From Rasmussen Reports – Younger Workers Want More, Connection That Is. Not really a surprise here, but a reinforcement: On top of everything else, Generation Y employees also prefer more frequent social interaction with their managers. One-quarter (26 percent) would like to socialize with their boss at least monthly. This is compared to 21 percent for Generation X, 16 percent for Baby Boomers and 17 percent for Traditionalists. That seems to be a strong trend towards socializing amongst the younger workers. If you have a retention problem at your company, this survey provides a good place to start correcting it.
Continue ReadingTattoos and Piercings
In the last few of weeks I have been in a doctor’s office numerous times for different procedures. On one of these visits, I read an article in a dermatology magazine but I cannot recall specifics or find it on the web. I did find the the study which was conducted by American Academy of Dermatology. The article stated that 48% of American workers between the ages 18 to 29 have a tattoo or a body piercing other than in the earlobe. In my prior life I worked in corporate America and remember the issues we ran into with tattoos and tongue piercings. I remember at one point that neither… Read More
Continue ReadingHow to Hire a Gifter
I never thought I would write this, but you may be too rich if you need a “Santa Gifting Service” – Santa’s ‘Gifting’ Helpers Handle Holiday Shopping for the Wealthy. I read this article and was laughing and mildly disgusted all at once. Here’s why: To some people, hunting for the perfect gift is more of a hassle than a holiday. Some of the wealthiest consumers across the country turn to consultants to find ultra-exclusive, money-is-no-object gifts from around the world. First of all, spending money is one of my specialities. I like to say I didn’t earn it to save it. It is usually at that point I realize… Read More
Continue ReadingThe Truth About Closing
We’re working with a new customer who has brought up a topic which merits discussion. His contention is that he needs a salesperson who is a strong closer since their company competes in a somewhat commoditized market space. A fair conclusion. But a wrong one. Closing is the eventual outcome of a selling system but it is not the most critical phase. Qualifying is the stage at which most deals are won or lost. In fact, here is a bit of a shocker – qualified deals close themselves. It’s true. If a salesperson can qualify a prospective deal effectively, they can navigate to a successful close. Salespeople who only know… Read More
Continue ReadingEuropean Vacation
Millions of vacation days go unused caught my eye this morning. A week before Christmas is a good time to release an article on this topic. One statistic worth noting: In 2005, U.S. workers left a total of 424 million days on the table, Expedia also found. That is a lot of days to forfeit. However, that number does speak to the drive of the American worker. I see a number that large and instantly think of what a pioneering, resourceful country we have. Of course, there should be an appropriate level of work-life balance in one’s career especially since there are tangible benefits. He pointed to findings of the… Read More
Continue ReadingHow NOT To Open Your Cover Letter
To Whom it may concern: I would like to have a great job without being layed off! Seriously, that is how the cover letter opened. And from the title on another resume: Professional Job-Seeker Not the type of title that inspires a long-term employment relationship.
Continue ReadingQualifying Time Frame
We talk often at The Hire Sense about a salesperson’s ability to qualify a prospect. There are many points to qualify in any given opportunity, but one of the important items is time frame. Tirekickers abound on the web and often contact companies to learn more about their offerings. Yet, these tirekickers have no intention to make a short-term purchase. A thought struck me as we work with one of our customers who is searching for a new salesperson. This position involves a technical sale and we have recently sourced a strong candidate that they want to pursue. We were involved in the initial interview and the candidate was quite… Read More
Continue ReadingCoffee Shop Culture
I write this post from a coffee shop in one of Minneapolis’ suburbs. I’m chuckling because just 6 feet from me is a salesperson doing a presentation to a customer while sitting on overstuffed furniture. His laptop is sitting on the coffee table between both people. This scene is replayed thousands of times every day across the country. My quick analysis is that the salesperson is doing quite well and the customer seems to be sold. We conduct many meetings in coffee shops and it is a great meeting location for informal sales meetings. I don’t think this is a revelation for many sales managers, but if you aren’t taking… Read More
Continue ReadingAn Even Tougher Interview
Interviews are stressful for candidates as we posted this morning. If you want to gain an even more in-depth knowledge of the candidate, take them out for a meal as part of your interview process. Selling Power has a quick article worth the read – Out to Lunch? In case you were wondering what to watch for at the meal: Business etiquette expert Barbara Pachter says that by taking a candidate out to a restaurant you will be able to observe interpersonal skills that you may not be able to witness during a more formal interview. First, is the candidate on time? How do they treat the server? What do… Read More
Continue ReadingPardon the Interruption
Here’s What to Say When Boss Asks: ‘Why Isn’t This Done Yet?’ I’m sure none of you have been asked that question before. I, being an incredible putz, have been asked that question many times. U.S. office workers get interrupted on the job as often as 11 times an hour, costing as much as $588 billion to U.S. business each year, according to research. I wonder how they get to that staggering dollar amount. A typical manager is interrupted six times an hour, one recent study showed, while another found the average cubicle worker is interrupted more than 70 times a day. The telecommuting trend has a new study to… Read More
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