HOW TO FIND A SALES POSITION
by Michael J. Galante

Many companies prefer to hire "turn-key" salespeople. That is,the salesperson with existing accounts or contacts and a proven track record in their industry. While this is the norm, other qualities are also highly regarded, and if your possess them you can land the right job.If you are interested in changing jobs, or in some cases want to break into sales, you should be aware of what sales managers and company executives are looking for before applying.

The following list outlines the top 10 characteristics companies seek when hiring sales people, in order of importance:

0. Industry sales experience. The "turn-key" employee becomes effective much faster.
   
   
1. Ambition/drive/work ethic. "Self-starters" is a phrase you always see in Help Wanted ads
   
   
2. Interpersonal skills. This goes beyond enjoying people.It is the ability to listen and motivate people to action.
   
   
3. Spontaneity. The ability to think on your feet and react to new situations effectively.
   
   
4. Tenacity. Having the guts to keep pressing (low pressure) for the sale when a prospect says "No".
   
   
5. Verifiable record of achievement. Not only in sales, but also in other ventures. People who succeed in other areas may excess in sales.
   
   
6. Product knowledge. A person already in the industry has an advantage. They know the products, procedures, etc.
   
   
7. A network of contacts. The more people you know the more chances of finding prospects. Networking in the 90's in critical.
   
   
8. Professional appearance. Your appearance, hygiene and mannerisms still count.
   
   
9. Integrity. The days of slick selling are over. Successful salespeople know how to build long term relationships with clients.