( I like to start out my job descriptions with a bit of intrigue. I put some interesting factoids in the first paragraph regarding either the market or the company. This piques their interest and they move on into the job description.
Next, I hit them again right between the eyes with the requirements of a strong, sales superstar. I can’t stress enough how important it is to put this out in front of them right in the beginning. And if you are afraid that this will turn off potential applicants, you are right! BUT…it will turn off the weak ones; the strong, heavy-hitters are drawn to it and will continue reading.
Then, move into the strong points about the company, discuss the job position and their role in the company. And then again, before you go into the compensation discussion, tell them again that this requires a powerful communicator and someone who can handle push-back. Then soften the blow by discussing the income potential they will receive for all their efforts. Again, yes we are weeding out the weak applicants, and the ones that can handle it will move on to schedule an appointment.)
Good Day.
This is an interesting situation. For the right person it’s a huge opportunity. Listen to this: did you know that cloud storage and related services are expected to increase by a factor of 3 to 5 in 2011 alone? Our publicly- traded and very successful Internet cloud storage and collaboration business is based in the greater Dallas, Texas area and they have a desire to increase revenue significantly over the next 12 months.
Before we continue, this job requires a sales superstar, a top-performer who has a track record of proven success throughout their career. If you don’t have the drive, the ambition or the desire to win at everything you do, then you are not a candidate and please don’t waste our time. If you are new to B2B sales and don’t have professional selling experience, do not apply for this position. On the other hand, if you’ve been frustrated by companies that don’t get it, that limit your commissions or play games with your comp plan, then you will love this environment. We are looking for a true leader who can write their own ticket in this progressive organization. This opportunity is big, if you have the stuff of greatness.
Since our company’s inception in 1995 we have been in a leadership position in the explosive-growth cloud storage industry. Business continuity and disaster recovery are driving this growth and nearly 80% of IT managers are looking at cloud-based services when they start their next hardware refresh cycle. Migrating to these services is a priority for 44% of IT departments in 2011, which is nearly double the number just two years ago. Make no mistake – there is a huge opportunity in this multi-billion-dollar market, and this is one of those BIG TRENDS that you can’t afford to miss.
Our company has over 350 corporate clients with names you’ll know, and their solutions are award-winning with “Editor’s Choice” picks in top industry publications. Our services go far beyond basic cloud storage, and include “deal rooms”, business portal sites, online team collaboration, professional file distribution, and offsite backup, all of which are key to the tremendous expansion the industry is experiencing.
This position can be part of your lifestyle. However, if you don’t have solid sales experience being a top producer, and contributing directly to the revenue stream then please don’t apply for this position. However, if you do have the management skills, and the professionalism to handle talking to people about your products and services all day long, then I want to speak to you. If you don’t have this experience, please don’t waste your time applying, as you will not be interviewed.
The role we is looking to fill is a full time position where results are rewarded. Ideal candidates will have strong skills in negotiation, sales planning and forecasting, software, web, and data-storage market knowledge, and sales-team management experience. You must be the best at prospecting, presenting, and closing sales. You’ll need to get in front of your customers, face to face, in order to build great relationships. You must be creative and have the ability to think outside of the box if you are going to excel here. In addition, I am looking for someone that has knowledge of consultative selling techniques and relationship selling: the ability to achieve a great outcome for the customer while maximizing our sales performance, all done in a professional and sophisticated manner.
The successful candidate will be responsible for the entire sales process from sales calls, the follow-up of all leads (this only happens 50%-75% of the time currently, because of inadequate sales staffing and sales training), sales pipeline maintenance, preparation for and participation in regular account reviews, assumption of responsibility for all sales staff, input on collateral marketing materials and concepts as well as sales and marketing budgets. Most sales are completed through phone and interactive WebEx seminars, but some light travel is also expected.
You should be experienced in building sales teams from scratch that produce constant and expanding growth with a hands-on approach. Strong sales and presentation skills are needed. You will need to have equally strong people management skills; you need the ability to recruit, and manage a team. First, you must have the ability to hit the ground running with your own personal successes to lead the way while you build and develop your team. Leadership by example is expected.
The 3 weeks of training we provide is excellent, and you’ll learn our business quickly. You will receive full training in all of our offered services. Training regarding collateral sales materials and typical client engagement will be provided. The compensation plan includes a $75,000 base salary plus a great commission package. In addition, you’ll receive 100% company paid medical, and dental coverage. In addition, a combination of 2 weeks of paid vacation, plus personal days as well as typical holidays will be available to you. You will be based out of our home office located in the greater Dallas area.
This is a serious opportunity to earn serious compensation. The value proposition is compelling; the average customer pays about $5,000 per year; but some clients generate much more revenue, upwards of $100K per year. As your compensation, you (and the sales team) will receive 10% of the net annual customer business you bring in, including renewals, upgrades and adjustments for existing accounts. Details are included in the employment agreement. Currently, 95% of their customers renew, so once you build your client base, you’ll have a huge ongoing commission stream. You can do the math; a serious superstar can easily exceed $120,000 in total compensation the first year and $150,000 the second year, and well beyond that by year three.
Now, before you say, “Yeah, but is it reasonable to sell like this?” The answer is YES, it is. This is no “pie-in-the-sky” opportunity. If you are the right person, you’ll do even better. Important: Don’t go to the next step if you have not already been a top producer and can prove it. This is a sales position requiring superior phone, communication, and presentation skills. If you aren’t in the top 10% everywhere you’ve sold, we just aren’t interested. If you have the stuff of greatness, we will know it right away. Move on to another opportunity if you think this is “just another sales job.” It’s not. It’s a chance to build a career with a growing business that is ready for a professional salesperson to take charge of their selling.
The ideal candidate will have a proven track record of success in positions which require self-discipline and independence. The communication aspects of this job are paramount; you must be a fantastic communicator. You must possess a solid ability to communicate effectively through both oral and written media (persuasive, professional writing skills). You must be self-disciplined, organized, and driven for success. Proficient knowledge of Microsoft Office and CRM software and basic web technology is required. We are looking for people with a Bachelor’s in Business, Communications, or Marketing specific degree.
Take the next step only if you have the maturity and vision to see a career path that brings you and your family further than you could imagine working for a big corporation. This is a great business and if you are the right person, you will have a home here for a long time. One more thing, we check references and you need them. If you don’t have proof of what you’ve accomplished, you won’t get an interview. Further, your professional, supervisory references are part of the testing process. We will contact previous employers. We look for a strong, solid work history reported to us honestly and accurately.
The next step is to talk to me, and I will be able to tell if you are even close to what we are looking for. Click this link only if you are a sales superstar and you are ready to roll up your sleeves and get to work.
To book an appointment with me directly, click here:
Schedule Appointment
Sincerely,
Your Name
