Moving Up In The Sales Industry

Moving up in the Sales Industry

What can my next sales move be? Whilst some fields of work can take a number of years to climb the ladder, career progression within the sales industry is somewhat quicker and one where you can easily find yourself considering your next career move sooner rather than later. That’s because promotion is based on results – the more you sell and the better you are at it, the closer you come to realising your career ambitions of reaching the top in your profession. But if you are unsure about which direction to move, here are a few options that are available to you regardless of what sector you are working in. Telesales Representatives: there are two distinct paths that telesales representatives can take. Some will move into a Team Leader role before eventually moving into a Sales Manager position responsible for the outbound sales operation. Others will look to break out of their comfort zone into a Field Sales position where they will deal with customers face-to-face. Field Sales Consultants: from here, a field sales consultant’s next move could be into Key Account Management where they will handle the organisation’s biggest spending clients, before moving into a Sales Manager role and then taking on a Regional or National Sales Manager position followed by the ultimate move as a Director.

www.monster.co.uk Account Managers: having successfully managed and increased revenues from within their existing client base, account managers will invariably move up to Senior or Key Account Manager – also known as a Business Development Manager. This is where your can expect to see you basic salary increase considerably and from here, you will follow the Sales Manager route to the top. So when you are planning to make your next move you need to familiarise yourself with the skills and qualities needed to be perform the job. And one of the best ways of doing this is to identify the people doing well in these roles, watch how they do it and spot the areas in which you need to focus on to put yourself in contention for the next post that becomes available. Most organisations run training courses focusing on various sales techniques, so if you want to hit the ground running in your next role but lack some of the skills required, see what courses are coming up within your company.

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Moving up in the Sales Industry

What achievements should I add to my CV? If you were an employer receiving hundreds of applications for an advertised position, what would you look for to determine who the best applicant was? The answer to sort the good from the great is simple -: achievements. If you are like most people you may not have given any consideration to your CV since you last applied for a job, and you may be tempted simply to add another paragraph to your existing CV which details the job you are currently in, leaving the rest of it the same. But if that is all you do then you will be lucky if your application ever gets past the paper shredder. That old CV was designed to persuade your current employer that you have the potential to become a good sales person. However, now that you have some experience under your belt and are planning your next career move, you need to demonstrate what you have actually accomplished in your career so far, what makes you stand out from everyone else. And that means focusing on your achievements. Perhaps you have smashed all sales records or won awards? Maybe your strong negotiation skills have secured a number of lucrative contracts for your employer? Your CV is a selling document that is designed to open the door for an interview. And the most effective selling weapons you have in

www.monster.co.uk your armoury are your achievements. So instead of stating your job description, emphasize your achievements by using statements, such as: Practical skills: Developed a new system for generating sales leads which was implemented across the organisation and resulted in a 30% improvement in sales performance Evidence of recognition: Seconded by national sales manager to support sales teams in other regions and ensure that their quarterly targets were achieved Team management: Led a team of sales and marketing executives in a promotional campaign that resulted in increased sales of £500k and the company exceeding its annual sales targets by £25% Sales success: Increased my territories client base by 30% or £75,000 year-on-year Awards/Consistency: I won Sales Person of the Year for two consecutive years having exceeded all quarterly sales targets by an average of 25% over a twenty-four month period Leading by example: Trained and developed a team of five new field sales executives who achieved an average of 120% of their sales targets within their first three months Sales is a competitive sector so you need to think of as many instances when the light has shone on you where you gained recognition for your work.

Further Reading - How should I list my previous jobs on my CV? - What makes a good CV design and layout? - How can I make my CV more effective?

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Moving up in the Sales Industry

What are the important skills to develop? Thomas Edison once said: “Opportunity is missed by most people because it is dressed in overalls and looks like work”. To be successful in sales involves working hard at doing things better than they have been done before and looking for ways to maximise the opportunities presented by the next sales deal, the one after that, and the one after that. And that means developing the skills you already have and recognising the ones that you will need for the job you want. We have already mentioned the skills that employers look for when you are applying for a job in sales. But now you have a few years of experience and are looking to take the next step up in your career into a new position which requires a whole new set of key skills. Perhaps you are the best Telesales Representative in your company and have consistently smashed your new business sales target every month. But will that make you equally successful in a face-toface sales role? Or maybe you are the best Field Sales Executive having developed a number of high profile accounts – is that enough to be a good Sales Manager? Taking that second scenario as an example, suppose you are hoping to move into a Sales Manager role - gaining an understanding of how to set targets, manage budgets and produce sales forecasts, for instance, will make your application stand out because these are core skills that only people in a management role will use.

www.monster.co.uk Once you recognise the skills needed for your next role you then need to seize the initiative to acquire as many of them as you can. This will add weight to your application and make an employer realise that you are dedicated to your career and that you have a willingness to step out of your comfort zone by learning new- often challenging- skills. And there are various ways of doing this. Identify the people in your organisation who are successful doing the type of job you want and find out everything you can about the demands of their role. Keep abreast of the latest developments within your industry and don’t forget to look at the jobs ads – they will reveal the skills that are required for the position that you are planning to aim for. Once you know what skills you need, ask your employer about the training courses they provide. Or consider enrolling on one of the many courses run by a number of accredited online providers.

Discover Job Profiles Monster’s Career Snapshots show you the skills you need in order to take your career to the next level:

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Moving up in the Sales Industry

How can I get my boss to notice my efforts? Sales people by their very nature crave recognition for the job they do. But if you are already feeling that your achievements are going unnoticed by your boss, perhaps it is time to change your game plan. After all, if you have something to shout about but nobody hears you, your chances of progressing further in your career will come to a grinding halt. Here are a number of key ways to get noticed at work and ensure that the people who count recognise the job you are doing. Aim to over-achieve Simply hitting your targets won’t win you many accolades because all you are doing is what you are paid to do. Set yourself a target that is 20% or 30% higher than the one set for you and let your manager know that this is the target you will aim for. This will challenge you to aim higher and when you hit it, the light will invariably shine on you Lead by example Position yourself as the person your boss can turn to when new starters join the company. Act as a mentor who will help them to find their feet, accompany them on sales calls, and be the person they can turn to without them having to go to the boss.

www.monster.co.uk This will raise your profile in the office and will earn the appreciation of your manager who has a busy enough schedule as it is Praise where praise is due Sales is very much a team effort. So if your team has outperformed all others in the region, for example, acknowledge the contribution your colleagues made to your success but make it clear that you were the key player in the group. By drawing attention to others you inadvertently shine attention on yourself Take on additional responsibility Offering to take on extra duties at work will earn you some Brownie points. Most sales managers have a hectic schedule and would gladly accept assistance from elsewhere. This will position you as a valued member of the team and demonstrates both your commitment and willingness to learn new skills Obtain testimonials You know you are doing a good job and so do your clients. Having a number of testimonials from some of your customers is one of the most effective ways of getting your boss to notice how good a job you are doing.

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Moving up in the Sales Industry

Should I move internally or externally? The sales industry is a fast-paced environment characterised by high staff turnover. But how do you know whether you should leave your current employer or stay where you are in pursuit of your next career move? Opting to stay or go is a matter of recognising what motivates you and recognising whether your career ambitions can be met by staying with your current employer or not: Do you feel valued by your employer? Are you paid what you feel you are worth? Are there opportunities to move into the role you want or are they few and far between? Do you feel suitably challenged and that your skills are fully utilized? Do you get the credit you deserve for the job you do? Are you working for the market leader or a company that struggles to compete? Suppose you have been working as a field sales representative for a number of years and are looking for a new challenge whether that be in a management or sales training role, are there opportunities for you to move into either of these areas within your current company? Good sales people are hard to find and employers will invariably do what they can to retain their key staff. So if you have demonstrated your ability and commitment to your company, your employer will inevitably consider you to be a valuable member of their organisation

www.monster.co.uk and may even create a position for you even if one doesn’t currently exist. However, if you feel that your career ambitions are unlikely to be fulfilled by staying with your current employer, then it is time to dust off your CV and find one that does. Staying where you are will damage your career prospects in the long term both because you will find yourself stuck in a rut and future employers may accuse you of lacking the ambition or passion for the job that you do. But be mindful of making a habit of job-hopping. Although moving from one employer to another to enhance your career is generally seen as a positive tactic in the sales industry, it can also have a detrimental effect too, especially if you only stay for short periods of time. So if you do flirt between employers ensure that you sell yourself as someone who brings with them a track record of short term as well as long success.

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Moving up in the Sales Industry

What attributes make a good manager? Roger Federer and Tiger Woods are widely regarded as two of the greatest sportsmen of all time, having won more championships in their respective sports than pretty much anyone else. So if they are so good at their jobs, why do they need coaches and managers? After all, what can anybody possibly teach them? The point is, of course, that peak performers still need the support and guidance of someone who can perform a number of different functions; from helping them to develop different strategies that will give them the competitive advantage to being the person who is always there to keep them motivated and remind them of what it took to make them successful in the first instance. And the same philosophy applies to your sales career. As sales people, you are driven by your own success – closing that major deal, exceeding your targets or earning bonuses that support your lifestyle. And for some, the biggest driver of all is the opportunity to climb the proverbial career ladder until your reach the very top of your profession. But first you need to take each step at a time and understand what it takes to be successful in your next role as a sales manager. Becoming a manager involves learning a whole new set of skills. And just as many ex sporting pro’s become coaches, sales representatives find that their next step up into management is an

www.monster.co.uk even greater challenge with less time being spent on actually doing the job they set out to do when their career began i.e. selling. Instead, they will find themselves managing budgets, setting targets, developing sales forecasts for the senior management, coaching and training staff, accompanying team members on sales appointments, disciplining staff and dealing with Health & Safety issues. So even though you may be the best sales person in your team, have you got the ability to become the teacher, guidance counsellor, motivator and career choreographer for several people in your team as well as someone who is equally adapt to the administrative side of the business? The ability to lead a team of people to achieve a common set of goals and ensure that each member of that team is aware of what is expected of them is a challenge in itself. And if things don’t quite go according to plan, have you got the character to bring people into line when they are not performing – some of whom may be colleagues that you started your career with but are now managing?

Further Reading - How can I secure a pay rise? - What can I do to ensure a promotion? - How can I improve as a manager?

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Moving up in the Sales Industry

How can I make a long-term career plan? Sales people are the lifeblood of industry. With companies clambering over one another in their drive to remain competitive and gain a greater market share, it is the people doing the selling who bring in the money and help organisations achieve their objectives. That’s how business has always been and that’s how it will continue to be done in the future. Despite the sales industry being renowned for its significant turnover of staff in comparison to many other industries, the future prospects for experienced sales professionals are encouraging. Indeed, this high turnover is less a case of people losing their jobs and more a result of people leaving their existing employer in search of better career enhancing opportunities elsewhere – a main feature of the industry. Having gained a few years of experience and demonstrated a proven track record of sales success, your career could take you from sales manager to area manager before moving into a regional and then national manager role. From here the next stop is the Board room. And as you progress further, so too does your salary. Although salaries between different sectors can vary, the average sales manager will typically earn between £25,000 and £55,000 plus bonus, with top salaries as much as £70,000 a year and more.

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But if you feel like breaking free from the corporate life, the commercial acumen that sales people develop over the years combined with their understanding of how a business is run, leads to a high percentage of sales people eventually starting their own businesses. Some people choose to do the same job they have been doing throughout their career to date but on a self-employed basis. Whilst others break out of their comfort zone and follow a new career in a different area. For example, someone who has been selling recruitment advertising may move into recruitment consultancy. Whether you choose to pursue your career along managerial lines or opt to go it alone, it is important that you continue to keep your skills and industry knowledge up to date. The industry is becoming increasingly competitive and if you want to stay ahead of the game, you need to always be thinking ahead and preparing for what’s around the corner, and believe that you have what it takes to be successful in this business. As Henry Ford famously said, If you think you can or think you can’t, you’re usually right.

Improve Your Monster Experience If you have a Monster Profile, you may have noticed the Career Goals section on your personalised homepage. If you tell us your dream jobs, we’ll automatically update you on job opportunities that match so you can take note of the skills you need to develop, or apply right away. View or create your Monster Profile now.

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Moving up in the Sales Industry

Is sales the right industry for me? The sales profession is one of the oldest of trades, covers virtually every industry sector, and is one of the few remaining professions where the opportunity to ascend the corporate ladder and make a good living is available for everyone with the ability to do so, regardless of educational or previous professional background. So it is not surprising that this is one of the most popular destinations for graduates, non-graduates and career changers alike. But is it right for you? Sales is not right for everyone. It can be challenging and demanding. When results are going against you it can feel like the worst job in the world but, when the results go in your favour it can feel like the best job ever. And the pressure can sometimes be relentless – what you thought was your target at the start of a sales campaign can easily be increased at any point, thereby increasing the demand on you to delivery even more. One thing sales in not, is boring. Whether you choose to stay working within the industry will depend on how motivated you are in your job and whether the career aspirations you have can be fulfilled by staying on the path you are already on.

www.monster.co.uk For instance, if you are feeling de-motivated by the lack of challenge and variety in your job, or that you aren’t learning new skills and lack recognition for the work that you do, then perhaps you could consider what other options are available to you. You could step out of sales altogether and pursue a new career in advertising, marketing or public relations. And although a professional qualification is not a pre-requisite to make the switch, a qualification from the Chartered Institute of Marketing (CIM) or Chartered Institute of Public Relations (CIPR) can make the transition much smoother and can take less than a year to achieve. Sales training is another popular alternative career choice and one that doesn’t need any further qualifications except for considerable sales experience - which you already have, right? So if you have had your fill of driving around the country all week and fancy passing on your expert knowledge to the next crop of high-flying wannabies, this could be just for you.

What Next? If you’re still looking for advice on finding the right job, creating a great CV or tips on job interview, career-advice.monster.co.uk contains everything you ever wanted to know, and more! If you’re ready to apply for jobs, upload you CV to Monster and then take a look through the latest roles.

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Moving up in the Sales Industry

They say that the grass isn’t greener on the other side, but often it is. Our series of eBooks brings together expert advice to help you secure the job you want and build a successful career. For more career tools, visit career-advice.monster.co.uk.