In the back of their mind, your interviewer is asking themselves: Why should I hire this person? (Give you a chance.)
When you’re sitting in front of your interviewer, they’re asking themselves several questions:
- Will this person fit in with the current team?
- What will my boss, and the current team, think of my hiring this person?
- Can this person hit the ground running?
- Is this person manageable?
- Is this person a flight risk?
An interview is a sales meeting. If you hope to make the sale (get hired) as the seller (job seeker), you’re going to need to provide several benefits why the buyer (the employer) should buy what you’re selling (your skills, experiences, ability to obtain results).
Every professional salesperson knows the adage, “Features tell, benefits sell.” Numbers, whether your results (revenue generation, process improvement), savings (money, time), increasing profit margins, reducing inventory shrinkage—whatever results you achieved for your employer that positively impacted their bottom-line—are the benefits (you’re able to achieve results) of hiring you.
In the business world, numbers are king. Numbers are how success and failure are quantified. (e.g., profit vs. loss, customer satisfaction scores, monetary savings, retention rate, share value increasing or decreasing, percentage of market share) Therefore, when selling yourself, you need to be talking numbers—the language of business. As much as possible, use numbers to quantify your skills, experience, and, most importantly, your results. You want to give your prospective employer a semblance of what can expect from you—what their ROI from hiring you will probably be.
Providing numbers that quantify has many benefits when it comes to selling yourself.
- Gives credibility
- Paints a clear picture of your previous work environment and your results.
- Numbers have an equivalency of being tangible. Numbers aren’t merely your opinions. (Employers hire to achieve results. They don’t hire opinions.)
- Offers a sense of what ROI the employer can expect from you.
There’s a huge difference between a candidate who says, “I’m a team player.” versus “For 6 years I was part of a team of 8 inside sales reps collectively responsible for reaching an annual sales target of $15 million. Last year I exceeded my sales target of $1.875,000 by 20%, ending the year with $2,250,000 in sales. The average medical device Medicado sells for around $1,500, which means I sold approximately 150 medical devices.”
Which candidate gives a better picture regarding what an employer can expect from them as an employee:
Candidate A: “I took calls from customers.”
Candidate B: “I took on average 50 to 80 calls daily from existing Wonka Industries customers. I’d say approximately 40% of the calls were complaints, which I would rectify. However, the other 60% of the calls were from customers looking to know more about Wonka’s products lines. These calls were a chance for me to sell the caller on our many product offerings rather than for the caller to go to our competitors. Last year I sold over $2.6 million, which was the highest sales out of 15 CSRs in my call centre.”
How about this comparison:
Candidate A: “I was the top salesperson for my division for 3 years.”
Candidate B: “In 2018, 2019 & 2020, I was the top salesperson for Pinkbridge’s Quebec and Atlantic provinces region, which comprised of 5 salespeople. I had to make good use of my French speaking skills. In the fourteen years I was with Pinkbridge, there wasn’t a year when I didn’t exceed my sales quota by less than 30%. Last year I brought in $9.3 million in direct revenue.”
You can see how using numbers greatly enhances how your interviewer can envision your achievement(s) and the expected results you’d bring to the business. This is how you sell yourself!
It goes without saying, without a healthy revenue stream, a business will not exist; therefore, the only number that counts in business is revenue. So, as much as possible, quantify how the results you achieved for your previous employers impacted their bottom line. This can be in the way of revenue generation, savings or process improvements that enhance productivity.
Here’s a tip: When wrapping up your next interview, say something along the lines of, “As my resume indicates, I did over $5.5 million in revenue (or insert whatever results you achieved) for JBonded Inc. I know I can do the same for Rivertronics.”
Using numbers is how you answer the interviewer’s question: Why should I hire this person?
Nick Kossovan, a well-seasoned veteran of the corporate landscape, offers advice on searching for a job. You can send him your questions at email@example.com.
Rogers family boardroom drama unlikely to impact deal to buy Shaw
A boardroom tussle at Rogers Communications Inc is unlikely to hinder its C$20 billion ($16.16 billion) buy of Shaw Communications, analysts said, but the family drama is continuing at one of Canada’s biggest telecoms companies.
The board of Rogers on Thursday voted out Chairman Edward Rogers, son of the late founder Ted Rogers, after he tried to replace Chief Executive Officer Joe Natale with another executive.
Hours later, Edward Rogers said as chair of the Rogers Control Trust, the family-controlled entity that owns the majority of ownership shares in RCI, he would remove the five RCI board directors who acted against him.
Rogers’ move is the latest in a tumultuous period, during which he has been at odds with his sisters and mother, all of whom are also board directors and who backed Natale.
The company said on Friday that it had not received any documentation from its former chair with respect to the attempted removal of directors, and would consult with its lawyers about the legality of Edward Rogers’ move.
“The company is not aware of this mechanism ever having been utilized in respect of a public company in Canada,” Rogers Communications said in a statement.
J.P.Morgan analysts said they hoped the boardroom battle would not overshadow the timeline or approval process of the deal to buy smaller rival Shaw.
“We maintain our base case that Rogers will be able to close its transformative acquisition of Shaw in 1H22 following the divestiture of some or all of Shaw’s wireless business,” J.P.Morgan wrote in a note to investors.
While the company’s bid for Shaw would further boost its position in Canada’s highly concentrated telecoms market, it has attracted scrutiny from multiple government regulators over whether it will decrease competition.
Scotiabank analysts said they expect the deal to get regulatory approvals within the planned timeline of first half of next year.
The structure of the Rogers Control Trust is a unique feature among Canadian companies, said David Brown, a corporate governance consultant.
Normally each family member would control their individual shares, but Ted Rogers’ estate set up the trust to represent all the family members together, meaning the 97.5% of Class A ownership shares are controlled by the family trust vote as one.
The purpose seems to be to “avoid impasses (between family members) that would block any votes from getting through the organization,” Brown said, adding that the structure gives the chair of the trust “some pretty unprecedented powers.”
But, he said, Rogers is still accountable to the family.
“Edward is allowed to do what he’s doing until the rest of the family step in and stop him,” Brown said.
($1 = 1.2377 Canadian dollars)
(Reporting by Uday Sampath in Bengaluru; Editing by Sweta Singh and Arun Koyyur)
Walmart recalling 3,900 bottles of room spray due to possible dangerous bacteria- U.S. CPSC
Walmart Inc is recalling around 3,900 bottles of its Better Homes and Gardens-branded room spray due to the possible presence of a rare and dangerous bacteria, the U.S. Consumer Product Safety Commission (CPSC) said on Friday.
The U.S. Centers for Disease Control and Prevention has been investigating a cluster of four confirmed cases of melioidosis including two deaths in the country, although the source of these four infections has not been confirmed, the CPSC said.
(Reporting by Praveen Paramasivam in Bengaluru; Editing by Aditya Soni)
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