Question for those who know about sales gigs

TJ55 · #1 07-26-2011, 03:42 PM

I've got a meeting Friday morning at a fairly large, regional, restaurant supply company. I have never worked in sales before so I was hoping some of you w/ experience could fill me in on the best questions to ask. It may be something I have no desire to do, but I figure it can't hurt to go talk to the guy. It might be a great job too. I'm going in w/ an open mind.

What I do know:
The products
The position's likely location
The guy I'm meeting with is a friend of my father's

What I don't know:
Commission only? Salary + commission? Is there another way to pay salesmen?
Built in accounts or starting all brand new?
High stress job?

This is as much me interviewing the company and deciding if it's something I may want to do as it is them interviewing me to decide if they would want me so please educate me on any questions that would be important for me to ask.

I really appreciate it

slaps76 · #2 07-26-2011, 03:58 PM

Stay away from the pay question during the first interview. Typically, most sales jobs with large companies are going to be salary + commission. They'll typically give you monthly or quarterly goal/quota to hit, plus your salary.

Built in accounts or all new? Depends on the job. Could be heavily focused on one or another, or a combination of both, including upselling existing clients. That's a good question to ask them, if it's a job focused on hunting new business, or primarily working with existing clients.

High stress? Really depends on the company you work for, and the nature of the work. A good tactful way to find out more info on this, is ask how the turnover is with the sales team.

I could go on and on with questions for you to ask, so you're better off looking up sample interview questions to ask on monster.com and other sites.

One thing I can tell you though, if you have no prior sales experience, the last thing you want to come across as is someone who doesn't know why they're interviewing for a sales job. Arm yourself with statements highlighting your strengths in how they relate to why you'd succeed in sales. When I went from inside to outside sales, I stressed the fact that I was the type of person who didn't stop running, and wanted to be in a position where I could create my own destiny & earn what I'm worth. I wanted to constantly hunt new business, opposed to sitting at a desk waiting for it to come to me. Good luck!

Smokin' Toaster · #3 07-26-2011, 04:10 PM

For Outside sales, People skills are crucial too. There are basically two types of salespeople that people buy from: Salespeople who know the products inside and out and can help with application, installation, troubleshooting, etc., and salespeople that the customer likes. Sometimes the likeable guy may not know beans about the product, but customers like him and buy the product from him. It's kinda rare to find both in one package.

Stress your relationship skills, people skills, and the fact that you like to deal with people and build relationships.

Good luck.

charlie monroe · #4 07-26-2011, 04:25 PM

Quote:

Originally Posted by Smokin' Toaster

For Outside sales, People skills are crucial too. There are basically two types of salespeople that people buy from: Salespeople who know the products inside and out and can help with application, installation, troubleshooting, etc., and salespeople that the customer likes. Sometimes the likeable guy may not know beans about the product, but customers like him and buy the product from him. It's kinda rare to find both in one package.

Stress your relationship skills, people skills, and the fact that you like to deal with people and build relationships.

Good luck.

Toaster nailed it. I work as a manufacturer, and we have about 35 independent rep firms associated with us around the nation. They work on 100% commission, no salary or draw, however, they do sell other products. The most successful of them are either a) very knowledgeable and return every call promptly or b) in the "entertainment" industry, and customers love to have them around.

If you can become the encyclopedia of product knowledge and are willing to tell some jokes while passing out NBA, NFL or NHL tix, you may have just caught lightning in the jar. Being a sales rep for the right product line can be a very lucrative and enjoyable vocation.

Questions to ask:

Is your POV required? Car allowance?
Contract or at will? Quotas?
Ask the employer to explain their product features and benefits, and how their competitors compare.
Ask the employer to identify territory weaknesses, and then agree that these things are what you want to improve.
I think it is okay to ask for your estimated income. Because I have a job, I would find it hard to move for the same or less money. The interviewer is a friend of your Dad's so I think you can work it in, just don't lead with it.

I hope it works out.

TJ55 · #5 07-26-2011, 04:57 PM

Quote:

Stay away from the pay question during the first interview. Typically, most sales jobs with large companies are going to be salary + commission. They'll typically give you monthly or quarterly goal/quota to hit, plus your salary.

Built in accounts or all new? Depends on the job. Could be heavily focused on one or another, or a combination of both, including upselling existing clients. That's a good question to ask them, if it's a job focused on hunting new business, or primarily working with existing clients.

Great information thanks.

Quote:

A good tactful way to find out more info on this, is ask how the turnover is with the sales team.

Sneaky. I like it. Thanks again.

Toaster and Charlie it sounds like selling yourself can be every bit as crucial as selling the product which makes sense. My people skills are very strong, so I got that going for me. Which is nice.

Quote:

Is your POV required? Car allowance?
Contract or at will? Quotas?
Ask the employer to explain their product features and benefits, and how their competitors compare.
Ask the employer to identify territory weaknesses, and then agree that these things are what you want to improve.

Awesome here. Exactly the type of information I was looking for. What is POV?

Phalex · #6 07-26-2011, 07:07 PM

Talk to Thor. (The mod, not the Norse God of Thunder). On second thought, they may be related somehow....

TJ55 · #7 07-26-2011, 08:02 PM

Quote:

Originally Posted by Phalex

Talk to Thor. (The mod, not the Norse God of Thunder). On second thought, they may be related somehow....

PM sent. Thanks Phalex.

**Thor** · #8 07-27-2011, 09:04 AM

I have always wanted 100% commission based sales. My reasoning for this is that I do not want to cap my income. I have enough confidence in my sales abilities that I want a line to sell that can maximize my profiit, whether through volume, effort or quality.

100% commission is the recession proof job, if you don't sell, they don't pay you.

If you have a chance, get yourself a copy of Tommy Hopkins book, Mastering the Art of Selling. Tommy launched me on the path to a very succesful sales career. I never looked back. That will be the best 10 bucks you spent on a used book on Amazon in your life.

Is restaurant supply as you describe 'food' or all equipment. They are totally different industries. Food is meat, seafood, ingredients, vegetables, chemicals and paper to restaurants, hotels, C Stores, hospitals, prisons, Church fish frys etc. Equipment is ovens, fryers, stoves, tables. mats, etc. to the restaurant industry.

Which sector it is in would change my advice a bit, so I am curious which segment it is in.

charlie monroe · #9 07-27-2011, 10:50 AM

POV = Personally Owned Vehicle

TJ55 · #10 07-27-2011, 11:57 AM

Quote:

POV = Personally Owned Vehicle

Yes that would make sense considering what followed it. My bad.

Quote:

Which sector it is in would change my advice a bit, so I am curious which segment it is in.

They seem to do it all. They have a huge warehouse as well as can order specialty items from several major distributors and have it delivered directly to the customer.

Dry and frozen food products (canned/box), fresh meats, fresh produce, chemicals, disposable goods (cups/plates/utensils) , equipment (freezers, dishwashers, fryers, ovens) and smallware like spatulas, ladles, pitchers etc...)

**Thor** · #11 07-27-2011, 01:16 PM

In the trade, this is know as 'broadliner' distribution. I know people who make a very respectable living doing this. However, it is not an easy job, and like a lot of good sales jobs, the succesful people in it are reasonably organized and excellent at customer follow through, The job will take a commitment to your own success as well as that of your customers. I view customers as my partners, the products I sell perform well and make money for them. If not, they don't need me.

This type of selling is very different form retail, or cars, as the sales cycle is usually short, weekly or bi-weekly. With cars, you may never see the custoemr again. With food and perishables, there is an ongoing need for product.

Good selling skills such as cold calling, and closing skills are critical to your short and long term success. This may seem obvious but I have seen many professional sales people present good products but fail to ask for an order or program on them.

Hopkins is very good about basic skills tutelage and I reiterate reading that book for every sales person, new or experienced. Football players don't show up Sunday and play the game as superstars, they work on basic football skills every day. Good salespeople do the same thing. You don't turn in a good game without a lot of perspiration.

Good jobs like this are hard to find today, and the fact that you have been invited to interview is likely a big plus in your favor. There is a fair turnover rate of new guys. Typically, IMHO that is because of 2 main reasons. Some companies are very poor at identifying who is well suited for sales and who is not. The second reason is that some companies are very poor at training good sales people or don't want to make the investment in time and money and are willing to accept a higher failure rate in favor of less training expense.

It is good to identify who are the best sales people in the company and associate with them as much as you can. Develop good and successful sales habits.

We all have success stories. There was one guy who just wouldn't give me the time of day some years back, when I was on the street. I put him on the route, same time each week. EVERY WEEK. Eventually he gave came around, and turned into a great customer. Persistance and follow through do pay off.

You may not get the job. Use the opportunity to find out who their competitors are and make some appointments for interviews there as well.

Some of the good houses in KY are Sysco Louisville, US Foodservice Paducah, Performance Food Group and so forth.

Good luck, and if I can be of assistance, please let me know.

Thor

TJ55 · #12 07-27-2011, 06:55 PM

That is fantastic stuff Thor. I truly appreciate it. Everyone else who chimed in as well. I've taken note of everything in the thread and will have a gameplan ready to execute Friday morning. I rarely spend any time on the computer during the weekend so I'll let you guys know how it went next week.

Thanks again,

TJ

TJ55 · #13 08-01-2011, 11:26 AM

Quick update since I promised one: Very uneventful is best word to describe it. Basically the picture I was painted is that there is at least 1 sales position that MAY open if the guy retires like he has hinted at. Exact quote about this guy was, "It could be next week, next month, or next year. Either way, we have your information and know how to get in contact with you."

Other than that I was taken on a tour of the warehouse and I was introduced around and conversation went pretty well. I was able to show my knowledge and ask intelligent questions (thanks again) and overall I think it went as well as it could have.

Still though, I'm not holding my breath and I've got several other irons in the fire. Until then I'll just keep L-I-V-I-N