https://rainmakers.co/blog/wp-content/uploads/2019/06/cold-call-intros-1.png6281200Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-30 16:23:502019-07-22 16:44:20Protected: 1 – A Lesson on Introductions by Lauren Bailey
Tech is dominating the industry right now. Creative entrepreneurs have come up with many unique ways to provide value to individuals, businesses, and even governments. Because the industry is so large and far-reaching, hundreds of thousands of jobs have become available. This means that there are tons of opportunities for sales professionals to get into the industry, and that’s exactly what we are going to help you accomplish.
Anybody who tells you that “they can’t find a job” is simply not trying hard enough. Simply scanning a variety of job boards, we were able to find hundreds of tech companies looking to hire. Of course, our focus is a bit more narrow because of our sales focus, but even then we were able to find dozens of high-quality positions in San Francisco and New York City.
Remesh is an innovative tech company that uses AI and Machine learning to collect and organize data on large groups. Specifically, they focus on customers, employees, prospects, or constituents. Their goal is to allow customers to realize actionable insights instantly, even if thousands of users are online at a time.
As of March 2018, Remesh raised $10 million in their Series A funding. They have been growing a successful team ever since. They are looking for a Sales Development Manager to help take their team to the next level.
The salary being offered for this position is approximately $115k per year.
An innovative gift-giving company is looking for an experienced sales manager to help them deliver their fun and valued gifts to clients. Their goal is for clients to use their engaging platform to let their team choose how they want to be recognized. Allowing their team to decide their own gifts helps motivate the team and deliver things the receiver actually wants.
They secured $13.8 million in their Series A round of funding in 2016. They are still considered to be in an early stage of development, which means you will have an opportunity as their sales manager to help grow their company exponentially.
Their starting salary varies based on experience but expect approximately $105k per year
SelfMade uses their network to connect members with professional image editors, allowing them to build a powerful brand at an affordable price. They have a passion for helping entrepreneurs take control of their destiny by connecting them with the people they need.
They are looking for a sales associate with the same entrepreneurial drive as their clients. This is a great opportunity to get an entry level sales job because sales experience is not necessarily required for this position.
Expect a salary approximating $40k a year for this position.
This opportunity is for the true beginner in the sales industry. Not only because of the entry level nature of the position, but also because they focus on helping startups grow. VentureOut also loves the entrepreneurial spirit, this is a great opportunity to work in a space that is open to creativity and the application of new ideas and processes.
Accepting this position allows you to choose between part-time and full time hours. If you live in the NY area and are looking to get your feet wet in the industry VentureOut is a great place to start. They haven’t gone through an investment round yet so you can help the company go through that process which would be an amazing learning experience.
Bitly has successfully broken out of the startup world to establish themselves as a mid size company. From what seemed to be a simple URL shortening service, out came a thriving tech company that is almost a household name. This is a great opportunity to get mainstream accolades on your resume without having a lot of experience in the industry.
Bitly is looking for a Sales Development Representative with at least 1 – 2 years experience. You will be on the front lines of client acquisition and development. And because the company has almost 100 employees, you will have access to a successful sales team you can learn from daily.
Expect a salary approximating $85k a year for this position.
Thorn is an innovative company with a goal to defend children from sexual abuse. They work closely with law enforcement, non-profits, and other tech companies in the industry. Working for this company as a truly unique opportunity to use your entrepreneurial energy to make a serious moral difference in the world.
As a Sales Lead, you will drive their sales pipeline of small to medium-sized technology companies, prioritize leads and close funding for our SAFER product suite. They expect a motivated team member who is interested in refining their understanding of customer needs. Ultimately, the goal is to further Thorn’s mission to safeguard children in online environments and to drive the sustainability of Thorn products and programs.
Expect a starting salary of approximately $40k per year.
RapidAPI is the world’s largest API marketplace. Their mission is to enable developers and businesses to easily find, test, and integrate with any API. RapidAPI is used by over 500,000 developers all around the world, and offers over 8000 APIs. They have also secured $12 million in their recent Series A funding round.
They are looking for Account Executive to join their brand new Enterprise team, and will bring knowledge of how to build and execute on a sales strategy. The applicant will have the opportunity to partner directly with the CEO to identify strategic opportunities for enterprise partnerships. Own and manage warm leads and outreach through our combined networks to build our Enterprise client base. Most conversations will be held with CIOs / CTOs / VP of Engineering types at Fortune 1000 scale companies.
Compensation is a 50/50 split between base and commission; quotas are realistic and our AE starts with warm leads in the pipeline and a healthy ramp-up period.
Narrative is a fast growing big data company that has recently secured $5 million in seed funding. Their mission is to make data easy as possible for their clients to buy and sell data.
They are currently looking for a new Director of Sales which is a huge opportunity for anybody who already has some sales experience under their belt. This is a company that is growing quickly and providing their clients a unique platform that has show consistent success. With a CB rank of 4,934, this company is hustling and is looking for their next superstar.
Expect a starting salary of approximately $100-150k in sales compensation per year.
For those who want to get into a sales position and also have an interest in blockchain technology should check out this position at Multiplied. They are a premier blockchain marketing and PR agency that is growing quickly in the industry.
In their own words, Multiplied is looking for a “badass” Sales Development Representative. The role offers a diverse client portfolio of some of the best ICO and blockchain projects in the space. They will also provide an opportunity to work alongside their senior management team to create and implement strategies to expand Multiplied and take on new business opportunities.
Expect a starting salary of approximately $80-100k in sales compensation per year.
Have an interest in golf or sports tech in general? Then you should check out Active Mind Technology. Active Mind Technology is a software development company. Makers of GameGolf, a wearable GPS and motion sensing Golf Shot Tracking System who also have a passion for getting outside and having fun.
They are looking for a Sales Operations Manager to take the lead on some exciting new projects. Applicants must have an understanding of Salesforce and Quickbooks Online to ensure management of client accounts.
Expect a starting salary of approximately $100k in sales compensation per year.
Like we have discussed in our previous blog posts. It’s imperative to have your resume and internet presence up to date before beginning the application process. All the positions described above are ready to hire on motivated sales talent from all different levels of experience.
If there is something you are unsure about, we here are Rainmakers are always ready to help. Any questions about the application process or if you want more details about these positions in specific, feel free to reach out at any time. Good Luck!
https://rainmakers.co/blog/wp-content/uploads/2019/04/Copy-of-Copy-of-Tribal_new_ad-2.png6281200Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-25 20:20:552020-10-27 17:27:12Top Sales Jobs in Tech
Consider this: You’ve been applying what you’ve learned in the previous sections. You’re long-shot message on LinkedIn to the CEO of your favorite company actually worked. She sends you a message saying “I will give you a call in a few days.” Once your excitement fades, you realize you have just landed the dreaded unscheduled phone interview. This can be the cause of a lot of anxiety. When is she going to call? What is she going to ask? Here are some tips to get you through this situation while looking like a superstar.
Do your homework
Getting your homework done as soon as possible is a priority in this situation. The CEO is busy and can have a somewhat chaotic schedule. Maybe somebody cancels a lunch meeting with her and she suddenly has some extra time. She decides to call you days before you expected it. This is why you need to be as prepared as possible as soon as possible.
Doing your homework means understanding the company culture as best as you can. Understanding the culture and fitting into it is one of the most critical aspects of an interview. All your competitors will know the names of everybody on the board and how much money they left on the table after the previous quarter. Something that employers are looking for is how well you will be able to fit into the culture of the company. This is not everything, however, but if you can get as much information about what the environment is like inside the company, the better off you’ll be.
Lock down the basics first. Then reach out to employees and see if you can strike up conversations or buy them lunch. Get a sense of who they are and what the company expects of them. If you nail this, you will have a major head start on the competition.
Clear Your Mind and Your Environment
Interviews usually bring some anxiety. Clearing your mind and your environment can help you maintain a calm and professional demeanor during the call. Keep in mind that no matter what position somebody is in, they are human beings just like everybody else. Typically, when an interviewer is looking to fill a sales position they want a driven, organized, self-motivated, go-getter. At this point in our courses, you have already been implementing these character traits to have even gotten this far.
Have a glass of water, your resume, and a notepad nearby. Any other relevant documents should be on hand so you can be instantly responsible for any questions that are asked during the interview. Your goal is to show your employer that you’re prepared and no curveball is going to take you off track.
Listen
Listen. A mix of nerves and excitement can take over during an interview. Sometimes we forget to slow down and fully take in what the interviewer is saying.
Finding what you have in common with the interview is what’s most important. You wouldn’t be having the conversation if they didn’t think your resume was up to par. This part is more so about how you communicate like a human being. Are you a good listener, do you have a sense of humor, and are you relatable are key things they will be looking for, whether it be conscious or not.
Patience
The call is over. You’ve done everything you could to leave the best impression possible. You even sent a thank you note promptly after the call. Now you just have to sit back and wait. For many, this can be the hardest part of the process.
You may feel the need to follow up too soon and seem too desperate for the position. You may get angry and resentful before the interviewer has even had a chance to even consider filling the position in question. Sometimes a solid connection doesn’t turn into an opportunity for weeks, months, or even years.
At the end of the day, as any good salesperson knows, if you can’t close a big deal, don’t wait around for them to respond. Get back up on your feet and keep finding new leads. The ball is in their court now, there is nothing you can do except to continue to sharpen your skills and find new opportunities.
Conclusion
The best way to prepare for phone interviews is to have as much homework done as possible before the call, be in a calm state of mind, and be prepared to listen. Know what the interviewer wants to hear, and have as much evidence prepared as to why you’re the best for the job ready at hand. When it’s all said and done, be patient. Never sit around and wait. Always be looking for the next opportunity.
https://rainmakers.co/blog/wp-content/uploads/2019/03/Copy-of-Copy-of-Tribal_new_ad.png6281200Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-25 13:22:352019-04-25 17:21:39How to Best Prepare For a Phone Screen/Phone Interview?
If you’ve been keeping up with our articles you will know that the job hunt is very similar to sales in general. Part of being successful in both fields is knowing where to look for the highest quality leads as possible. Luckily, because of social media, our reach to employers and clients is farther than ever.
There are no more excuses for serious people looking for jobs because of how easy it is to reach out. In this section, we will go over how to identify and reach out to people who are considered valuable connections.
Working your network
The phrase “working your network” can come off as a bit cynical. But think of it like this: working your network means providing value to as many people as possible. Don’t just send someone a message on LinkedIn introducing yourself and asking for a handout.
The first part of this process is identifying the people you want to connect with. This is easy if you already have an idea of what companies you want to work for. Look for the hiring managers, managers in general, and ever regular employees.
Once you identify people you want to reach out to, figure out ways you can provide them value rather than asking for a handout. Maybe you can send over some leads you have, maybe you can offer some free training in a skill you have an expertise in, at the bare minimum you can offer a free lunch or dinner in order to pick their brain.
After you make real connections, show the individuals that you can consistently provide value. If you establish this kind of relationship, eventually they will be begging you to come work for their company. Working your network has now changed from being a sleazy mass spam project and has become a method of making the people in your networks life better.
Internal Recruiters
To be more specific about targeting, the best people to target are the internal recruiters. These people have goals to hit for filling headcount so when you reach out to them you are already providing value.
Go after the hiring manager you would be working for – (for example mid-market sales director, smb sales manager) – these people have sales goals to hit and are missing out on lost revenue by not filling roles.
Either way, reach out with a personalized message that addresses the pain point of each particular position. Again, think of them as clients. They have pain points just like any potential client does. Once you can figure that you, the whole world will open up to you and you can hand pick the people you want to work for.
Conclusion
Taking your sales career seriously starts before you even have a job. Develop your skills in identifying targets, addressing pain points, and providing value. We are here to help coach you through this process if this task still seems daunting. But if you are reading this, you are already ahead of the game.
https://rainmakers.co/blog/wp-content/uploads/2019/02/Copy-of-Tribal_new_ad-4.png6281200Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-23 13:00:042019-04-25 15:33:45Identifying and Contacting the Best People in Your Job Search
In our previous article, we went into detail about the benefits of working with a hiring agency. But if you still don’t want to go the agency route just yet, there are many other options available to you. Many websites how job boards that encourage employees and employers to connect and work together.
Before you start signing up for every job site out there, apply the lessons we discussed in previous articles. Consider your online profile as a resume. From top to bottom you need to make sure that everything is neat, up to date, and edited accurately.
Most sites have no submission limit. In theory, you could easily spam your resume to as many employers as possible. This would be the exact wrong way to go about the process. Make sure you read, in detail, every post before you respond. Always write a unique cover letter for each application.
Monster / Indeed
Websites like Monster and Indeed have helped a lot of people land jobs. However, the jobs available on these sites are most likely low quality except for junior positions. For those just graduating college, or taking their first steps in a new industry, these resources are great.
For the more ambitious job hunters though, these options may be a bit lackluster. What an agency provides is a position that is finely tailored to your skills and goals. The types of jobs you get from Monster and Indeed will be jobs that require some kind of repetitive and non-creative skills. However, that may be what you need at this point in your career.
LinkedIn
LinkedIn is a very powerful resource in the job market. The site provides you with direct access to the people you want to talk to. Let’s say you want to work for Uber. The head of hiring at Uber definitely has a LinkedIn profile. She may be busy but at least Uber grants you that direct connection for you to make an attempt to impress her with your resume.
LinkedIn is best for a targeted approach. The previous lesson is all about how to perfect your presence on this site and we can’t hammer it enough how important that is. Hitting a potential at the right time with the right profile can land you a job you may have thought was out of your league. But this requires a lot of time and effort. And just because a company looks good on the outside, doesn’t mean the culture on the inside is profitable and has room for growth. This is why having an agency may be better suited than the LinkedIn route.
Rainmakers
With Rainmakers.co we provide our employers with a ton of opportunities. Because we are focused on a particular niche, we are able to develop a skillset that caters to potential employers perfectly. We understand how companies in this field grow and what they need. We succeed here because we work closely with our clients so we can understand their needs and skill set.
Remember, just because you may not have a ton of experience does not mean you are not qualified for the job. One of the best things you can offer to an employer is a positive mindset. We are always looking for motivated people who are ready to put in the work to learn sales.
If you sign on with us, companies will approach you because they know we only deal with serious and motivated clients. We will be there every step of the way to make that the job you end up accepting is the one that matches you the best. What makes us different is how important it is for us to match the right job for the right client, and that’s exactly what we’ll do for you.
Conclusion
Online job marketplaces liked LinkedIn and Monster are great for beginners. You can find a lot of applications to apply for and will most likely land an entry-level position. Rainmakers is a more personal service that actually helps connect you with employers based on your unique skills and experience. This kind of attention during the application process is non existent in the other more mainstream job marketplaces.
Now that you are past the basics of landing the tech sales job you want, let’s get into some more of the advanced concepts. One major part of the application process that people don’t take advantage of is the vast amount of tools available to you.
Companies make it their job to help you get a job. One of the best things you can do is to utilize the tools and services available to you. For example, Rainmakers.co specializes in helping aspiring salespeople and experienced salespeople get the jobs they need to further their career.
Is A Recruiting Agency Right For Me?
Sales agencies pride themselves on their ability to land jobs for their clients, but not all agencies are created equal. Your best bet is to seek out agencies that have connections in the industry, are focused on a limited amount of companies, and provide coaching throughout the process.
You may be asking yourself if it’s worth going through the process of finding an agent. Well, consider it like this, an agency is going to get you a job that’s best for you at your stage in your career. An agency that promises you a CEO job at Apple is obviously not telling you the truth.
Nailing the right job, and not necessarily the best job, will maximize your growth and profits. All of this will greatly outweigh whatever cost you incur by hiring an agency to help you along this process.
High Touch
High touch is an industry term used to describe the relationship an agency has with its customers and clients. The term symbolizes honest human interactions over corporate jargon. We are all human beings, no matter what job we have. When an agency can achieve a real relationship with both potential employers and potential employees, the process becomes much more natural. Relationships based on high touch last longer and yield greater results.
You can test out how an agency performs by simply giving them a call. If you have to go through two automated call responses and three customer service reps before you can have a real conversation about your goals, then they are not the agency for you.
The way an agency deals with you is the way they deal with their potential employers. Poor communication, overly complicated processes, and stale results are red flags to anybody looking for an agency to get them hired.
Limited Amount of Companies
An agency will usually ask you what companies you would like to work for. Perhaps your dream jobs and what jobs you think you are capable of handling today. An easy tactic used by sleazy agencies is to immediately promise your biggest goal right up front. But the truth is, an agency cannot have connections to every single company that has a sales department.
A good agency will have solid connections to a limited amount of companies. Usually, those companies will be focused in a particular field. This allows an agency to create deeper connections with companies. Deeper connections lead to more clear understandings of what a company actually needs.
This may sound simple, but consider how important that single fact above is. Let’s say a company is growing and has developed a relationship with a hiring agency. Part of what makes the agency great is the understanding of how companies in their sector grow. Certain companies go through particular stages of development that are trackable. For example, one of the first hires a company should make is an account manager, any good agency will know this and know what hires to make next.
The agency is an aid to the company as it grows because it provides them with employees who fill the necessary roles as they become available. This relationship is invaluable and it shows the skills of an agency when they have multiple relationships like this on the books.
Good opportunity for coaching during the process if you pick the right one
Good coaching will make or break your career. If an agency advises you to take a position you are not ready for, then your reputation in the industry can be ruined. On the other hand, if you are recommended a position you are overqualified for, you can be stuck in a job you don’t need for years.
A good coach is always a positive asset no matter what industry you’re in. That’s why having a high touch relationship with your agency is primary to your success. A good coach will help you land the right job at the right company which will multiply your success.
Conclusion
Hiring an agency to help place you may seem like the easiest way to secure a job. The only problem is that many agencies have a quota to hit. They don’t necessarily care about you as an individual. You can easily be swept up into an excel sheet and treated like a number. If this is not an issue for you, reach out a repudiable agency and see what they have to offer.
https://rainmakers.co/blog/wp-content/uploads/2019/04/photo-1496902526517-c0f2cb8fdb6a.jpg9001350Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-11 18:30:512019-06-06 02:33:05Getting a Recruiting Agency to Work for You
Finding the best sales tech job is a challenge. It requires hard work, focus, and resourcefulness. The skills we will discuss do not only apply to land a job. They will help you become a rainmaker for your company. No matter what your experience in the field, if you come at this with a positive attitude you can land that great new job in sales tech.
However, a positive attitude will not take you the entire way. Nobody can just walk in the door at Apple and demand the job of their dreams. You will need to spend some time in the industry before big companies will even consider you. Don’t think that can skip the line to the top. This is your career, prepare for a lifelong commitment to mastery.
Consider this process as the first step to focusing on your craft. You may need to begin at smaller companies that don’t necessarily have the brand awareness of your dream job. In fact, starting your career at a small company with an unknown brand can be a great opportunity. If you can help a small company grow exponentially, then you will have a real victory on your resume. The more you succeed, the more leverage you will have in the industry.
Perhaps, however, you’re already experienced in sales and are looking to improve. We believe that even the experienced can benefit from going back to the fundamentals of what makes a good salesperson. Apply the lessons we will discuss in our lessons, and you’ll go from good to great.
The key here is what is the best position for you. Everybody has their own particular set of skills. The worst thing you can do is take a new position that does not play to your strengths. So we already know you have to hustle, be motivated, and know how to produce results in order to get the best job possible. Now let’s look at how to nail down that position that you know you can thrive in.
Radar
Nobody is going to hand you the ideal job. No matter how long you meditate and visualize the job you want, nothing will happen until you go out and make it happen. Part of that process is being aware of what’s going on in the industry. Make a list of companies you are interested in and learn as much about them as you can.
Learn about their culture and work life. See if you can determine the quality of the company before you even make an effort to apply. Find the networking events they attend, connect with them on LinkedIn or their social channels. Do everything you can to make connections and source information. Not only will this inquisitive mindset help you in getting the right job for you, but it will also help develop your skills when you’re actually working in sales.
Sales Landscape
According to LinkedIn, sales is the single most important component of a strong candidate. There are so many ways people can distract their employers from the fact that they may not be good at sales. They can decorate their resumes, lean heavily on their college degree, or even point to their numerous extracurricular activities. Always remember this, nothing compares to the ability to makes sales.
We will talk a lot about the macro level of hiring in this industry and as you read you will be achieving the goal of educating yourself on the topic. But this does not mean you can rely on this program alone. Seek out friends in the industry and start networking with companies even though you know you don’t want to work for them. Any connection is a good connection in sales and individual growth.
The Interview Process
Learning more about sales will make you see the world a bit differently. You will begin to see more and more things as a sales process. There’s something you want, but you can’t have. Therefore you develop a way to communicate what you want, a way to offer equal or greater value, and finally closing the deal.
The interview process is no different. Your potential employer is looking for something and is willing to offer something of value in return. After you decide that you are willing to accept what they will offer, then it’s your turn to prove to them you can return the exchange with something equal or greater. This is much easier said than done.
The best way to start with your best foot forward is to make sure all written communication is perfect. There is no excuse for typos here because you have plenty of time to read through your writing multiple times. Be clear and concise, do your best to judge the situation to see if slight humor or a complete dry interaction is necessary.
Research everyone you make contact with during the hiring process. The more you know the people you’re interacting with the better you will feel when you come face to face with them. If you know who they are before they know you, you will display a sharp intellect and a real desire to be a part of the team.
Like every sale, you need to be committed to the close. Whatever they throw at you be ready to meet their needs and move on to the next step. Do not procrastinate on replying to emails or sending the necessary documents. This will be an immediate red flag for them and they will quickly pass you up for someone more diligent.
https://rainmakers.co/blog/wp-content/uploads/2019/02/Copy-of-Tribal_new_ad.png6281200Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2019-04-05 13:32:292019-04-25 17:49:27Landing The Best Sales Job in Tech
A major part of landing the sales tech job you want is mastering up your social media presence. You don’t have to be everywhere but you have to at least be on LinkedIn. Without going into too much detail, LinkedIn is regarded as the most professional social media site that exists right now. You should expect your potential employer to see your LinkedIn, that’s why it’s important to make sure it shines.
Your Performance
Don’t be afraid to show your results on your LinkedIn page. It may seem a bit vain, but you want your employer to see exactly what you have accomplished in your previous sales position. Of course, blur out any sensitive information before making your numbers public.
Putting your results on display will be proof to your employer that you have skills in sales. And depending on the quality of your numbers, that image alone may be the thing that gets you hired. If your numbers aren’t stellar, then you need to make a judgment call as to whether or not your results will make you look good.
Your sales may not be completely relevant to the position you are applying to now. Don’t let that deter you from posting your numbers. Your results in sales, no matter the industry, will at least convey you understand the process and can close a deal.
If you don’t have any sales experience then you won’t be able to show off your results. Instead, position your work experience in a way that sets up your change into sales. Let’s say you were in customer service. You can highlight your abilities with customers and link to whatever testimonials you have. This will show that you have social skills which is a major aspect in determining a good salesperson.
Logos
Logos will go a long way on your resume. Showing your potential employer that you have some well-known employers on your resume will only add to your perceived credibility. It’s obvious but name brands that employed you prove that you are credible in your field and will provide your current employer value simply by associating with them by hiring you.
However, some employers don’t have well-known names that will impress your potential employer. To make up for this, show how drastically you have changed the company while you worked there. Whether you were in sales or not, highlight all you have contributed to the company and how much they valued you.
If the companies you worked for don’t have a logo available on LinkedIn, make sure to work with them to make that happen. A simple inquiry with LinkedIn staff will get your previous companies logo available. You don’t want to show your new employer a default stock image in the place where the companies brand should be.
Case Studies
When presenting yourself on LinkedIn, make sure to highlight what a tech sales employer is looking for. Instead of saying, “I sold into top retail accounts”, put that you closed Urban Outfitters in a 6-week process. Tell them what exactly you did, don’t be vague.
They want to hear how many clients you worked with open to close. They want to know how many of your leads were cold and how many were warm. They want to know how much you spent getting clients vs. how much money landing them earned the company. Don’t be afraid to tell the story of your successful sales on your profile.
One of the best things you can do is post testimonials. Primarily from clients but if you have them from your employer than use that as well. Perhaps you won some awards for selling the most for a particular month or year. Get your accolades and your top sales in a place where they are clear and easy to read.
Conclusion
Really nailing your LinkedIn profile is priceless. Let’s say you master your presentation on social media, yet you don’t get the job you applied for. Having a professional and up to date, LinkedIn can act as its own application process while you are busy doing other things. Always keep an eye on your LinkedIn profile, you never know when somebody will reach out to you with a potential opportunity.
Something we talk about a lot here at Rainmakers is the importance of continued education. There are so many masters out there that put all of their successes, lessons, and even mistakes in their books. Why make mistakes when you can learn from the mistakes of others? Books are excellent capsules for the human mind. There is almost no excuse for not learning from the greats who have made their knowledge immortal.
Sales is not something anybody can pick up and do; there is a ton of human psychology involved that the layperson cannot possibly comprehend at first glance. Nobody wants to spend their money. Most people have a tight budget and don’t want to ‘waste’ their hard-earned cash. That’s why you need to know how to give value to your customers while getting them into a buying mindset.
For beginners, the first thing you must master is how to be productive. If you can’t keep yourself busy for the workday, you will have no career in sales. Any decent salesperson is constantly generating leads, following up, making cold calls, networking, and closing deals. There is no room for slack in this industry; here are the four books that will help you keep up.
1. How to Win Friends & Influence People, by Dale Carnegie
This book is an absolute classic and a must-read for any sales professional. You are already behind if you haven’t heard of this book yet. Maintaining a productive work day means keeping potential and existing clients in the loop at all times. You can achieve this by understanding the dynamics of human communication and social etiquette. The stronger your connections, the bigger your network will become. This will open you up to all kinds of opportunities that will keep you busy. If you haven’t yet, pick up this book immediately.
The UltaMind Solution is not a sales book at all; in fact, it has absolutely nothing to do with sales. However, the issue here is productivity, and Mark’s book will unlock a level of energy within you that you would never have thought possible. By making a few simple changes to your diet, you can achieve almost superhuman levels of energy in your day-to-day life. Any salesperson willing to commit to their career needs all the power they or they can get. Mastering this book will put you head and shoulders above even the most experienced salespeople in your field.
A critical part of staying productive is understanding how to close your sale quickly. You don’t want to spend weeks or even months tracking down a client to get them to buy. Learning how to close will free up your time so you can use it to generate more leads and close more deals.
This is the first book on the list that starts to dip into the psychology of what makes a person buy. As discussed above, people just going about their day aren’t necessarily ready to part ways with their money. But when you understand the psychological factors that get people to buy, you will save a ton of time and energy during the sales process. Even if you get a hard NO, you push your client to the point where you know ultimately that they will not buy. Then, instead of them just being nice to you and leading you on for who knows how long, you’ll get your answer so you can move on to people who potentially will buy.
4. To Sell Is Human: The Surprising Truth About Moving Others, by Daniel H. Pink
‘To Sell Is Human’ is another must-read book to understand the link between human psychology and selling. This book made a list because it is one of the most recent books that have achieved classic status on this topic.
Within its pages, Pink talks about the correlation between persuasion and selling. He also outlines that regardless of your profession, a challenge that comes up quite frequently in life is the ability to effectively persuade someone else of an idea. Whether it’s getting children to do their homework or convincing a significant other to eat at a restaurant of your choosing, there is always an element of persuasion or selling necessary. Thus, Pink can derive the name of his book from this basic principle.
You can read tons of books on this topic, but these four are absolute must-reads. Increasing your productivity means getting smarter, being healthy, being motivated, and closing as many deals as possible. Of course, you will make mistakes and hit roadblocks, but committing to success will pull you through. Once you build momentum, you will forget what it was like to be unproductive in your field.
https://rainmakers.co/blog/wp-content/uploads/2018/10/best-sales-books.jpg8541279Michael Fergusonhttps://rmblogdev.wpengine.com/wp-content/uploads/2017/11/logo.pngMichael Ferguson2018-10-08 01:28:362022-12-07 16:52:094 Books That Will Increase Your Sales Productivity
Sales management positions are extremely rigorous and difficult positions. The men and women who earn a sales management job in tech startups or enterprises are the people who bring massive revenue and inspire huge results with their teams. To put it simply, a sales manager is what gets money through the door. Having a constant flow of income is the foundation of every business. If you can be the rainmaker for your employer, you will be treated as an invaluable asset. But the question is, how do you develop the skills to be a high functioning sales manager?
To develop your skills as a sales manager, sometimes you just need to throw yourself into the water to learn how to swim. But, before you do, here is one key ability you will need to be successful.
Know Your Ideal Position
Knowing your ideal position is a key ability you will need to master in order to be successful as a sales manager. Within sales, there are many different departments that require leadership. For example, business development teams need different leadership and management compared to sales enablement or field sales reps. Placing yourself appropriately within your team can be the difference between making in rain or feeling the pain.
Think about it. The VP Sales or CSO at a bootstrapped tech startup is going to have everything on his shoulders – the training, process creation and development, hiring, coaching and stack development. However, the VP of Business Development at an enterprise organization will have more narrow, specific focuses. Depending on your skills and experience, one or the other position will be best for you and ultimately the company as a whole.
Answering the questions of your ideal position will require some introspection. You must know yourself before you will be fit to manage an entire sales team. Do you love to help people? Being the business development leader will allow you to coach the SDR or BDR team. They’re learning, are thirsty for knowledge, and want to improve so they get promoted.
Put together a list what you like doing and the corresponding positions that match your interests.
Be an Advocate for Your Company and the People You Work With
The second part of your question deal with personality traits of a successful sales manager. One thing that employers love the most is having someone who loves the company as much as they do. What employees often don’t understand about the higher ups in their company is exactly how much they have dedicated their lives to making their company successful. When they see others with their level of commitment they instantly hold you in high regard.
Part of this process is gaining visibility and recognition among the leadership team and the sales team. Being open and available to as many people at the company is one great way to build trust and familiarity with you. Imaging the stuck up manager who only comes out of the office to bark orders and make impossible demands, do not be that guy. Don’t just make small talk either, the people you work with are human beings with unique stories and traits. Learn who they are and how they best fit within the company. As the sales manager you may find positions for people that will make them a lot happier and more productive, it’s a win for everybody.
This doesn’t only apply to your immediate group. Meet the marketing team and the content creators or whichever departments are relevant to the business. The benefit of this is to build relationshipswithin the team and to show your real intention to join the team for reasons other than the salary. But, of course, you have to balance this process out. You can’t be too needy for attention either. Your social skills within the company is a skill and should not be overlooked just because your numbers happen to be good this month.
Let’s face it, many people at your company don’t necessarily want to be there every day of the week. If you can establish yourself as somebody they look forward to seeing, you will boost moral which will lead to a healthier more successful workplace for everybody involved, including yourself.
Never Stop Learning
Your skills are what will determine a large part of your success. Luckily there is a wealth of information about specific within the sales process itself. When you’re not working, you need to be absorbing as much information as possible from books, seminars, videos, and podcasts. You want to be the guy who is always up to date with the cutting edge of your field. If you don’t think you are up for the lifelong path to mastery, then consider a different field.
People who have been massively successful have written their entire life stories down for us to learn form. Sam Walton has a great book called “Made in America” that’s a great primer for any ambitious person in the sales field. We don’t have to make mistakes in order to learn, we can simply learn from the mistakes of others and avoid the pain all together.
Conclusion
Taking a position as a sales manager is a massive commitment. Be ready to put all your skills and energy to the test. When you become successful, don’t become a jerk about it. Make sure your team feels just as successful as you do when things go right, and just as much to blame when things go wrong. Good luck on your new position!
