The Daily Recruiter

Reader Question:

Interview question asked by HR manager in an interview for a sales management position:

“Where would you spend your time as a sales manager, with the high performing sales reps, the mid level performers of the lagging performers?” I’m interested in what is really the “best” answer. Thanks!

Recruiter’s Advice:

Leave Top Performers ALONE. Unfortunately you need to manage the “lagging performers.” You need to see if you can manage them into success, or decide when to “cut and hire A players.” The key is to constantly be Top Grading your sales force. Keep everyone on their toes; also prevent being caught off guard by a sales person leaving.

Reader Question:

I am currently in the retail management field. I have worked with distribution and loved it. I am looking to do something that I love. I have been looking and I am not sure what supply chain is. It sounds like something that I would love to do. I do not have the degree that has been asked for, but I am writing after seeing your article. Can we talk?

Recruiter’s Advice:

We received your Ask a Recruiter inquiry and just wanted to touch on it briefly in an email.

Please feel free to call anytime and we can discuss further if you’d like.

Supply Chain is a network of facilities and distribution options that perform the functions of procurement of materials; transformation of these materials into intermediate and finished products; and distribution of these finished products to customers. This is a very minimal description of course. It can get quite complicated! It is very interesting to see the new advances and technology that come out to improve on all the functions involved.

Our advice to you would be to stay in the direction you have started, distribution. This is a very large piece in Supply Chain. Never turn down an opportunity to take a training class or get a certification that would help you get to know more about the Supply Chain and how it works.Distribution people very often slide into a Supply Chain Management role very nicely.

We’re not trying to sell anything here but “we” thoroughly enjoy a magazine called “Global Logistics & Supply Chain Strategies”. You may want to check it out. Every little thing helps.

Best of luck to you! Send us a copy of your resume as well. We’d love the opportunity to help you out.

Reader Question:

I have been a chiropractor for 30 years and want to move into a different career. I have a lot of other volunteer and organizational experience. How can I apply my current skills and make a lateral career move for the next 20 years?

Recruiter’s Advice:

Take a look at yourself and evaluate your skills. Define a passion and then apply your skills to your passion and “make your own career.” 3 factors make people successful: Skill set to do the job, positive attitude, and finally, strong work ethic.

Reader Question:

I’m currently going to DeVry to finish my BSBA, Sales & Marketing. I’ve been in the car business for 10 years. and would like to change careers. How can I go about doing that? I’ve Applied for jobs, but don’t get much response from my initial inquiries and emails. Are you equipped to help career-changers who have experience, but no degree? I’m willing to do whatever it takes to make the move.

Recruiter’s Advice:

You have certainly asked a very good question. Changing careers is never easy and will probably take a lot of persistence on your part. What you really need to do is go back, think about the 10 years experience you have in the car business and try to draw some tangible similarities between your experiences in the car business with that you would like to do next. For instance, if you had P&L responsibility in the car business, you are probably qualified to handle P&L responsibilities in another field.

The other thing is that you really need to be prepared to start at the bottom again. Even though you have 10 years experience in another industry, there are probably not going to be too many pieces of a new business you will know well on day one. However, your 10 years in another function will quickly catch up with you and we would assume you could move up relatively quickly once you learned the ins and outs of a new industry.

Quite honestly, The SearchLogix Group may not be the best firm to help you make a change. We are really heavily involved in senior level supply chain roles. That being said, we will take a look at your resume and keep it on file in the event something comes along that you are a potential match for. Good luck with with school and your search for a new career. Stay positive and do as much networking as you possibly can!

Reader Question:

What would you suggest about a career change from applications support to technical sales? How would I go about changing careers? It seems like it would be a logical step since I have the ability to learn software applications quickly and demonstrate them as needed (or in the selling world, show the features, advantages and benefits). Any information would be appreciated.

Recruiter’s Advice:

Solid question. First, we hear all the time about changing careers, or moving into sales. Historically, a post sales/ support person shows some selling traits (ability to be comfortable in front of executives during presentations, some charisma, and the ability to provide a solution), which then leads to an inside sales or pre-sales role. Basically demo the software with ease. Then hopefully through networking, someone will give you a chance to “prove yourself” in a sales role.

We highly recommend reading “Crossing the Chasm” and other sales books which can be found on our website.

The keys to being a successful salesperson are the ability to get to the decision makers, identifying a need, and then providing them with a solution. Also the ability to handle tremendous rejection, and knowing when to get out of a bad deal. “No pain, No gain”