For employers, the goal of the recruitment process is always to find the best candidate for the job. For the candidate, the goal is to ensure that their future employer and the working conditions of any job they take will be compatible with their inspirations, values and objectives.
This is why, as a candidate, you need to do your homework on the organization you’ve applied with, as well as your potential future boss. Just as employers don’t want to make a mistake when they make a new hire, nor do you want to make a mistake and choose the wrong job.
Of course, during the interview process you will find out about practical aspects of the position, such as how much the position pays and where it’s located, but you also need to evaluate the more-qualitative aspects of the position as well.
An organization’s values
Two companies that sell the same products or services may have completely different values: one may align with what you’re looking for, while another may not. To feel sure you’ve chosen the right employer, it’s critical that you see yourself reflected in the values of the enterprise.
I suggest you pay particular attention to this point and to ask direct questions during the interviews you have. The idea is to get potential employers to talk about the values of their organization to find out if the culture corresponds with what you found during your research. You can also ask yourself if the employees you are meeting represent the values that you have.
If, during the recruitment process, you find that there are elements of the organizational culture that do not align with your expectations, this means that you will not find what you’re looking for in this working environment.
The level of support offered by the sales managers
By nature, sales representatives want a high level of autonomy, and this autonomy is usually granted by sales directors. However, it’s important to consider how the question of one’s autonomy aligns with the objectives of the company. Having a supportive work environment doesn’t necessarily mean being micro-managed.
In my experience working with hundreds of different sales teams over the past 12 years, combined with data tracking sales performance and accountability, there’s a clear correlation between the level of support offered by sales managers and the achievement of sales objectives.
Ask how often the sales manager meets with teams or individual employees. A lack of structure in the frequency of meetings may suggest that the level of support in the company is lacking, which may prevent sales reps from meeting their full potential.
Opportunities for professional development
I often meet candidates who ask about the possibility for advancement within the sales team. Many sales representatives want to be promoted to a sales manager position within a few years. It’s always a good idea to inform yourself about the possibilities for advancement, but I would suggest you first really try to understand if the organization will allow you to grow as a sales representative.
When companies invest in the development of individual employees, the possibilities for internal advancement are many, but it also helps increase your value on the job market.
Today, the number one reason employees consider changing jobs is a lack of visibility on the possibility for skills development. With this in mind, be sure that any future employer understands this reality and takes the necessary steps to retain their valuable human resources.
Important!
The ability to blossom in one’s job is the number one qualitative factor related to a working environment, and the field of sales is no exception. If, in the past, sales representatives were primarily motivated by money, you now understand that money isn’t the only reason you choose to stay in a job.
When you’re looking for a job in sales, do everything you can to position yourself to be able to select your future employer based on what’s important to you, rather than choosing to work with an organization that may not meet your needs.
Good luck!
By Frédéric Lucas, Prima Ressources
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