Art of Selling

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Archives for August 2017

How to get a promotion at work and how to get a raise?

So you got yourself a job. Congratulations! You have been working hard and have learned the ropes. Well done.

Now you start to wonder when you will get a promotion? Because let’s face it, you know your job like the back of your hand, and there are things you know even better than your colleagues and may be even better than your manager.

But it doesn’t appear that you’re going to be automatically offered a new position?

There are ways to request a promotion diplomatically and there are steps you can take now to enhance your chances for promotion and a raise.

Here’s how.

Tips and advice on how to get promoted at work.

Just like anything else you have to know the rules of the game.

Here are some of the factors employers consider when evaluating employees for a promotion or a raise.

Do a Great Job.

How you perform in your current position is going to be an important factor when you’re considered for a promotion. Excellent performance reviews and your reputation as an above-average employee will carry a lot of weight when the company is making such decisions. One sure fire way is to take ownership of your work, take pride in what you do and do it well. heck, do it better than anyone else.

Be a Team Player.

Volunteer to help with new projects in the office. Volunteer for committees or task forces. Offer to help your boss and co-workers whenever time permits. You’ll be known as a team player and an individual that colleagues want to work with. Get to know all there is to know about your line of business. Become known as the go to guy/gal for uncommon knowledge about your company. This is not to say that you gossip or breach any privacy or ethics rules. Keep it clean and above board.

Don’t Miss Work.

Be on time for work and don’t take more time off than you are allocated. If you’re known as a slacker or someone who misses more work than is appropriate, it will be held against you. Develop the habit to get in early rather than stay late at work. All high performers are early risers and check in early as well.

Network and Get Noticed.

Attend company parties and gatherings. The more connected and engaged you are with your colleagues, the more they will know about you and the more you’ll stand out when it comes time to consider you for a promotion. Managers are more likely to promote an employee they know well than someone who is a loner and they don’t know much about. Watch your manners and never get drunk with colleagues. Avoid fraternizing at your work place.

Upgrade your skills.

If your company offers opportunities for professional development classes, take advantage of as many as you can. If your skills need updating or advancing, take continuing education or college classes. Learn your companies ERP and CRM software systems and become proficient in it. If you haven’t yet, master the Microsoft Office suite, (or other productivity software your company may use) learn it in a hurry. there are plenty of free resources available. This way, your skills will be current and you will stay relevant.

Maintain a positive and healthy attitude.

Project a positive and energetic image of yourself. While some people indulge in gossip, rumor mongering and bad-mouthing the company or other people. Refrain from participating in such activities.  No one likes a lazy whiner or a brown noser. Communicate clearly your lack of desire to indulge in idle chit chat.

Let your intention be known.

When appropriate let you manager know that you are interested in rising up in the company. Ask your manager and other mentors in the company what you should focus on and improve upon to earn a promotion. Then do it.

While all this may seem overwhelming, it really is not. It is just a matter of conditioning your self mentally. You will succeed, you have no to go but rise up.

Final note, dress for success (and smell good too).

Who do you know who would benefit from this knowledge? Share this and let them know you are thinking of them.

If you haven’t joined us yet, SIGN UP NOW for updates and be among the first to get this career coaching and info on live trainings and webinars. You will also get advance deals and special discounts on trainings and coaching available nowhere else.

Then go seize the day.

How to write a Resume or a CV

If you’ve been applying for sales positions this year, take another look at your resume before you click “send” on that application.

Great sales jobs are highly competitive, so you want to make sure that you’re putting your best foot forward. Here are 11 tips for crafting a sales resume that will maximize your chances of landing an interview:

1. Offer statistical evidence for your competence as a sales representative.

Sales is ultimately about results. Quantitative information about your performance track record is more powerful than use of adverbs and adjectives. Make sure that recruiters understand who you sold to and how much you sold. Provide context for that performance by including quota targets (performance expectations set by your employer) and rank within your sales team. For managerial positions, include data points like team revenue attainment relative to goals, increases in average contract value, decreases in sales cycle, etc. Even if your previous position wasn’t in professional sales, it can help to include relevant previous achievements like how many cold calls you made in a customer service role, leadership roles on a collegiate sports team, and Fortune 500 clients you may have been worked with.

When including information about your track record, make sure that you’re not in violation of a confidentiality agreement you signed with a previous employer. It is acceptable, however, to include information that is available to the general public, such as data from a company’s website or annual report.

2. Tailor your resume to the company.

Sales jobs differ significantly between companies, so don’t use the same resume for every job you apply for. Consider the size of the company, industry, and culture when tailoring your resume. A large established company will have different expectations than a new startup. Make sure to read the job requirements and responsibilities so you can highlight your most relevant qualifications. Remove the extraneous achievements in your prior roles that are irrelevant for the role you are applying for. Hiring managers may only spend 6 seconds scanning your resume so less is more.

3. Replace generic language with more specific example of your skills.

Everyone who applies for a job in sales is an “outstanding communicator” who “has strong relationships with clients.” Remove the “Key Skills” section from your resume and use specific examples of projects or clients you may have worked with to add credibility to your prior roles. Anyone can include a table of buzz words so it has very little value today:

4. Include appropriate keywords in the resume that demonstrate your understanding of the job and industry.

Every industry has its own lingo. Failure to use the right terms, or using terms that are outdated, can result in your elimination. Study the language used in the job ad and make sure it is reflected in your resume.

5. Optimize your LinkedIn profile.

LinkedIn is becoming increasingly important in B2B sales. While you’re searching for a job, make sure that your LinkedIn profile is up to par. Solicit recommendations and endorsements from past and current workers, aiming for feedback that speaks specifically to your selling and communication abilities. Include a link to your LinkedIn profile on your resume to show that you understand social media practices.

6. Contact your references to let them know what you’re up to.

Don’t forget about your references when crafting a resume. Get in touch with them to make sure that you have contact information that’s up to date. Let them know that you’re looking for a new job and fill them in on new accomplishments. When a recruiter gives them a call, they’ll be prepared to give a glowing recommendation!

7. Highlight any skills and experiences that make you unique.

Think of your resume as a sales pitch; you’ll need to leverage a Unique Selling Proposition to stand out and demonstrate value. Take some time to really consider what makes you different from all of the other candidates applying for the job. If you’re coming from a non-traditional sales background, this is especially important! How does your background as an accountant or marketer make you uniquely qualified?

Even if you do have sales experience, you’ll want to differentiate yourself. Consider technical skills, experiences with particular markets, or unique training that you’ve received. Look through the job advertisement and company website to identify traits that may be particularly attractive to this company.

8. Organize the resume so that your top accomplishments are listed first.

Although there are different schools of thought about the “correct” way to format a resume, you’ll want to go with a method that best highlights your own accomplishments. You don’t need to begin the resume with the education section, especially if it’s been a while since you were in school. Instead, select your most impressive accomplishments and lead off with them. Burying your most impressive achievements within the middle of a resume may mean that no one reads them.

9. Describe your achievements accurately, without being overly modest.

Your resume is not a place to be modest. Before sitting down to write, compile a list of all your relevant achievements. This may include honors and awards, promotions, accounts landed that were particularly major or difficult to accomplish, participation on committees and boards, initiatives that you established, speeches at industry conferences, etc.

While you won’t be able to fit everything on a resume, you’ll be surprised at how much you think of once you devote time to brainstorming. Prioritize achievements that demonstrate leadership, willingness to take initiative, communication skills, and general selling abilities.

10. Include a summary, not an objective.

Traditionally, job seekers place an objective at the top of the resume. The problem with objectives is that they’re all about what you want from a prospective employer, rather than what you can offer them. Write a summary instead. Again, think of it like a sales pitch: you want to focus on what you can provide the prospect, not how a purchase can benefit you. Don’t make the summary too long, though. Some employers even recommend eliminating this section entirely.

11. Keep the resume clean and free of errors.

Make sure that your resume uses a font that’s easy to read, has breaks between sections, and uses bold text for section headings. Avoid trying to cram too much text within a single section. Paragraphs should be short—three or four lines at most—so that readers can easily skim the resume. Use standard margins, and check for typos.

Resume writing is a difficult and sometimes frustrating task. But when you get a call offering you a job, the extra effort you put into your resume will pay off!

Time management – secret revealed

Time cannot be stopped.

Time cannot be reversed.

Time cannot be manipulated.

And Time cannot be managed.

Wait. What? There are the words “Time Management – secrets revealed” in the title!!

Yes, There are the words “Time Management” in the title. Before you feel outraged at being tricked, let me explain.

Time is a made up construct by us humans, we did it just to help keep track of the sun’s cycles around the Earth.

Sun’s cycles around the earth? Ok, now you have completely gone off the reservation.

Yes, when the early humans agreed on the concept of time when they agreed to base it on the day and night cycles. The prevailing belief was that the earth was the centre of the universe and the Sun revolved around the earth. Now we know that is not true.

We have since been trying to ‘Make the best of our days.’  ‘Increasing productivity’ by doing more in a given 24 hours. Trying to “beat the clock”  trying to manage time, thinking and believing that therein lies the key to success.

We have all bought into this myth. At the time of this writing, there were 34,216 books on time management available on Amazon (and that is just in English)

So what is the secret that I have to reveal?

Instead of struggling to manage time, shift your focus to ‘Managing your Priorities’. The important stuff. The stuff that matters.

You can do that, can’t you?

You get to decide what is important to you, you decide what gives your life meaning, you decide where you get the most bang for your buck. You get to pick the things you find most rewarding. The activities at work that give the maximum return on effort.

You will have to do some work to get clear on what your priorities are. Figure out where you get the maximum ROI. Then using a calendar schedule time for these important activities. When you shift your focus from managing time to managing priorities you will accomplish more and experience less stress.

Bonus tip: Do not multitask. It has been proven to be ineffective.

There are clear strategies and tools to fast-track this process, these tools work even if you are not yet clear on what priorities you should consider. I have a system. My system has worked for hundreds of very busy and stressed people. People who reported feeling stretched thin and not being able to cope.

You can always create your own system, do it yourself if you please. But should you really waste your time reinventing the wheel?

I can help you, I can help you get your life back on track and you feeling “large and in-charge”

Let’s do this together. I can make smooth, stress-free and very rewarding for you.

Who do you know who would benefit from this knowledge? Share this and let them know you are thinking of them.

If you haven’t joined us yet, JOIN US NOW for updates and be among the first to get this career coaching and info on live training and webinars. You will also get advance deals and special discounts on training and coaching available nowhere else.

Then go seize the day.