: “Since you like both of them, why don't you take both?” Well, I did buy both!
I remember this incident so well because this was not only a lesson in basic salesmanship, but also because I repeatedly crossed paths with him during the next 15 years or so. At the time, I was a Regional Sales Manager for a major optical manufacturer and shortly after my purchase he entered the industry as a sales rep for one of our competitors. I usually saw him at some of the national trade shows and each time I did, he had moved further up the ladder of success. The last time we met he was V.P. Sales for a different competitor.
A sales career is certainly not for everyone. It can be extremely stressful and frustrating. The good news is that learning the basics of salesmanship is not that difficult. If you are willing to ask someone to purchase something, you could be on your way to a more promising future. To this day, I have never ever bought two suits at one time again-probably because no one else has asked me to.
