I am hearing more discussions about incredibly large responses to sales job postings in this present economy. Some of the companies I talk to are overwhelmed by the sheer numbers of resumes they receive. I went back to look at an old article we wrote back in 2005 when the economy was in a much stronger position. In today’s economy, the points are even more applicable: If your ideal sale starts at the VP level, state in your ad that a needed skill is the ability to communicate at the VP level. If your sale involves many competitors, state in your ad that the successful candidate is able to close… Read More
Continue ReadingA Forecasted Position
Here is an ad item I have not seen before: **** is A Forecast Positing for Minneapolis, MN area *** Do you get the feeling that line was an internal communication? With a spelling error? Whatever the reason, it single-handedly derails the ad…and wastes the money spent on it. Any sales candidate who sees “forecast” for the position instantly knows that it is unqualified. My guess is that the funding for the position is not approved yet. The fact that I can make that assumption neutralizes the ad.
Continue ReadingBad Ad Writing
From a sales ad I read this morning: Blackberry device is needed, but optional. Apparently coherent writing is needed, but optional.
Continue ReadingNewspaper Meet The Dodo
This is an advice column from the Selling Power archives: E. Kinds of ads. Classified ads are found in the help wanted section of the newspaper, organized on the basis of occupation or industry and often alphabetized by the first word of the ad. Display ads have special borders with the company logo and sometimes artwork, drawings or photos. Open ads identify the name of the company. All inquiries from such ads must be answered, usually by mail or phone. Blind ads do not reveal the name of the company; the reader is asked to respond, by letter or resume, to a box number. In this case, you can respond… Read More
Continue ReadingSubtle Morons…I Mean Oxymorons
I have seen versions of this statement appearing in quite a few sales ads: The ability to work well independently and within a collaborative environment I think I understand what they are saying, but it is a poorly constructed bullet point. Independent salespeople tend not to work well in collaborative cultures. The same is true of collaborative salespeople, they tend to struggle in an independent role. For me, this type of writing is either lazy, unfocused and/or wishful. The better approach here is to define what a typical sale looks like in your company. Use that information to determine if you need a salesperson with an independent mindset or a… Read More
Continue ReadingA Minimalist Job Posting
Here is a sales job posting I clicked on this morning: Regional Account Executive- Minneapolis About the Job That is it – the rest is a scrollable white page. It gets better – the hiring company is in computer software.
Continue ReadingHumble Ad Writing
Honestly, I came across this title to a sales ad: I make more money in a month than you make all year Fantastic! That is one humble title. As you can imagine, the ad is written in a casual, confrontational style to challenge the most aggressive sales candidates. I wouldn’t write an ad this way, but true confession – I got a kick out of it.
Continue ReadingTwice The Fun
Here’s a headscratcher from an ad I read today, Sept. 10: On September 30, 2009, ABC Company will be upgrading the technology we use to receive job applications. Due to the upgrade, you will be asked to reapply to any jobs you have bid on. Any job applications, resumes, and/or cover letters that are submitted to ABC Company prior to September 30th, will not be converted to the new system. They are advertising for a sales position…today. So my assumption is that if I am a candidate, I can apply today and hope they are so overwhelmed they contact me immediately. Right? Otherwise, I will need to reapply in a… Read More
Continue ReadingHiring A Robot
This is an actual title from a sales ad I read this past weekend: TSM-IL (203684-022) Good grief. Unless you are hiring a specific model of robot, do not do this when writing your title.
Continue ReadingOverwritten Ads
I keep an eye on the sales employment ads looking for trends, positions, companies and prospects. I admit it. One of the aspects that catches my attention is the sheer length of some of these ads. It seems apparent that some companies simple publish their internal, HR-drive job descriptions as an employment ad. Mistake. Ads that incorporate this style read as an onerous task list as opposed to describing the opportunity and, more importantly, describing the ideal salesperson in his or her terms. The salesperson should read the ad and think to themselves, “Those are my skills, those are my strengths.” Many ads like to list the reporting requirements of… Read More
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