Here is an example of a company using a rational approach to sales experience in their ad: Technical sales experience is preferred but can be substituted for an individual who proves to be driven and motivated with the desire to be successful in this career. I realize the “driven and motivated” part is nebulous, but it is better than requiring 5+ years of direct industry experience. Here’s the tip – strong salespeople have skills and motivations that transcend experience. The best approach is to write the ad towards those skills and motivations instead of “time-served” experience requirements.
Continue ReadingHard-Working Gen Xers
Finally, some positive press for a slightly overlooked generation. From Foxnews.com’s Research Shows Generation Xers Get a Bum Rap, But They’re No Bums: The new 30-somethings do face some challenges that others didn’t. They’re making less than their parents were at the same age. According to U.S. Census estimates, the median income for men between 25 and 34 in 2005 was $31,161. In 1975, adjusted for inflation, it was $35,296. The comparable data for female workers was $22,815 in 2005 and $16,247 in 1975. And, they have much bigger bills. It’s not just the school loans, it’s the generally bigger lifestyle that hurts their bottom line. Think about the computer,… Read More
Continue ReadingAnnoying Aspects Of Meetings
Inc.com offers a quick article about annoying meeting items – New Study Reveals Why Meetings Are So Unbearable. From the article: Of 1,037 full- or part-time workers polled, 27 percent ranked disorganized, rambling meetings as their top frustration, followed by 17 percent who said they were annoyed by peers who interrupt and try to dominate meetings. Surprisingly, respondents considered BlackBerry use less intrusive than people falling asleep during a meeting €” 9 percent of respondents were bothered by co-workers nodding off, compared to just 5 percent who said they get frustrated by others checking e-mail. Checking email? That makes me laugh since a certain someone in our company Rock Star has… Read More
Continue ReadingSales Traits Series – Intuitive Decision Making
Ok, we’ll approach this week’s trait cautiously since it approaches some forms of gut-level decision-making. Strong selling requires salespeople who do not guess or assume. Rather, they qualify by asking the right questions and listening to the answers. But let’s face it, there is a bit of artistry to being a good salesperson. Much of that artistry comes from having the ability to make the right decision even when all of the data is not available. Intuitive Decision Making The ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be €œintuitional€ as opposed to intellectual (requiring data and logical reasoning)… Read More
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