Taking the TIMED Approach When Selecting Your Next Opportunity

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In our last webinar, we discussed using our TIMED approach in selecting the right sales opportunity for you. The feedback was extremely positive, so I wanted to share this with our readership again here. The goal in using this approach is to have a system by which you weigh and select the best opportunity for you:

(1) Technology - Selling a unique solution is extremely important. But, while a key element, just remember: great technology with poor leadership will be trumped by good technology with great leadership every time. History consistently repeats itself here.

(2) Income- Most get mesmerized by this one, but should really be more focused on the other four components. Without strength in those four, that base of 130K and OTE of 300K will translate into a W2 of around 150K. After fourteen months, you will not have achieved your unrealistic quota and be back out on the street looking for a new position. Adding insult to injury, you will have to explain why you didn't hit your numbers during your interviews and won't have money in the bank to cushion a transition in selecting the right next job.

(3) Management - Choose a great manager who can be a mentor too. We cannot emphasize this enough! This will be the #1 reason you have the chance to exceed your number and grow as a sales rep/sales engineer/sales manager.

(4) Executive Leadership - Your great manager, exceptional sales skills and great technology are going nowhere if the captain of your ship is clueless.

(5) Details - Are you the 4th rep in the territory in the past 4 years and the previous 4 did not make their number? The devil is in the details.

Kevin Kermes is the Managing Partner of Hammer Consulting and CEO of Kevin Kermes Inc., a company devoted to empowering professionals with the vital tools and information necessary to find the job they want and build the successful career they deserve.  Sign up for his free e-zine - for insider tips on how to do just that! For more information please visit www.hammerconsulting.net.

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