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Tom Cooke Author Banner

 

5 Things You Must Do Before Selecting Your Next Employer 

When considering your next career move in sales, it is common to focus on the “what” of the role- What market, what product or service, what territory, what level of new business or account management…….

These are all reasonable considerations and can influence your chances of selecting the right opportunity.

In many ways however, it is more important to ask the “why” questions, as these will be central to your career strategy and likelihood of success.  Why that market or sector, why that product or service and perhaps the most important of all…. Why that employer!

If you fail to answer this most basic question, then your next career moves becomes a spin of the wheel and as with all high odds games, your likelihood of winning is greatly reduced. In this case with profound consequences for your long-term career aspirations.Mentor and manager

Lamentably, as a Recruiter we hear all too often, “It was a bad move” or “I was miss-sold the role at interview”.  Savvy candidates will have a clear strategy to uncover the qualities they require of their next employer, thus maximising their chances of a long, happy and successful relationship.

With that in mind we have put together some key points that you should consider when interviewing your next employer –

 

 

1/Why Am I Looking to Move?

A detailed examination of the factors that have led you to seek a new employer, will highlight the characteristics to identify (and to avoid!) in your next employer. 

For example, if your last employer was chaotic and lacked structure, then you will want to investigate what CRM a potential employer uses, what processes and reporting lines are in place to ensure effective day to day management within the organisation.  What KPI’s will be in place by which you can measure your own progress.

We recommend a pen and paper exercise detailing the pros and cons of your current environment.  This will provide you with a template for your next move.

 

Manager to take you to your next career level2/ What Are My Highest Priorities in the Next Stage of My Career?

If you have a burning desire to earn a high OTE and are fearless in the pursuit of new business, then a high pressure, high reward organisation might be for you…… HOWEVER, be brutally honest with yourself.  If that desire does not supersede the impact that pressure has on you and your family, it is unlikely you will enjoy such an environment when the inevitable screws are turned.  It’s not worth being miserable, be true to yourself or you will swiftly find yourself back on the job market following the ubiquitous “bad move” that could have been avoided……  Again, grab a pen and list a hierarchy of priorities.

 

3/ How Do I Research My Next Employer!

If you walk into an interview ill prepared and under researched, there can be no surprise if you “make a bad move”.  It is vital that you thoroughly research the market and organisation you are considering.  Not only to improve your performance at interview, but as part of your basic due diligence.

So much information is available in the public domain, mere clicks of the mouse away….. What is the company’s turnover? Has it grown consistently in recent years? What are their assets and liabilities?  Is the market for their products or services growing or in decline?  The list goes on and on, but even half an hour of research can be all it takes to shield you from a poor career choice.

 

4/ How Do I Competency Interview an Employer?Interviewing an Employer

“I was miss-sold the role at interview” is a common complaint.  This can certainly be the case, but an interview should be a TWO-WAY PROCESS and it is your absolute responsibility to gather evidence in support of the claims that employers make at interview.

If the role is represented as account management, what is the account base?  Are they current trading partners or long lapsed and effectively cold, new business prospects?

If a role is sold as possessing an astronomical OTE, then investigate that….. How many of the sales team achieved that figure last year?  What percentage of target (or over target) was required to earn that?  Ideally, they should be able to provide evidence to substantiate such claims.  DON’T BE SHY!  Employers think nothing of asking to see payslips or P60’s to evidence your claims regarding performance.  Polite but thorough investigation is entirely reasonable. Evasive, vague or defensive responses should start to ring alarm bells.!

 

5/ How Do I Know if a Company Culture is Right for Me?

Company Culture

Some consider “instinct” as a lazy way to make an important decision, badly.  However, when it is supported by a package of research, due diligence, commercial acumen and competency-based questioning, it can still be the most important insight of all!

Company culture, management style and environment are all key to your happiness and chances of success.  If you don’t believe what you are hearing, or your inner voice is saying that it is the wrong place for you, then it is usually wise to listen.

Ultimately it all boils down to a very simple equation……

Right role + Wrong Company = Bad Career Move!

You owe it to yourself to take responsibility for your next move.  It should be a researched, calculated decision, based on the collection of evidence and a process of due diligence.  Not a spin of the wheel!.......

 

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