"Profiled in Peoria" - The Business of Furniture 5/04/16 - Stephen Says







Dear Stephen:

I am sure you hear this all the time, but I really do not like my job. The problem is I cannot afford to leave it. I am a sales rep in my mid-50s. (I am told I do not look my age though). In the past, I've made more money than I'm making now, and in my current job I like neither what I am selling nor my co-workers. I feel like I have settled with just having a job because I have to — my husband does not work, and I am the sole income for the family.

I have worked both at a dealer and a manufacturer in the past. Before this job, I worked at a major manufacturer, but I was let go and now I am "here" at a manufacturer whose name I do not want to reveal. It's an OK company, but I think I can do better. I am well networked in IIDA, LMOP. You name the initials, I belong. Through my own networking, headhunters and friends of friends, I have had numerous interviews with most manufacturers, including all of the top five. Each and every time though I have been told that I was the second choice and didn't get the job. I am beginning to think it is my age.

As an older woman who makes senior level money, I feel there is a pushback against me. People are nice to my face, and each of the manufacturers have given me multiple interviews. Some use Caliber type testing, others do not, but either way I keep getting passed over. I have received an offer or two, but all for B-level players, and ultimately it seems like I am better off staying where I am.

Any advice? Is there a "type" that major manufactures look for? What's the demographic of a sales rep today? Sometimes I think I scare them off with my salary demands based on my seniority. Who knows? There are so many openings today, I find it hard to believe one of the major players would not want me, unless there is some sort of bias against me. Tell me the truth, is there a "profile" these companies look for? And what do I do if I don't fit it?

- Profiled in Peoria
 

Dear Profiled,

Truth is, I think I the answer is a combination of everything you said and think — yes, it's probably tougher for you as an older woman, more on this in a bit though — but it also sounds to me like you are a "product snob" looking for a cushy ride for your final years and a major brand to pad your wallet. Who are you kidding? Everyone knows the major manufacturers are more liberal with expenses and accountability. I see your end game, and while it isn't noble, who am I to cast the first stone.

With that said, this is how you should be thinking about the major manufacturers: The brands are stronger so the doors get opened more easily, and the jobs are frequently more specified. There are cool sales meetings and lots of trade show visits. It's a very fun environment. I know. Private jets, yadda, yadda, all very enticing. However these companies, big and small, want to hire someone whose "individual brand" is as strong as their product brand. Make sense?

If you really have a customer base loyal to you (whether it be A&D, end user or dealer), and you want to work at a particular manufacturer, let their customers advocate for you. If your relationships are so great with real customers, that is, the people who specify a manufacturer's products, my advice is call in some favors and let these people call a regional manager or two on your behalf. A regional manager will listen to any legitimate specifier from a major A&D firm or end user. Let those relationships be your voice. It really does work.

Belonging to every organization is great, but do you deliver orders? That is something that's suspiciously absent from your question. And, good sales people make money no matter where they work. So get over yourself and your salary history. Like I always tell people, if you want to make a lot of money and stay in furniture, work at a dealer, not a manufacturer.

Moving to the other part of your question, the answer is yes, there are age biases, salary biases and gender biases in all areas of hiring. No doubt about it. Let's not pretend it does not exist. That does not sound like your problem though, after all you are working and have had other offers. And, I have never had a major manufacturer — or any company for that matter — talk about a specific profile they're looking for. They want your customer list more than your resume. You're just being a snob about where you want to work.

In sales positions there is less concern over bias factor if the salesperson has a legitimate customer base. I could place a 60 year-old who can open doors at a major design firm far more easily than I could place a 30-year-old who has no experience opening those same doors. In fact, if you look around you, you will see age is not such a factor in the furniture industry. Be more honest with yourself and realistic about the fact that there just may be someone else better than you who got the job you wanted, and this is especially the case when applying for positions at the major manufacturers. Also, change your expectations about where you want to work or how much you expect to get paid (notice I did not say "lower your expectations"). A new job is out there for you. Take my advice and ask one of your customers to put in a good word for you with a manufacturer. It will at least get you in the door. What happens after that is on you.

- Stephen

BoF
 

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Stephen Viscusi is a bestselling author, television personality, and CEO of The Viscusi Group,
global executive recruiters located in New York.
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