Evaluating a New Sales Job?
Change is painful. You’ll have to leave your reputation, manager, and biggest fans behind. You’ll be adopting new products, new quotas, new targets, and a new company culture. It won’t be easy. Especially since you’re going to be leaving commissions and feelings of familiarity on the table. But if you don’t change, opportunities will continue to fly right on by.
Consider the following when contemplating a new sales role:
1. Acute evaluation regarding what’s working for you and what isn’t with your current employer must come first.
Understanding why you’re on the job market matters. Writing down this information will help keep you focused on the areas you’ll need to investigate when evaluating a new sales opportunity. Find out as much as you can about the potential employer’s sales cycle, customers, pricing, contracts, expectations, turnover, leadership, solutions, and challenges. Compare these answers to your current situation. This will help you avoid moving on to more of the same.
2. What will working for employer X mean to your sales career 5 years from now?
If you choose to work for a large name brand employer and all goes well, you can easily build on your success. Working for a large, well-known organization will enable you to build and expand your professional network. How much could that be worth to you? If you work for a start-up that’s growing, and you survive, you’re likely to have opportunities available to you much faster than if you join the ranks of a legacy company. The choices you make also depend on where you are at in your sales career. Recognize this and evaluate accordingly.
3. Why company culture matters
It takes a cohesive team to achieve success. You’ll need to be part of a company that attracts like-mined professionals. If you pick a company culture that aligns with your values, you’ll be more likely to survive compensation plan changes, the occasional bad boss who’ll inevitably come your way, and other unforeseen events. You will learn to cope, manage up, and resolve issues within the framework you’ve been given. If the culture is right, you’ll be able to weather the unforeseen storms that are sure to come.
4. Is it exciting? Can you genuinely feel passion about the company, people, and solutions?
Do you believe in the company’s offerings enough to succeed at selling them? You must feel strongly about what you’re selling. If you can’t get excited about the opportunity, the company, the people, and the solutions, you’ll struggle to engage potential customers. Even worse than that, you’ll start to doubt yourself and your profession.
Do Your Homework
When you’re on the job hunt, you don’t need supped-up visionary powers. But you do need to do your homework. This includes learning where you are in your sales career, understanding what your long term goals are, and reflecting on the types of environments that are conducive to your success. This will go a long way to help you make better choices in your job search.
Finding a new employer can be stressful and exciting at the same time. The choices you make will impact your sales career for years to come. These tips can help you evaluate your motives and uncouple compensation promises from the real long-term value of a sales role.