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.

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.

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.

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!

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”

I am a 24 year veteran of the telecommunications and financial industries and specialize in voice and data strategic planning and network design. Due to a reorganization, I must decide to take an offered special assignment or a RIF package. My question: Which position is stronger when seeking employment? “Unemployed” due to RIF or performing a role that isn’t in line with my career objectives?

Recruiter’s Advice:

Sorry for the unfortunate upheaval in your professional career. Remember: Change is always better and will work out no matter which road you take. You’ve worked hard to establish a solid career which will help carry you to your next best career enhancing opportunity.

You asked for our opinion. Our opinion is there is NO categorically better option between cut your losses and run, or stay and bear it out to see what a new opportunity within your organization will bring. Your goals, career aspirations and motivation drive that decision… We can say the grass always looks greener on the other side and rarely is, which to us indicates maybe you should stay where you are, take the new challenge and see what it offers. While you work things out, you might want to look for a better opportunity but we wouldn’t give up current employment to look for a better position unless the current company made us a financial offer we couldn’t refuse to leave.

We would strongly suggest you develop a resume. Please email us with this resume. We will put you in the database and should an opportunity arise that looks promising for your career, we will contact you to discuss. We do NOT send your information anywhere without discussing the specific opportunity first.

During the 1980’s I completed a significant number of hours toward achieving an MBA. Although I did not complete it, should I list it or make any mention of it on a resume?

Recruiter’s Advice:

No, you should not list coursework not completed. The rationale we use is your resume is a snapshot of past accomplishments that predict future behavior. We use your resume to present to future employers what you will bring to their organization- potential bottom line results, pattern of management, timeline of achievements, etc.

We think partially completed work on a resume takes up valuable space which could be used to add one more bullet point of accomplishment, one more “number” you achieved, one more idea you generated and implemented. We tend to use “at first glance” critique of resumes— what stands out when one just glances at the resume for a few seconds that is meaningful to a future client as to your contribution to their company. Partially completed schoolwork is not what you want them to remember.

I have been a commercial Class A driver since 1997. I will receive my A.A. in business management this summer. In the winter of 2009 I will receive my B.A. Business Administration. I currently have a 4.0 g.p.a and I’m still driving, while putting myself through school. My question to you is simple. Does my driving experience give me a leg up in breaking into transportation management? If my experience does not help me and I accept an entry level management job then changing industries might be a better choice for me. I have extensive experience driving flatbeds, refer & dry vans, curtain vans, and car haulers.

As I am entering my last year of college I’m trying to position myself for what will best further my career. I have a chance to get out of the transportation industry and take an entry level management job with another company in connection with my A.A. However, the transportation industry has been good to me and I would like to think that my combination of over the road experience combined with a B.A. in business management would give me a unique mix of experience and education that employers would find attractive.

What is your opinion and what would you suggest?

Recruiter’s Advice:

Appreciate your inquiry & congratulations on working hard to complete your degree!

To answer your question directly - your practically hands-on / over the road experience combined with a degree will help leverage into a transportation management opportunity. Depending on the type of role you target, I know I have worked with 3PL firms that want subject matter experts as their Account Managers or Carrier Relations Managers.

That being said, it sounds like you have another opportunity to consider and you are the one that must decide if it makes the most sense for your career.

Thanks again for the inquiry.

Andy Gross

The SearchLogix Group

Executive Recruiter

What title and or position should I be pursuing with my Director of Sales title? I am very interested in the global logistics/ shipping business due to the fact that in my business of electronics manufacturing I am seeing a huge outflow of OEM manufacturing jobs to Asia and I would like to be a part of that growing business for setting up logistics plans and custom shipping requirements.

Recruiter’s Advice:

It is a very interesting question that you have asked and we are not sure we are going to provide the answer you may be looking for, but we will be honest. First you are correct, supply chain and logistics are playing a much larger role in organizations today as opposed to the last ten years or so. Supply chain truly is being thought of as a competitive advantage in today’s marketplace.

You have what seems to be a very impressive sales background and one that has probably been very rewarding financially. We have to assume that your average W2 in the medical device space has been $150,000-$200,000+. Our first question would be why you were interested in moving out of that space. If you were to break into supply chain, you would more than likely take a huge hit.

Since supply chain is really being thought of in a strategic manner and is providing a competitive advantage to firms that manage it correctly, it is tough to get any type of manager or senior level role without direct experience in logistics, purchasing, planning, distribution, etc. We would imagine your best bet would obviously be to focus on the medical device vertical since you know how the space operates. As far as a title, we don’t think you should or can focus on that. Focus on what seems to be a good opportunity and do your best to match your qualifications as a sales professional with the qualifications mentioned in a job description.

My background is heavy in sales but I would like a position in operations. Would you consider me for operations positions?

Recruiter’s Advice:

Each search assignment is unique with respect to client’s requirements. There are often situations where a sales background is a valuable ingredient in an operations position.