Entrepreneurs vs Employees

Your employees are not as committed to your company’s success as you are.  If you are an entrepreneurial owner, this fact is something you must understand.  I have seen this misalignment in many companies and it often leads to turmoil within the culture. This entrepreneur.com article provides 6 important points for entrepreneurs when leading their company. The first point may be the most important: 1. Employees are equally invested. Here’s a painful truth: Employees aren’t going to take ownership the way you want them to. If they wanted to be entrepreneurs, they would have taken that path. And it’s good that they’re not as invested as you are — it’s a problem if… Read More

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Bad Hiring Trend-Lack of Decisiveness

This HRE article addresses a worrisome trend in hiring today – slow hiring decisions. Decisiveness is the most important trait of successful hiring managers.  Lacking today because people are unsure of who they are hiring.  Can use assessments to assuage this fear. Gartner found that, in 2018, the average time between the initial job interview and the hiring manager making an offer was 33 days—an 84% increase since 2010. “The longer decision-making stage is causing a 16% reduction in candidates accepting offers,” says Lauren Smith, vice president of Gartner’s HR practice. “Ultimately, hiring managers are losing out on prime candidates because of this lag in decision-making.” In sales hiring, I… Read More

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1 Important Change To Prospecting

Has anything changed more in recent years than prospecting?  Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.  Email is a similar task with similar results.  Salespeople who do their own prospecting need an advantage, a shift, in their approach. This Selling Power article provides just such an advantage.  The gist of the article comes down to understanding System 1 and System 2 thinking.  First, let’s establish an important aspect of cold prospecting: The customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email – and must change their mindset from… Read More

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Finding Sales Talent In Other Departments

The labor market is as tight as it has been in decades leading some to say we are at full employment. This labor scarcity is driving companies to look for sales talent in other departments. Have you ever thought someone would be good at selling? Do they seem to have potential? The key here is follow your intuition, but you need to know if it is correct. This is where we can help with our sales assessment tools. What we are looking for in the assessments are intrinsic abilities that lead to sales success. These abilities do not revolve around the gift to gab. The ability to listen effectively, ask… Read More

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5 Hiring Hacks For Full Employment

The job creation numbers are slowing down yet I don’t think that is due to a catastrophic economic slowdown.  The most recent jobs report shows that we have 50-year record low unemployment that is holding month-to-month.  The average hourly wage rate is rising at over 3%.  These factors are signs of a still-strong economy settling in to a cruise control speed for the time being. What is an ongoing problem is hiring…a problem due to a nearly full (100%) employment situation.  In fact, the latest jobs report revealed there are 6.7 million job openings and a total of only 6.4 million unemployed people available to fill them.  To say it… Read More

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Myths About Millennials

It is difficult to define an entire generation as having the same traits.  People are the ultimate variable which leads to vastly different traits amongst millions of people in a generation. Some of the early descriptions of Millennials may not be entirely accurate. There are a handful of findings from this Human Resource Executive article that cut against the conventional wisdom regarding Millennials.  Some things are timeless while other factors are somewhat surprising. The desire to advance within a company is well documented with the younger generations.  The Millennials often start a new role with their eye already on the next promotion.  However, they seem to have an ulterior motive… Read More

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Soft Skills Needed In Sales

The customer experience shift occurring right before our eyes is causing a sea change in sales.  The transactional sale is being consumed by a myriad of company websites offering products and solutions.  I think this description from the TTI blog deftly describes the trend in sales hiring: Only a few decades ago, a customer was mainly dependent on what was on supply. These days, a customer has so many options that the customer journey has become a key concept in the boardroom. Whoever delivers the most flexible, attractive, trustworthy and innovative product and/or support wins over the customer. The change is a supply issue – prospects have multiple solutions at… Read More

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14 Tips For Improving Communication

Is there anything more important in sales than being able to effectively communicate?  I dare say no – it is a crucial skill for any sales or sales leadership role.  This Entrepreneur article states that 55% of communication is nonverbal.  I have seen other studies estimating that number to be closer to 90%.  Either way, you get the idea – words are the smaller part of the communication equation.  Salespeople must have the ability to pick up on the subtle “tells” that prospects unknowingly share. The first step in improving your communication abilities is to know yourself.  A communication style assessment is a good first step at understanding your natural… Read More

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Texting Is Trending

Texting is becoming the best communication channel in the business world.  It seems that phone calls are answered less often even when considering business lines.  The backdoor, surest communication channel is the cell phone and, specifically, texting. Texting/app messaging is the preferred communication tool for younger workers.  When you are hiring today, you need to keep this fact in mind.  I still find LinkedIn messaging to work well.  However, nothing works as well, or as quickly, as texting.  The response time is typically minutes or less.  The ability to send attachments and links has improved also. So is it a trend when dealing with Millennials?  According to HR Executive it… Read More

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Launching New Leaders

I’ve been working with a couple clients considering internal candidates for first-time leadership roles.  This process is always tricky.  We can assess the person’s leadership style, aptitudes and motivations, but there are many more aspects to leadership than just these components. This LinkedIn post provides 6 mistakes rookie leaders often make.  The article is on point and you will quickly notice that the mistakes are polar opposites.  Often, a weakness is a strength taken too far.  That being true, a couple mistakes from the article jumped out at me: 2. Too hands off What a lot of people fail to realize is that with every promotion comes more work not… Read More

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