Do you and your potential employer make a good match?

When a company puts you through a recruitment process, they go to great lengths to check that you are a good match for the organisation. Journalist Polly Devaney looks into how just because you fit their criteria does not mean it necessarily follows that the firm is the best match for you.

People being mismatched to their jobs is one of the biggest sources of career unhappiness, so make sure you have considered all the angles when moving to a new sales job. As career consultant Sherridan Hughes points out, "Many clients of mine are so unhappy that they come to see me thinking that they need a complete career change, but very often they only need to be working in a different type of organisation, perhaps not for profit rather than commercial, or small and dynamic rather than large and bureaucratic."

On the same page

So how can you work out if a company is a good match for your next sales job? Spending some time on the corporate website is always a good idea. This should state the firm's values and mission statement, which is a good starting point to see if it fits in with your own outlook. Companies are having to become more ethical, not only to attract more discerning customers, but also more discerning employees. While visiting the corporate website, look at their CSR (Corporate Social Responsibility) policy and see if the charities and efforts it supports fit in with your personal views.

The pitch

In a sales job it is obviously highly desirable to have an interest in the product or service you are selling and/or the clients you will be working with, so make sure you understand exactly what you'll be selling and examine the client list carefully. Sherridan Hughes says, "One client of mine chose to work for an ad agency which had Durex as a client because she felt she would be happier promoting safe sex and preventing unwanted pregnancies than selling washing powder."

Hughes also says it's important to separate out the subject matter from the nature of the actual work, "One disenchanted IT project manager who came to see me hated working on finance projects, but had thoroughly enjoyed her time working on a project to store DNA fingerprints for the police. She had not realised that it was the subject matter and not the nature of the work which she disliked."

The scoop

Feedback from former and current employees is also invaluable. If there is a large turnover of staff, alarm bells should ring. It may be that the boss is a bully or it may be that the company lacks a resonant and positive culture generally. Speak to anyone you know who already works or has worked at the firm and ask them about the culture and level of freedom for personal input or individuality.

Make sure you ask them about the ethos when it comes to working hours and breaks during the day. While it is not necessarily official company policy, in some firms a culture develops whereby people vie with each other to be first at their desk in the morning and last there at night, even if very little is being achieved at those times. Think very carefully about whether this style of firm is right for you and your lifestyle before taking the plunge.

The pay

Find out as much as you can about the commission scheme and the bonus structure at the organisation. Some people prefer a low basic but unlimited commission – they like rewards commensurate with effort and success, while more cautious types prefer the security of a higher basic and lower commission. Think about the size of the firm compared to what you are used to or interested in. Smaller firms tend to be more malleable and dynamic and this may suit people who prefer to be a bigger fish or who like to do things their own way. Perfectionists, on the other hand, tend to prefer structures and procedures dictating the correct way of doing things, and may favour a larger company.

The background

It is always a good idea to do internet searches on your prospective employer before an interview, so you can see what is being said about them from the outside. If they offer you a sales job, spend time doing some more online searches for information about them. Consider whether a high profile firm and well-known name is important to you and the kudos attached to it. The ownership structure of an organisation is also important.

Working for the person who started the firm, for example, can cause difficulties as that individual often does not want to let his or her 'baby'go (even though they may have recruited you personally) and continues to interfere and micromanage, perhaps stifling innovation and change. This can be even worse when the next generation enters the family firm, because they are still viewed by the parents as 'know-nothing kids'! It is very important to find out whether your prospective employer is considered to have a good management team and strong leadership in place for the future if you view this move as a medium to long-term prospect, so speak to other people you know in the industry or who have had dealings with the firm.

It is undoubtedly a great boost to be offered a new job, whether as a sales trainee, a sales executive or a sales manager – but taking the time to make sure you and your new really firm are a great match will pay huge dividends in your future career and happiness at work.