CANDIDATES

CANDIDATE ADVICE – Post Interview and Offer

1. Interview Follow Up and Closing
2. Negotiating an Offer
3. Counter Offers
4. Resigning From Your Current Employer
5. Sample Resignation Letter

1.  Interview Follow Up and Closing

Treat every interview like a sales call and close for the next step (the ABC of selling: Always Be Closing). If you go on a sales call and don’t close for the next step, more than likely you are not going to get the business. This is very applicable to interviewing.

Closing the hiring manager for the next step is important to differentiate yourself from the competition. Asking the interviewer: “Do you have any reservations about moving me forward in the process?” will reveal where you stand in the eyes of the interviewer. If they say no, then politely ask to schedule the next step. If they say yes, have the interviewer explain their reservations, which should give you the opportunity to overcome them. Once you have responded to each point, go for the close and ask for the next step.

After the interview, you should follow-up the same day with a thank you note. This will show your enthusiasm for the job, and re-address any lingering reservations the interviewer may have. Here are a few tips to take into consideration when following up:

• Be persistent: If you are asked to follow-up, ensure you call until the next step has been set. However, there is a fine line between being persistent and appearing desperate. A good strategy is to leave a voicemail and then follow-up immediately with an e-mail. This will give them a couple of options to respond.
• Be patient: Some interview processes can be 3-4 weeks long. You should understand the timeline and respect the process that has been put in place. In some cases the timeline may be out of the hiring manager’s control.
• If you have other offers on the table use them as bargaining chips. This is a delicate issue and needs to be handled with tact, but can increase the chances of getting the process moving. Let your interviewer know [that you have other offers] in a way that makes them feel they are your preferred choice over other opportunities you are pursuing. If they see you as the preferred candidate they will likely pull the stops out to move you along the process

2.  Negotiating an Offer

Companies have different methods of determining salary, commission and benefit structures – and the guidance of the recruiter can be crucial during this period as he/she knows the company better than you.

Some companies give the same base salary to every sales exec on the basis that there should be a level playing field across the sales force and that you will increment your income through commission earnings.

However, most companies base their offer on 3 factors:

• Amount of relevant experience;
• Earnings history
• How keen they are to recruit you

The best way to negotiate a good offer is to show your value to the employer during the interview process.  Document your past sales performance and earnings, and show them how you will be successful in the new role.  If the Head of Sales is convinced that you will be a high performer, they will negotiate on your behalf to get you the best possible offer.

Once you have the offer but want some time to consider it or negotiate a better package, tell the company you will respond within 24 or 48 hours. If the company has gone out of its way to get you this far you should not keep them waiting too long for your decision.  You should have logical reasons for wanting to negotiate a better offer.  Viable reasons may be: higher previous earnings; higher offer from another opportunity; other benefits that you may be losing out on, etc

Whilst negotiating, remember this may be your future employer and being gracious is the best way to approach negotiations. You may squeeze out a higher offer but leave a negative impression with your future manager. Worse still, the company may withdraw the offer altogether

3.  Counter Offers

Let’s consider what your resignation may mean to your employer. If you are a valued member of the team, your departure will likely cause some disruption and economic loss to the business. They now have an empty chair that has to be filled, with all the issues of time and cost that this entails. For the company it makes good commercial sense to avoid the situation altogether by offering you a better package that will entice you to stay

There are examples where accepting a counter offer has worked out for both sides. There are also examples where it didn’t work out well for the employee. The employer has been put on notice that the employee is not as committed as the employer thought. If in future the employer has to make cut backs in head count this will be a factor in deciding who has to go. Our experience has shown that in most cases accepting a counter offer doesn’t resolve the underlying reasons why you sought to leave in the first place

However, don’t take it personally if your current employer doesn’t counter offer. Never burn bridges and always leave the door open – it’s a small world and you may have dealings with or require a favour from the company sometime in the future.

4.  Resigning from Current Employer

Whether you loved or loathed your job, you should always leave on a high note and resign graciously. A resignation letter should be a half page, to-the-point document that informs your employer of your decision to leave and a leaving date. Thank the company for your experience gained and your manager for the leadership provided. Regardless of your personal feelings, this letter will be included in your file and it should portray you as a professional. Moreover, you will still need your manager/employer to cooperate with you during the notice period.

Showing tact and grace in your resignation can produce significant rewards. It can lead to positive references, future business opportunities, and keep the door open for possible future employment – because you never know what the future holds.

During the notice period ensure you gather all pertinent documentation you will need for future use (pay slips, sales documentation, awards, rankings, % of quota, letters of recommendation, etc) from your employer. Gathering this information while you are still with the company is much easier than having to go back once you have left

5.  Sample Resignation Letter

Direct Manager

Title of Manager

Current Company

Date

Dear ______,

It is with regret that I am writing to officially tender my resignation with effect from ________ with my last day being _______, 20XX

This was a hard decision and one that I did not take lightly. However I have secured a position with another company which I feel will move my career to the next level.

The past _____ years at ________have been fulfilling and provided me with invaluable experience. I want to extend my thanks to you as my immediate line manager – your guidance and leadership were much appreciated and have helped me achieve my goals

If I can be of any assistance during the notice period, please let me know

Yours sincerely,

Name