"It's Taking Twice as Long for Someone to Find a New Job Today, It's Not You!?" - 11/06/19 Edition
Stephen Says Column
Dear Stephen:
I am a professional sales rep in the contract interiors industry. I have worked for a dealer, but most of my career I’ve been an A&D representative at a major manufacturer. I have also worked for one leather company and most recently a floor covering company. I’m a 48-year-old woman, and by today’s standards, I have been very consistent in company loyalty and not jumping around. I know what a “retread” is, and that is certainly not me. I do have a strong personality, and sometimes it can be a problem. I have also come to believe I’ve made one to two wrong job choices along the road.
All in all, though, I usually play well with others and have fairly good credentials. I am very involved in IIDA, LMNOP and CoreNet. I have a strong client base of senior designers and am friends with all the dealers.
My job search has been ongoing since June. Many interviews and several multiple interviews but not one offer. I am tired of my friends explaining how great the job market is since the labor market is tight and wondering why it is taking me so long. It is definitely not an age thing because I have friends in their 60s landing new jobs left and right.
I have read your advice about taking jobs at B or C level manufacturers. I’ve tried this, and it’s not working either. This search is starting to make me truly depressed, and it’s affecting my attitude on new interviews. Please help!
Signed,
Almost Desperate
Dear Desperate,
First, let me say that despite the unemployment statistics and allegedly robust economy today, I am hearing more and more about how truly long it takes for people to find a new job, whether employed or unemployed. Do not kid yourself, it is tough out there. This is especially true for sales reps, my area of expertise.
I’d like to be the first to put it out there: My Spidey Sense tells me that 2020 is not going to see continued growth in the interior furnishings industry. I have a feeling we are on the verge of a downturn. You read it here first! What I hear from manufacturers and dealers alike is they are still doing gangster business but are mostly working on orders they got in February through June of 2019, and that all of this will be completed in the first quarter of 2020. From the way it looks, once all of these 2019 orders are completed, and we begin to enter the second half of 2020, things will start moving much slower.
What does this all have to do with your job hunt? Slowing orders does not mean less hiring, it just means employers need to start hiring smarter and better salespeople who
have proven they can bring in revenue. No more wasted money!
The answer lies in your ability to prove to a potential employer the relationships you mentioned and the experience you have will result in real orders. Can you bring business and bring it fast? It is OK to be well networked in all the organizations you mentioned but companies want to see how your IIDA dues translate into revenue and how your CoreNet membership turns into actual projects. There is a big difference between being a good networker and a great salesperson. Are you getting what I’m saying? It’s nice that you get invited to that design director’s barbeque every summer, but how come you can’t walk away from it with a sale? Where’s the beef!
People who are unemployed today for more than four months usually have one of two issues: You have had great relationships but many have become stale, aged out and don’t translate into business anymore, or you are simply not in touch with your own reputation within the marketplace. Let me spell it out. You may not be as well liked as you think.
This is not uncommon. Designers and dealers will always be nice to your face, they may even like you as a person, but if they know you to be a sub-par salesperson they will have no qualms speaking behind your back. Hiring managers will usually be able to sniff this out. They are not stupid. Most can
immediately see the difference between a good salesperson and a good networker. Sales- people aren’t dumb either. Chances are you will know everything I’m saying is true about yourself as you read it. There are plenty of people out there who love to shake hands and make calls but cannot close.
It is incumbent on you to stop making excuses, figure out what’s going wrong and correct it. With you, that sounds like it means proving you can monetize your relationships and getting a handle on this strong personality you mention. No one likes a bossy person who does not listen. I think you know what your faults are and writing this letter to me is part of coming to terms with them. Now is the time to take action. Like they say in therapy, you know the issue, you just have to “do the work.”
Most importantly, do not stop interviewing or sending out those resumes. Any job search is entirely a numbers game. I am sure sooner or later you will land on your feet and find your dream job.
Best,
Stephen
You can send your workplace questions to Stephen at: StephenSays@bellow.press
Questions selected to be answered, will appear in this column. Please use the subject: Stephen Says for all emails. Stephen Viscusi is a bestselling author, television personality, and CEO of the Viscusi Group, global executive recruiters located in New York. Follow Stephen on Twitter @stephenviscusi. Like Stephen on Facebook and follow him on LinkedIn.
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