The Top 10 Surprises of Job Searching for 2018? Here’s #9: Few People Negotiate the Job Offer!

Last week we covered Job Searching Surprise #10: The Rise of Interim Sales Roles. This week, Surprise #9: Few People Negotiate the Job Offer!!

Want to be paid what you are worth but afraid to ask for what you are worth? Join the team – you are not alone. Call this fear of jeopardizing the offer or simple denial of your self worth, I don’t know why this happens so often. Here are the numbers, according to the 2018 Jobvite Job Seeker Trends.

31% ~ How many folks negotiated their compensation.
85% ~ the number of folks who received higher compensation because they negotiated their compensation.
44% ~ the number who received a 5% – 10% increase when they negotiated.
21% ~ the number of who received a 11%-20% increase when they negotiated.
46% ~ the number who feel uncomfortable negotiating their salary.
26% ~ the number of females who negotiated their compensation.
35% ~ the number of males who negotiated their compensation.
23% ~ the number of males who used an offer from another company to negotiate their salary at their current company.
17% ~ the number of females who used an offer from another company to negotiate their salary at their current company.

The take-away? I think people are in denial about their value – they sell themselves short. A question – how much more money do you sense you could make if you hired a professional to train you on compensation negotiations? Bear in mind you are stepping into the ring with a seasoned heavyweight boxer – employers do this every day. You don’t. What you don’t know will hurt you. Consider employing our certified coach and negotiations expert, Brian. You will have the peace of mind knowing you are READY for your bout. Ask Brian about our performance guarantee (hint: you are risking nothing); Brian’s direct e-mail is icoach@medicalsalesmentors.com

Surprise #8? Coming next week. A hint? Man, we didn’t see that coming.

Considering a job search soon but you’d like some help? Check us out: www.MedicalSalesMentors.com Your mentors are Mark, Bonnie, Matt and Brian. Let’s talk about your goals and how we can bring them to fruition. Our motto: Our Trust Agents + Our Branding = Your Job Search Success.

The Top 10 Surprises of Job Searching for 2018? Here’s #10

Any teacher or mentor will tell you they learn a lot from their students. Likewise, with us – for the last 21 years we’ve focused on helping folks land their desired role in medical-healthcare sales. We’ve been averaging 200 customers a year – and learning, improving and – being surprised – along the way. I’m not sure who said “The only thing that never changes is change itself” but they were wise. It is that time of year for us to reflect on the 10 elements of job searching that “surprised” us (“us” – we are a staff of 4 mentors) – this insight helps you in your pending job search.

We have 10 surprises – we’ll start with #10 and work our way north. . .

Surprise #10: The rise of interim sales roles.
Quoting from Society of Human Resource Management, 2018: “Employers will need to figure out how to adapt their screening processes to the fast-growing contingent workforce in 2018. Contingent workers—staff not on the employer’s payroll—may be engaged for a particular project or time period and be self-employed or employed by a third party. According to the Bureau of Labor Statistics, nearly four out of five employers use some form of nontraditional staffing such as hiring freelancers, temporary workers or independent contractors on an as-needed basis.”

We (Medical Sales Mentors) see a rapid rise in employment for interim sales roles. It sounds a bit cold, but this is sort of like “leasing” talent for the short-term. Up until 2 years ago (2016) we saw the likes of Quintiles, Inventiv Health, Publicis and PDI. Some of these companies merged (e.g. Quintiles merged with IMS in 2016; INS merged with Inventiv Health in 2017 to create Syneos Health). This list goes on to new and unfamiliar names – you ever go to a family reunion and wonder who the heck all these younger faces are? Yup. It’s like that.

The take-away? Keep your mind open about what it means to have a “permanent” job these days – the line between “permanent” and “temp” has blurred. Above all else, don’t have a false sense of “job security.” You must be ready at all times to launch your job search. If something landed on your lap today, would you be ready?

Surprise #9? Coming next week. A hint? Mark’s Twain quote: “Denial ain’t just a river in Egypt.”

Considering a job search soon but you’d like some help? Check us out: www.MedicalSalesMentors.com Mark, Bonnie, Matt or Brian will be happy to speak with you about your goals and how we can bring them to fruition. Our motto: Life is too short – work some place you love. The price tag on your sanity is much larger than the cost of our services. We’ll help you get there through our branding and inside contacts. We only take on projects where we feel we can hit our performance goals.

Psst. Buddy – you job searching?

Psst. Buddy – you job searching?

Job searching used to be simple. We had a beer with our buddies and let them know we were looking and voila. Today job searching has morphed into something unrecognizable involving the retreat of recruiters as a primary source of help (Now approx 5% of placements) and the advance of employee referral programs (Now approx 40% of placements) as the new #1 form of talent acquisition. So the battlefield has changed. And we’re at working thinking how it should be against the law to be smarter than our boss and we’re recycling every CSI episode to consider ways for our boss to, you know, disappear.

Well some good news.

Your priority is to land a great gig but not jeopardize your current role. You’ll want to start with branding: making a product out of yourself. But that is not the heart of this article – we’re talking about once your branding is proper and you are set to look for your new role. We conduct a “Guerrilla Job Search Tactics” workshop here where I learn something new every week. Here’s some intel from the front lines of the battle: 2 Great New Ways to Conduct a “Stealth” Job Search.

1.) When you mention your name on Linkedin, modify your first name or last name, e.g. John Smith becomes: John A. (first name) Smith (last name), or John (first name) Smith, MBA (last name). This little tactic makes it hard for your employer to discover you are in a job search mode and they may think you don’t even have a LinkedIN profile. But, unlike your current employer, other employers aren’t looking you up by your name – they are finding you via key word searches that tie into their Taleo Systems or via your LinkedIN URL hyperlink which you have very cleverly affixed to your resume. Somewhere Dr. Evil is whispering: “Oh. . . I like that.”

2.) Another cool tactic. The ‘Summary” section of your Linkedin profile. This is the widest read portion of your LinkedIN profile. Be sure to mention something about “enjoying” your current role with XYZ company. If your boss manages to find you on Linkedin, he/she will nod in approval on reading what a happy camper you are – and other employers love ‘contented/passive’ job seekers!

Man we are sneaky. But that’s how we conduct effective “confidential” job searches. If you’d like to consider a “stealth” job search, don’t wing it – call us. Your career – and your sanity – depends on conducting a confidential job search.

888.299.0837 or mark@medicalsalesmentors.com

Two Cool Ways to Land a New Job This Summer

A word of encouragement for those of you whose kids just got released from school for the summer. This is another of those yearly milestones, followed by summer vacation and the start of . . . wait for it. . . the holidays. I wanted to share with you painfully obvious stuff: life is too short to work somewhere you don’t like and making your boss mysteriously disappear is probably against the law. So, I’d like to nudge you towards a quiet little job search. Something that encourages you with real results, requires minimal time and effort and doesn’t raise a red flag with your current employer.

1.) Open up your LinkedIN

2.) Click on “Search”

3.) In the drop down screen, click “People”

4.) Click “All Filters”.

5.) Plan A: for connections, plug in 1st levels in your industry (e.g. Medical Devices), for location put in your nearest major metros. What you will find: you’ve got some friends here you haven’t spoken with in eons and they are now working for companies you are interested in. If you trust these friends to keep your potential job search in confidence, call them. Ask them how they like the new company. This is your fast track into advertised and unadvertised roles. Does it work quickly? Yes. Why? Because it’s all about leveraging your “Obvious Allies”. The trick to this working? Only talk to folks you trust.

6.) Plan B: for connections, pick 2nd level, plug in your industry (e.g. Biotech), put in your location (zip codes are great – distance from zip code in miles), and put in your college. What you will find: who is your college alum in your backyard who you ALSO share a 1st level connection with – a “real” person, not a recruiter connection. Here’s what you say in your invite to them: “Hi (name of person), I’m also an XYZ alum, and I see we share a connection also with (name of person), inviting your connection and possible future conversation. The trick to this working? Only work with a trusted mutual connection and always ask your mutual connection if it is OK to “name drop” their name when reaching out to this college alum.

As you can see “trust” is everything when it comes to successful job searching. Which is why we spent 21 years developing over 350 “trust agents” (door opening contacts at the companies you pursue – each a previous customer.) If you hate job searching – and would like to minimize your time in your job search – we would like to remedy that for you; check us out (see our NEW website) at www.MedicalSalesMentors.com You’ll find that like you, we are one-of-a-kind. 888.299.0837.

Do You Feel Uncomfortable Negotiating Your Compensation?

For those of you who follow this condensed series, “News By The Numbers” reflects key numbers in your job search – the “stuff” they never taught us in college which now impacts your job search success. We cut to the chase for a quick 3-minute read.

More insight from JobVite’s 2018 Job Seekers Nation Study – per interviews with 1500+ job seekers. Topic: Salary & Compensation Negotiation.

31% – that’s the percentage of folks who negotiated their salary.
85% – the percentage of the above who received higher pay – definitely ask and ye shall receive.
44% – received 5-10% higher pay.
21% – received 11-20% higher pay.
46% – of folks felt uncomfortable negotiating their salary.

Do we specialize in helping you negotiate a greater sign-on package. Yup. It’s the best $100 – $200 you will ever invest. Not unusual to see that investment generate $5000 in greater compensation. Will you make more with our training than doing things on your own? Heck yes. “How to” books don’t cut it and you WILL likely leave money on the table unless we train you. E-mail us for details: icoach@medicalsalesmentors.com and if you are also interested in interview skills training, now is the time – not last minute. Life changes on a dime and you need to be ready to negotiate and interview now. Our direct phone: 888.299.0837.

Like this article? Share it with a friend. Then, when they make $5000+ more in sign on compensation, they owe you dinner. It’s only fair, right? I recommend Ruth’s Chris Steakhouse. 🙂

The Power of a Thank You Letter

As a 20 + year Human Resources Professional, I can tell you that a well written Thank You Letter after an interview can make or break your ability to stand out from other candidates. I believe most job seekers think it’s a good idea, however, in my time as an HR Director, I did not see this happen in every situation. In fact, my hiring managers often used the interview response as a key for separation of those who were running close in skills and experience. We would purposely look for the candidates who followed up to addressed issues from the interview and look for those who were engaged enough to mention our company’s strong points which were given to the candidate in the interview.

What should this thank you letter look like? What should be included? Should it be sent via email or a snail mail card? Let’s address these valid questions. I did some research on this subject and here is what I found. HCareers has some very specific advice for sales job seekers to set themselves apart during the after the interview process they stress the importance of a thank you to the employer after an interview. Alison Doyle, one of industries most highly regarded career experts shares her tips for a “Thank You” response from her article, April 2018.

• “Consider sending an email. If time is of the essence, send your follow-up letter via email, with your name and “thank you” in the subject line of the message”. I recommend sending it directly to the hiring manager if possible.

• “Express your enthusiasm. Emphasize your enthusiasm for the job. This is your final chance to tell the employer that you believe you are a good fit for the position with their organization”. I suggest you are specific about these details and reinforce your specific skills and or accomplishments.

• “Include anything you forgot. If you forgot to share an important related experience, or some other valuable piece of information, this is a good place to do so. You might also clarify anything from the interview if you feel you did not make a strong first impression in the interview”.

This is a great time to address the employers concerns. HCareers calls this, “Show them you were listening”. HCareers also states, “Be specific, don’t recount the entire conversation, but it’s great to mention one or two specific things that came up in the interview, especially things that were relevant to the job position you interviewed for.”

• HCareers encourages, “Suggest a follow up. End on a positive note by saying thank you again, and then, depending on how you left it in the interview, mention that you are available to talk again in person or over the phone in order to answer any questions the interviewer might have.”

I truly believe those who do not send a follow up thank you risk not getting a second interview and don’t show the employer they are engaged in the process. This little thank you letter or note gives the impression you follow through, you are considerate and respectful of the hiring and screening process, how you will work well with others… it touches on many areas of “the fitness” you bring to the position and team.

Lastly, Alison Doyle reminds us to check ourselves, so we don’t wrack ourselves:
• “Edit, edit, edit. Whether you send the note by mail or by email, be sure to read through the message carefully before sending it. You are still trying to make a strong impression, so a professional, well-written letter is key.”

If you are an experienced sales professional seeking 11th hour intel on winning today’s job search “game” – visit us: MedicalSalesMentors.com Some folks mistake us as a recruiter or an outplacement firm – we are neither: we are a specialized boutique service that helps experienced sales professionals land great Medical Sales roles in minimal time using our proprietary tools and our proprietary network of inside contacts. No one else provides these advantages to you: not recruiters, not outplacement firms. We are an industry of one.

Why 30% is a number critical in Your Job Search Success!

So when JobVite interviewed over 1500 job seekers for the 2018 Job Seekers Nation Study they discovered that:

Almost 30% of job seekers have left a job within the 1st 90 days of starting their new job(!).

Asked why they left?
43% cite their day-to-day role wasn’t what they expected.
32% didn’t like the company culture.
11% simply changed their mind because they received a better offer after starting work.

The take-away: don’t be discouraged when you miss out on a job where you are among the finalists! It is definitely worth your time to carefully monitor that newly filled role – and if we’re playing Vegas odds here – 30% is a pretty darn good number to bank on.