If you are a sales professional or want to become one, or if you are looking for a new sales job, you will face one of the toughest interview processes of any job seeker.
In any job search, it’s very important that you know what your references will say about you. In spite of the mind-reading that implies, it’s really not that hard to do. (The knowing, not the mind-reading.) And it’s important that you know that they will be checked, so choose Them wisely. As a recruiter whose reputation depends on the quality of the candidates I offer to my clients for positions in medical sales, clinical sales, medical diagnostics sales, DNA products sales, cellular and molecular products sales, clinical laboratory revenue, pharmaceutical device sales, hospital equipment sales, imaging sales, surgical supplies sales, and other healthcare-related sales, management and marketing, reference-checking is another layer of insurance for me that I depend on.
You know how important they are, but why check them yourself? Here are the leading 5 reasons, from Allison & Taylor, Inc., a reference-checking and reference consulting company, via techrepublic.com:
- The company’s comment policy may not be what you think it is. A countless number of our clients confidently say, “They won’t tell you anything, it’s against policy.” Many people assume that an employer can’t or won’t say everything, and are unpleasantly surprised to discover out this is not the case. Employers frequently say unflattering things about former employees.
- Your reference may not be saying what you expect. A lukewarm reference can be just as damaging as a negative one. If your reference is anything less than glowing, they’re damaging your chances of landing that job, not helping it. You got to know that that person is doing anything possible to make a positive impression for you. Otherwise, it’s time to rethink your references.
- Your information may not match the HR records. In many instances, we discover that the employer has different employment dates, career opportunity title, or supervisor listed than what the employee has presented. Don’t let this type of discrepancy suggest that you’re being less than truthful about your former position’s title or responsibilities.
- You may have been omitted from the HR records entirely. This happens more often than you might think, especially in the case of mergers, where not all records make the transfer into a new system. It’s also frequently the case with the self-employed; many companies don’t hold records for a contractor in their HR system. It’s not a wonderful thing when an employer calls and is told that there is no record of you ever having worked for their company.
- Your reference contact may no longer work for the company. Many job-seekers make the mistake of not staying in close contact with the person they intend to use for a reference. Be sure that that person is still there to respond to inquiries. If they’re no longer there, a reference checker may be shuffled though the system and end up with someone who won’t cast you in such a positive light.
Additional FYI: Here’s a link to seven myths about job references, also from Allison & Taylor, courtesy of Pathfinder Careers.
Article courtesy of Peggy McKee - Owner / Senior Headhunter at the nationally
recognized pharma and laboratory revenue recruiting team of PHC Consulting.
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