WorkWise Q&A: Salary, 'Volume and Quality'

SALARY

Q: Dear Dr. Culp, I accepted a job for a lower salary than previously paid. I did this reluctantly to have a job, after losing my job. I work for a small business and raises are not an option. How do I move myself back into the six-figure income I had in my previous career? Path-less

A: Dear Path-less, Your title includes the magic phrase, "business development," which tells me that you're in a sales-related capacity. Stop thinking about a raise. Think about developing a record of high sales, then negotiating a commission for future sales. Small businesses need to make money. Do you really think that they'd allow you to walk if you were generating revenue? Give yourself a chance to make them pay attention to what you do for the bottom line.

That's Plan A. If it fizzles, go to Plan B – another job that pays more. If you find it before you've worked 12 months where you are now, you're allowed to omit any reference to the current job on your resume.

Plan C is to moonlight now and sell your next employer on the combined experience. Remember to package yourself well. mlc

'VOLUME AND QUALITY'

Q: Dear Dr. Culp, I had an 18-year career in mortgage banking, with a reputation for exceptional integrity, but employers are not interviewing candidates with transferable skills from a different industry. Rejection letters say, "Due to the volume and quality of candidates, you will not be interviewed," when I have the skills and credentials they require. Dejected

A: Dear Dejected, You're taking the rejection letters literally. Companies that do respond to job seekers use form letters and e-mails.

Details you provided in another e-mail indicate strong marketing tactics, complete with follow-up. Are your closing skills good? If not, read relevant passages from books on selling.

Shrinking your resume to two pages or less filled with benefits, not features, won't necessarily make the difference for you. Perfect resumes don't land jobs. Marketing does.

What industry or industries will most likely use someone with your background? What occupations in any industry would want your skills? Would you be a salesperson to open doors?

Whatever you do, get in to interview without a resume. Then go home to reshape it for a specific company. Job hunting is a numbers game that you know how to play. Don't give up. mlc

Dr. Mildred L. Culp welcomes your questions at culp@workwise.net. © 2010 Passage Media.