There are numerous reasons why sales professionals might take a break from the profession, and return later in their life. There may be family commitments, a desire to work abroad for a while, or to try something different such as teaching or setting up an ecommerce business.
Stepping back into a sales role might not be as easy as you’d hope. Some people send out their updated CV and discover it’s very tough today to appeal to recruiters that might have a pile of more immediately relevant CVs in front of them. But the idea is feasible, as Paul Duffield, director of recruitment specialists BetterPlaced HR, explains.
“Nothing is insurmountable – some employers are open-minded,” he says, “but in the current market, where employers receive many applications, they are looking to screen them.”
Promote your past experience
The trick to returning to sales is to promote your past experience very clearly in your CV and covering letter, and to use the work or even parenting you have been doing in the meantime to demonstrate how valuable new skills have been developed. Duffield advises applicants to work hard to draw attention to their relevant background and skills, which, even after time away, will count. “Employers will ask if you have experience in a key area, such as negotiation or managing a team. Those sorts of skills are never out of date.”
Get some current experience
It is important, however, to get some current experience under your belt – and on your CV – again. Having a relevant job title takes you a step closer towards re-inventing yourself and an interim role can be a route to getting this experience.
Other tactics to consider in the current climate include making a direct approach to local, large employers (and so circumvent the rigorous screening processes which they ask agencies to put in place), or asking employers for work experience.
Taking a sales course at your local college will be invaluable, and will bring you up to date with the latest sales techniques and CRM systems. Visit the Institute of Sales Management and the Chartered Institute of Marketing for an idea of courses available.
There are also many industry seminars and workshops held around the country, so look out for relevant ones to attend, and learn as much as you can about what sales recruiters will be looking for.
Returners and job hunters should follow the golden rules:
• Write a CV people will notice – Recruiters spend around three seconds glancing at a CV when they do the initial sifting. Make sure it is set out with white space and easy-to-read essential contact information with a profile that lists proven experience and the role you are now looking for.
• Keep your CV short – List your academic qualifications at the end of the CV and make sure that the CV is no longer than two pages.
• Tailor job applications to the advert – Don’t be afraid to use your CV or covering letter to repeat some of the words used in the advert and to show how your experience and outlook reflect those of the recruiting organisation.
• Demonstrate achievement – Use the CV to show key achievements in your current and previous role. Recruiters are not just interested in what you did, but how you did it and the benefits you brought. Emphasise transferable skills – for example, data analysis, negotiation, communication skills, social media skills.
• Keep covering letters brief – You only need to use a handful of paragraphs in your covering letter. These should show why you are applying and give a brief overview of your career achievements.
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