Why is it that some salespeople succeed and others fail? What makes one salesperson get a job paying 35% more than another when both have similar backgrounds? Why do some salespeople progress twice as fast?
If you’ve ever wondered how to be the salesperson on the fast track to new job opportunities, these tips will help you get there. These five will have more impact on your job search than any others, no matter your current circumstances.
Tip #1: Your LinkedIn Profile Is a Major Focal Point
Your LinkedIn profile is more powerful than you could ever imagine. It’s your first impression, and done poorly, it can limit the number of employers who might consider you for a new sales role.
“You can make the greatest leaps in performance and raise your results from average to good or good to great by changing your assumptions and perspective, and behaving accordingly.”
— Jeff Thull, Exceptional Selling
Consideration for sales jobs is won and lost on a three-second glance at your LinkedIn profile. Clients understand that today’s salesperson must use LinkedIn to reach prospects, and if your profile isn’t up to par, or you have too few connections, they’ll quickly move on to other candidates.
So first and foremost, focus on a stellar photo. Think model headshot, not family holiday photo or Facebook snapshot, and make sure it’s up to date and represents the professional image you want to be known for.
Include important keywords in your profile: the verticals you’ve called on, the type of solutions you’ve sold, and the acronyms relevant to your industry. Include a link to your LinkedIn profile on your resume. And have more than 500 connections, because a thin network tells employers you aren’t building one.
Building your LinkedIn network is part of today’s sales job. Keep working on your profile with these seven LinkedIn profile tips, and you’ll get consideration for today’s top sales jobs.
Tip #2: Work on Your Prospecting Skills and Target the Right People
Sending your resume to a software sales recruiter when you’re a pharmaceutical salesperson doesn’t make sense. It signals your prospecting skills are off, and that you waste time calling on people who aren’t your target market. (Knowing which recruiters and resources fit your situation is half the battle.)
You have a limited amount of time, so properly identify the people you should be networking with. Don’t waste it on a blanket approach. Target the people you want to reach, and skip the ones who aren’t a fit.
This is a fundamental law of prospecting. Use it in your job search.
Tip #3: Be a Team Player and Help Others When You Can
People who help others are often successful in a job search. They’re givers rather than takers, and this one trait can easily separate them from the pack.
When working in an organization, people enjoy teammates they can count on for help. Become one of those people and you’ll have an easier time finding a top sales role, and keeping it.
In a world where people are too busy to mentor others, make introductions, or even return voicemails, helping when you can is the best way to stand out. If a hiring manager reaches out about a role that isn’t a fit for you but you know someone who might be, make the introduction. If your VP of Sales was fired, write them a recommendation on LinkedIn.
Think of ways to proactively help your network, and you’ll find yourself in a better position to expand your own opportunities. You’ll also build the habit of taking initiative, which makes you a better salesperson.
Tip #4: Earn Credibility by Truly Understanding What You Propose
Building an amazing sales career is no easy feat. If you don’t care enough about what you’re doing to understand what you’re selling, you’ll need to fix that fast. Take the time to educate yourself, or find something else to sell.
When you don’t fully understand the solutions you’re proposing, you over-rely on your charm, your pre-sales team, and luck to meet your quota. You also face the consequences of losing credibility in front of prospects, and ultimately, that limits your ability to advance.
Care enough about your work to become the kind of salesperson who can credibly educate prospects and solve their most pressing problems.
Tip #5: Constantly Improve Your Communication Skills
Why do some people move up quickly or consistently sell more than others? It comes down to a variety of factors, and the number one factor under your control is how you communicate.
If you’re not responsive, if you fail to follow up quickly, or if your managers constantly have to chase you, you’ll have difficulty moving forward. In the job search, responsiveness alone moves you to the front of the line.
Finding a Good Sales Job Isn’t Easy
There are a lot of factors that impact your ability to succeed. If you want to work for the best companies, you’ll need to work hard at improving your skills.
Many job search skills parallel fundamental sales skills. Use these tips to become a better salesperson, and position yourself for top sales jobs.
