By Diana Poist
Published on November 21, 2007
PJC students who have yet to decide upon a career path might find the results of a recently released survey by global staffing company Manpower, Inc., worth a look. Recently released results of an annual talent shortage survey of 2,407 U.S. employers show that the top three positions employers will have difficulty filling are sales representatives, educators, and auto mechanics.
Other occupations that made the top-ten list from this survey were truck drivers, accountants, technicians, and machine operators.
2007 is the second year in a row that sales representatives topped the list for most in-demand professions. According to U.S. Bureau of Labor Statistics in 2004, employers in the U.S. will need 736,000 retail floor people, and 187,000 business-to-business sales representatives in the next decade.
These numbers would not surprise Finis Calvert, Sr., a State Farm insurance agent whose office is located at 2521-A Creighton Road. Calvert, who has been in the insurance industry for 43 years, says his industry will need 14,000 new agents in the years to come.
“The agency force average age is 57,” Calvert said. “We’re getting old.”
But, according to Calvert, attracting young talent to his field is difficult. Regulations and licensing requirements in Florida are tougher than any other state in the nation. Agent licensing requirements include a 240-hour course of study to prepare for the state exam. Additionally, the challenges of adapting to earnings based upon commision scares many who would otherwise be willing to enter the field.
Calvert shared those same concerns regarding working on commision until a company change-of-operation forced him to move from management into the sales field. He found the earnings potential to be significantly better. In his 37 years as an agent, Calvert said, “I’ve probably made 10 times as much as I could have in management. It’s a high risk business, but once you get into it and see the return, it’s a no-brainer.”
Most established companies offer extensive training for their sales staff. Nancy Whalls, manager of Ashley Furniture Home Sales, 6861 N. Ninth Ave., advises students who might be interested in sales positions to look for established companies who offer comprehensive training programs and strong customer service reputations.
“Check out the company. You want an established company that has a good background,” Whalls said. Although “mom-and-pop” stores might be a good place to start, they rarely offer training, and Whalls warns that bad habits that come from lack of adequate training “are awfully hard to break.”
When asked what they would look for in an applicant for a position with their companies, both Whalls and Calvert wanted people who were outgoing and able to converse easily with others. Dependability was a must.
“When you work on commission you have to be here,” Whalls said. “You have to have a good work ethic. If you apply yourself, you can make a good living because it is good pay.”
Both Whalls and Calvert also placed high marks on appearance. Personal grooming and manner of dress is extremely important when meeting customers.
“If you have a salesperson who can’t put themselves together, do you really want them putting your room together,” Whalls said.
Coming in at No. 2 on the Manpower, Inc., list were elementary, middle and high school educators. Retiring Baby Boomers, class-size limitations and no-child-left-behind legislation will guarantee the demand for educators in the coming years, especially in the math and science fields.
“Education affects everyone on the planet in some way, shape, or form,” said Karen Atkinson, eighth grade science teacher at Workman Middle School.
Atkinson and Sandra Harwood, assistant principal at Workman Middle School both recommend that students interested in the teaching field get some practical experience in classroom situations before committing to this line of work.
“Volunteer at the schools in a classroom situation,” Harwood said. “Find out what it is like and what is required. Then decide if it is for you.”
Teachers in today’s classrooms face significant changes from past decades. According to Harwood “the decline of the family unit” has forced teachers to assume a much stronger disciplinary role than in the past.
Atkinson agrees.
“Teaching is at least equal parts discipline and academic,” she said. “A lot of times you can’t come into the classroom and teach first. A lot of times there’s other things you have to take care of, and discipline is a huge, huge part of that.”
Scenic Heights Elementary teacher Becky Kogele advises students interested in elementary education to “learn as much as you can possibly learn about every subject you might ever possibly teach so you have a knowledge base to work with.”
Kogele said, “The children we teach are getting smarter and smarter. They know a lot more than we think they know. You have to know it all.”
According to Harwood, Atkinson, and Kogele a career in teaching takes a special person. The position requires many unpaid hours outside the classroom preparing lesson plans, grading student work, and handling federal, state and county mandated record keeping.
“You definitely can’t go into it for the glory,” Atkinson said. “You’ve got to get into it for the love of the kids and hope for your future.”
“I can’t imagine any profession more satisfying, more fulfilling, more challenging or more fulfilling than being a teacher,” Kogele said.
Harwood summed it up. “This is not an occupation; it is a commitment.”
Brent Sullivan, co-owner of Performance Automotive, 6222 N. Ninth Ave., looks for experience and/or education in applicants seeking employment in the No. 3 in-demand profession of auto mechanics.
“Education can take over experience because of the new tools, diagnostic equipment people are looking for,” Sullivan said.
Computer systems in cars require special training that was once not needed.
“It’s very technical anymore. It’s not as easy as just changing the spark plugs,” Sullivan said.
Sullivan states that more women are going into the field of automobile mechanics, a move he endorses. “Eighty percent of our clients are women,” he said. “Women feel more comfortable coming into a shop where there are women working.”
Like Whalls and Calvert, Sullivan values a good work ethic in his employees. “You’ve got to have good ethics in how you treat your customers. Be honest with them. Be good to them and they are your customers for life, not just for the day,” Sullivan said.
Keeping customers happy is the key where earnings for experienced sales representatives and auto mechanics can range into six figures annually. Although starting salaries are in the low $30,000 range, experienced sales representatives and mechanics can earn in excess of $100,000 per year.
With the strong demand in these three fields continuing into the coming years, PJC’s educational programs are preparing our graduates to be successful candidates for filling the jobs.