The Job Nobody Dreams Of

Final Post

I've made the decision to stop posting here simply because of time issues. I am going to keep this blog up because these posts have helped people in the past and might help someone in the future.

While this blog has been written to include career information and advice regardless of your career field, obviously I feel strongly about sales careers.

The information here and in my book is based on 25+ years experience and involves maybe 10% opinion and 90% facts. If you, or someone you know find yourself at a career crossroads, you should seriously consider sales.

The vast majority of people in sales today stumbled into their job and it led to great things. I know you've never thought about a sales job before because NOBODY does. It's "The Job Nobody Dreams Of!"

I can still be reached at the email listed in this blog so if you have questions please contact me. I want to help.

Bill Becker

Another Job vs. A Different Job

So you've been forced to look for another job but maybe you need to think about a different job...what's the difference? Another job would be similar to what you have or had. Same industry - same job. There is a great chance (I hope!) that you know who the players are in your city or state. The competitors to your most recent company.

You have the skills to do the job so networking is the focus of your energy. Talk to people (vendors) who sold goods and services to your old company...they might know about openings at competitors. Use online networking tools like Linkedin to reach out to others in your industry.

Think about the three most important contributions you made at your previous employer. Practice telling everyone you know about them until you can effortlessly and confidently fire off that 2 to 3 minute "mini commercial" about why someone should hire you.

Now what if you decide that it's time for "a different job?" A new role in a totally separate industry. Yeah it's scary but you certainly wouldn't be the first person ever to change careers.

Forbes has a slide show on 10 careers that will never go away but assuming you don't want to be a hooker or career criminal what do you do? There are several places online to take career interest quizes, one place is About.com. Once you have an idea of a new field that has captured your interest do the such research I've always preached...get industries magazines; read blogs and talk to people who are currently employed in that field.

Changing jobs or careers is never easy but there are steps you can take to make the journey a little less scary.

Happy Selling!

Job Retraining - Will it Help?

There has been a lot of news recently about "for profit" colleges...not much of it is good news. That's not to say that they are all bad or no one should consider going back to school if they've lost their job. It does bring up an important consideration though...assuming you can develop new skills by going back to school whether it's a traditional college or a for profit trade school...will it help you land a new job?

First, college never was the golden ticket that it was made out to be...especially if you are not crystal clear on what you want to do for a living. If you want to be a petroleum engineer like my second oldest son, then you absolutely need college. The flip side is how many people do you know with a college degree who currently work in a completely different field? A whole bunch.

These examples involve 22 year old just entering the workplace. What about a 43 year old father of 4? Does he really have the luxury of taking 6 to 24 months to get retrained? Obviously if he isn't working then he's got the time but that's also 6 to 24 months spent not looking for a job...that isn't guaranteed to be there when he is done retraining.

If you decide to change careers and get retrained then protect yourself by asking some questions first...even if the government is paying for it. Ask to talk with people who have already gone through the program. Find out how tough it is to parlay these new skills into a job. Speak with people who went thru the program a year ago; Six months ago. Are they happy with their decision?

Talk to people in the industry you are considering entering. Is business good? Are companies hiring new employees? What is a normal entry level wage? Get a free account at Linkedin and post questions to industry group members. You need to do the homework because you are making the biggest bet of your life! A decision that will affect you and your family for years to come.

Even if you are not paying for the training (and many people actually do pay for retraining themselves or go into debt to take the classes) you are still postponing your job search for a significant amount of time. Will it be worth it? Important considerations...after all it is YOUR future.

Happy Selling!

Encore.org

The largest generation in U.S. history is approaching retirement age during the worst economic downturn since the Great Depression...other than that nothing is wrong. Simple put, the 50-plus job market has never been in more turmoil and never more important to so many people. I know, I turn 50 in 57 days.

Staying on the job longer than you might have planned is the single easiest step you can take to make your life better...if only for the health insurance. If full-time work isn't possible, try to stay on part-time if that will allow you to stay insured. I know multiple school districts here in Oklahoma who offer health insurance to part-time school bus drivers.

One of the single best career sites I have ever seen is Encore.org. It is a non-profit organization that helps people transition to working in the non-profit or public sector world.,,jobs that not only can help pay the bills and offer health insurance but also make a difference in other people's lives. 

One of the most important resources Encore.org offers is a job guide for people in career transition. The site also profiles quite a few people who went through a career transition and ended up with a new, very rewarding job. Their "Encore" job. Check it out!

Happy Selling!

Self Test

With competition for every job opening at a all-time high, it might be a good time to look in the mirror and ask yourself a few questions concerning your work ethic.

First, are you dependable? Dependability is the most desirable trait that an employee can have. It's sad that this even has to be mentioned but since not everyone is dependable those who are stick out. When somebody asks you to do something, does it always get done — on time, every time? Or do you have to be repeatedly asked, over and over, to get it completed? All things being equal, the candidate who can demonstrate dependability has a huge advantage over those who can't. How to prove it? Testimonials from former employers and people in our professional network, i.e. Non-profit boards, Youth Sport Leagues or even your Toastmasters club.

Next, do you get along well with others? With staffing levels cut to the bone it is vital that those who are employed (and want to stay that way) can work with others. Avoid the drama!

Are you a problem-solver? Companies today place a premium value on take-charge, motivated employees who confront problems in an organization and make a positive impact. This plays into dependability as well. Can you be depended upon to solve problems as they pop up?

Have you demonstrate leadership within the office? Are you looked at as a “go-to” source by the others who work with you? Do peers come to you for advice and counsel? Are you willing to take risks, even when the chance of failure exists? You don't have to be a manager to showcase leadership skills.

Four traits that almost never show up on a job description but are absolutely vital to not only landing a good job, but prospering in your career as well.

Happy Selling!

Accomplishments vs Duties

Whether you are filling out a job application, building your resume or in a job interview, at some point you have to communicate what you did in your previous jobs. Accomplishments are the points that really help sell yourself to an employer (see you ARE a salesperson!) and carry more weight than everyday job duties.

Accomplishments can leverage your your job-searching success at every stage of your job search; the introductory letter. your resume and application and especially in the face-to-face interview.

Companies don't care what your duties or responsibilities were in your previous job, they want to know what you accomplished with those duties or responsibilities. Can't think of anything to brag about? You're in trouble...but there is help. Think about these things:

In each job, what special things did you do to set yourself apart?

How did you take the initiative? How did you go above and beyond what was asked of you in your job description?

How did you leave your employers better off than before you worked for them?

Have you received any complimentary memos or letters from employers or customers?

What tangible evidence do you have of accomplishments -- publications you've produced, products you've developed or awards you have won?

Quantify. Employers love numbers. Examples might be:

• Increased sales by 50 percent over the previous year.
• Produced total meal sales 20 percent higher than those of the other servers in the restaurant.
• Supervised staff of 25.
• Served a customer base of 150, the largest on firm's customer-service team.

To separate yourself from the 300 other people going after the same job you are, you need to highlight "how well" you did in your previous jobs...not just "what" you did.

Happy Selling!

I Am Told These Were Good

I do a monthly email newsletter for my job...a little bit of propaganda and some actual useful (I hope!) information. Yesterday I sent out my July edition and got quite a bit of great feedback on two of the items I wrote. Here for your reading pleasure are the items.

One Minute at a Time – Most people try to live their lives as a total picture, instead of living them one minute at a time. They think about the future and feel as if they just can’t cope. Yet anybody can handle anything a moment at a time. Let me give you an example.

It is a typical New Year’s resolution. For instance, the easiest thing in the world to do is quit smoking. Anyone can go a minute without a cigarette. If someone asked you if you could go an hour you’d say “Sure!” So go do it! When the hour is up you’ll have to decide whether you’ll go another hour without one. But don’t try to decide NOW what you’ll do then. Live now. It’s easy to use the excuse that you’ll only want it (cigarette, candy bar, Frosted Brown Sugar Cinnamon PopTarts…whatever) tomorrow anyway, so why not have it now.

Your mind is VERY powerful. Unfortunately, a lot of people use their minds in negative ways. They begin to tell themselves self-defeating things and then they stop trying. Next time you want to do “it,” tell yourself to wait for five or ten minutes. When you can go 10 minutes shoot for 15 or 20. You’ll feel better and gain the confidence to do for an hour or a day or month without “it.”

Someday – It's a pretty useful word…”someday.” It gives people the chance to put everything off until another day. 'It will happen,” they tell themselves, 'but not right now.' Unfortunately, it hardly ever works this way (I speak from experience!). Millions of people will tell themselves that a happier, more successful life will happen someday - but it never will.

They'll continue to put off the things they want to do with as they grow older and older, until the day comes when they run out of time.   All of their someday's keep adding up until an entirely new life is planned to take place somewhere down the road; the happy, successful life they've always dreamed about. Until then, they drag through life looking forward to that magical 'someday.' And the reason so many people believe it will all work out in the future is because of another seductive trap. They may be afraid to go for it right now, but this 'someday' they talk about is completely free of fear and worry. In other words, they've convinced themselves that a time will come when they won't be afraid to go after their goals.   Have you done this? H

Have you convinced yourself that the right feeling will hit you and you'll live the life you've always wanted to live? Chances are good that you have, and that's why we have to kill the myth with the truth...You will always, always, always feel out of your comfort zone when it comes to changing and improving your life, and that 'special' time when everything falls into place will NEVER come! Successful people aren't lucky enough to be free of fear and worry; they move forward in spite of it.

Happy Selling!

Two Completely Different Approaches

I recently posted a rant about supposed consultants and the dangerous advice they give out.  I guess there is a market out there telling people what they "want" to hear instead of telling them what they "need" to hear. Besides I am not a consultant...I actually have a job in the field in which I speak and write..."boo...yeah!"

So we are back to the cold calling debate. Is it outdated? Is it unprofessional? More importantly does it work? Simply put..."no"..."no" and "YES!" I wrote about cold calling in one of my first posts and it is still one of the most important tools I utilize in my job. That post is an important overview to a grossly misunderstood tool that could change your life in terms of having a great job.

I recently came across two articles in Inc. Magazine about cold calling. The first is almost 20 years old and is available online. The subject of the article is known as the "King of Cold Calls" but surprisingly he cold calls in person and sells debt collection services. I know...I've lost you already...an article on cold calling AND debt collection! One of the most important tips he gives is, "Never assume the person you are talking to isn't the decision maker." Having a title doesn't necessarily make you the person who who says "yes." Quite often the owner, manager, etc. will say "no" but leaves the decision to say yes to a trusted worker.

The other article is in the current issue (July/August) of Inc. Magazine and is not yet posted online (those people are sneaky...making me go pay for the actual magazine instead of reading their articles for free!). The title is "There's No Such Thing as a Wrong Number." The subject of this article is a wine salesman who sells over the phone and uses the Internet to research his prospects. 

He offers 9 tips and my favorite was that "Customers Know They Are Customers." He makes fun of himself and the sales process. I do the same thing and it works because people enjoy and trust those who are self-deprecating...even if it is self-serving. If I make a mistake instead of throwing out an excuse I will say something like, "Clearly I am an idiot." Most people are impressed I took ownership in my mistake and feel a little connection...because EVERYONE makes a mistake. In reality I kind of fib to my customers because I only make one mistake a year.

Both articles give great insight to the power of cold calling and offer up real life examples of what successful people do to earn a great living. If you need additional examples of success stories don't forget yours truly. I have been a successful cold calling enthusiast for years...and clearly I am an idiot!

Happy Selling!

This is B.S.

Saw an article today on Yahoo about people being excluded from job considerations because they are unemployed. What?

I know (and possibly understand) that this was prevalent 10 years ago but considering that virtually every day a company announces layoffs someone in the U.S.. Then companies wonder why applicants fudge on their resumes.

Another reason to never leave the future of your career in the hands of Human Resources.

Happy Selling!

Brilliant Idea!

As our nation learns to deal with the implications of the "jobless recovery" my antennae is always tuned to unique ways in which people go about searching and landing another job. One of the most important things I've preached over the years is to not "go it alone" during your job hunt.

Tell everyone you know that you are looking for another job...especially Kevin Bacon! While this simple principle of networking was great 10, 20 years ago...today it is even more important given social media and how "wired" everyone is to each other.

One person who is taking advantage of the Kevin Bacon principal and the Internet is Joy Meredith. Joy is an author (yeah!), a former salesperson (double yeah!) and now a consultant (ugh!) but that doesn't mean she didn't come up with a brilliant idea to help find her next assignment. She is offering a "bounty" in the amount of 10% of her pay if you helped her find that assignment. She put together a web-page that showcases what she does, making it easy for potential "bounty hunters" to sell her services.

Today with Linkedin and Facebook you can literally connect with millions of people...one who could be the key to finding your next job. Your friends and family will help you because they love you, but you can add to your job hunting staff with a little financial incentive. Companies offer referral bonuses to help recruit new employees...why not workers offering a referral bonus to help someone recruit a new company. They can and you should!

Happy Selling!