What Should I Consider When Looking for My Next Sales Gig?

I’m often asked for advice by sales reps, often those who are unhappy at their current company, looking for guidance as to what type of company they should work for. Here a just a few things to consider:

1) Do they have a well-oiled marketing campaign that drives inbound leads? A company that supplies their reps with SQLs (sales-qualified leads) is going to be the smart move for any rep that isn’t great at prospecting. Recently, prospecting expert Jason Bay posted that outbound prospecting is either dead, or dying. I’m not sure I see it as bleak as Jason does, but it IS getting harder for sales reps to find their own leads. If you’re great at it, what your company does for lead gen isn’t an issue. If not, it could be a huge impediment to your success.

2) Do they offer the team training and coaching on a regular basis? Whether they do it internally or bring in outside experts like me, I’ll take a company that invests in their people’s success over one that doesn’t all day long.

3) Do they cap commissions? I’m not looking for a sales gig, but if I was I would not work for a company that doesn’t allow me an unlimited opportunity to be rewarded for my success.

4) Do they supply you with up-to-date essential tools? A 6-year old laptop that has been passed from rep to rep, Excel spreadsheets instead of a CRM. No tech stack. No contact database (e.g. – ZoomInfo or any of the others). Nope. Your employer should give you the tools you need to succeed.

5) What’s the culture? Do people seem to be generally happy working for the company? (Ask to speak with a current employee or two before accepting an offer) Are the reps generally achieving or exceeding their quotas? What did the top producer sell and earn last year? What did the average rep earn?

6) Is the product or service something you can truly believe in? There’s lots of stuff you can sell. I guarantee you that you’ll earn way more money selling something you believe in than something you fell 50/50 about, or worse, don’t believe in at all.

Starting a new sales job can be both intimidating and exciting. It’s a new opportunity, and one that will affect your now and your future. Choose wisely!