Huizenga College of Business Marketing Blog: Chart a Course to Your New Career
Chart a Course to Your New Career
Let's be honest, the job market for any industry is a tough one. New college graduates, who were once fought over like first-round draft picks by employers, now face competition from those with proven results and experience. Recent graduates across disciplines immediately assume that technical skills determine who gets hired; however, anyone who can think and learn can be trained in the technical aspects of most jobs.
What makes the difference for employers is one's ability to communicate, learn, grow a network and develop long-term goals.
Many cringe at the word sales, but everyone must be a good sales person in the professional realm in at least three instances: 1) The interview; 2) Negotiating for future benefits and raises; 3) Attempting to gain approval for an idea.
Success in landing the career of your dreams is based on very basic, but crucial non-technical skills: 1)	Time-management; 2)	Effective communication; 3)	Goal setting and achievement; 4)	Relationship building (networking).
Every job position within every industry requires new college graduates and seasoned professionals alike to communicate and demonstrate these skills in the interview, and throughout their career.
In order to stand out and be viewed as the right candidate, job seekers need to determine what the hiring firms are missing and communicate their ability to fill the need. The ability to identify gaps and create solutions provides a strong competitive advantage whether you are interviewing for a job or looking to increase productivity in your current position. Demonstrating this ability will set you apart from your peers and set you up for long-term success.
Consider the concept of consultative selling, a model that teaches individuals to engage in a dialogue that brings the buyer's needs to the forefront of any customized solution. The skill sets needed to successfully complete this model include relationship building, identifying the gaps between "what is" and "what should be" and strong communication skills. What makes this model so essential is its application outside the traditional selling career.
Medical professionals are faced with selling their patients on changing damaging lifestyle behaviors and actively participating in a long-term, mutually agreed upon health program. Engineers often have to sell changes to specifications demanded by clients/owners due to budget constraints, regulations or aesthetic harmony. Accountants and financial advisors must sell clients on the most appropriate investments options, balancing the client's risk, trust level and desired level of return. And small business owners and entrepreneurs need to sell themselves to investors in order to obtain required start-up capital for growth, creation or expansion.
You don't need a college degree for many entry level jobs. But taking a sales course and refining your communication skills can make the difference between getting an entry-level job, or an entry-level career.
Dena Hale, Ph.D., is an Assistant Professor of Marketing at Nova Southeastern University. Professor Hale is dedicated to providing a sales curriculum and consultative services that promote genuine salesmanship and integrity. About the Contributor
#1 by how to speakenglish on 3/21/13 - 5:07 PM
Sometimes the best university graduates do not find work at large companies. The opportunities come to those who learn, communicate, network, and have adequate experience. Academic ability is not enough to be successful in a career -- one also needs things non-technical as Prof. Dena Hale says.
#2 by Dena Hale on 3/22/13 - 5:44 AM
Thank you for your thoughts. In marketing, we often learn about differentiation and branding to compete with goods and services. We forget that these same concepts work for human capital (employment) as well. Everybody is part of the sales team in one form or another because all employees work to generate revenues for the firm. Soft, non-technical, or people skills are relevant across disciplines and career paths!
#3 by Beryl Fenton on 4/15/13 - 2:41 PM
The job market is so tough today that sometimes it seems as if no amount of selling of one’s skills and abilities will make a difference. Networking is important and all that but even that is failing many people because businesses are still recovering from the recession.
Beryl, you bring up a very good point. Some firms and/or industries are not able to hire. This is why good prospecting (and per-qualifying) of opportunities is important. Sometimes a sales person needs to assist the prospect with seeing where potential issues or problems exist, or even better, where missed opportunities exist.
#5 by Andrew Ruiz on 7/10/13 - 10:32 PM
In the job market of today, you definitely need to differentiate yourself, and market your skills effectively -- and even more important: how can these skills and unique attributes that job seekers have make an impact at the firm of consideration?
You need to be informed about the company's plans, position, and goals. You would be well advised to do similar research to a consultant before the interview, and ask your own pointed questions as well.
It is tougher now than in recent history to get a good job, one with the potential to lead to a career, at least I'd imagine so.
That said, the jobs are there if you are a good fit and can articulate your skills and vision for yourself and the company.
Knowledgeable and capable workers will always have the best odds, especially if they can communicate what they bring to the table.
Thank you for sharing Dr. Hale. I found this article very insightful!
#6 by Zara on 9/24/13 - 8:15 PM
Definitely, the job market is competitive especially to those who are still vying for any position in their dreamed workplace. It’s great that you have shared some ideas for guiding job hunters.