I am most interested in NLP (Neuro-Linguistic Programming) when it comes to enhancing communication. We have been through some rudimentary training on this topic so ManageSmarter.com’s article – Rapid Rapport and Riches – piqued my interest. The long article covers many details, but here is a general definition of NLP: NLP is a behavioral technology created in the 1970s by Richard Brandler, a student of mathematics and Gestalt’s Therapy, and John Grinder, a professor of linguistics at the University of California Santa Cruz. Neuro refers to the nervous system, through which we experience the five senses: visual, auditory, kinesthetic, olfactory, and gustatory. Linguistic is language and non-verbal communication systems that… Read More
Continue ReadingNews Alert: Most Employees Faking Sick Days
Ok, it is a cheeky title to this post, but I recently read this Inc.com article – Big Surprise: Most Workers Faking Sick Days (see, Inc.com started it). In case you had any doubt: …most workers who call in sick at the last minute aren’t really sick. … The real reasons for employee absenteeism range from family issues to personal needs and stress. Indeed, a majority of workers tend to call in “sick” on Mondays or Fridays, with similar patterns appearing around major holidays, the survey found. So no surprises here but there is a very good point made towards the end of the article (emphasis mine): Still, Wolf doesn’t blame… Read More
Continue ReadingCompanies Offering "Voluntary" Benefits
We just lost a strong candidate at one of our customers this week because the company’s offer did not contain a well-defined benefits package. That always hurts. Now this morning I read the CareerJournal.com article titled Firms Increasingly Offer ‘Voluntary’ Benefits. I haven’t heard of this trend, but it is most intriguing. A growing number of businesses, large and small, are offering employees so-called voluntary benefits ranging from pet insurance to homeowners insurance to help with house closings and estate planning. The signature character of these voluntary benefits is that employees pay for them, but at a discounted rate obtained by the employer. Medical insurance will always be the top… Read More
Continue ReadingSales Traits Series-Monitoring Others
This week’s sales management trait sports a word that I don’t particularly enjoy – “monitoring.” That isn’t a great description of this trait since it is far broader than that term. Nonetheless, in today’s world of remote salespeople, this trait will be in even greater demand in the near future. Monitoring Others This ability focuses on the actions and decisions of others in a practical, pragmatic way to identify both successes and mistakes. It is the ability to identify the causes of success and failure and to do so in an objective, accurate manner while not allowing personal feelings or biases to influence such decisions. A sales manager with strength… Read More
Continue ReadingTalkin’ Trends Podcast
I mentioned the new Salesopedia JobsCentral board earlier today. As part of that board’s launch, I had the chance to record a podcast with Clayton Shold from Salesopedia and Jeremy Miller from LEAPJob.com. We talked about a handful of sales hiring trends, Generations X & Y and our predictions of where we see the market going in the next 5 years. It was a good, lively discussion and worth your time to listen. Please click here to listen to the entire podcast.
Continue ReadingDumb And Dumber Resume Moves
I came across this quick info from The Career News newsletter (sorry, no link): Job site CareerBuilder.com recently asked pollsters Harris Interactive to survey hiring managers and find out the wackiest resume items they’ve seen lately. Out of 2,627 responses, here are the top ten resume blunders made by job candidates: Attached a letter from her mother. Used pale blue paper with teddy bears printed around the border. Explained a three-month gap in employment by saying that he was getting over the death of his cat. Specified that his availability to work Fridays, Saturdays, or Sundays is limited because the weekends are “drinking time.” Included a picture of herself in… Read More
Continue ReadingNew Sales Job Board
I’m a bit late in posting on this, but Salesopedia has launched a new job board dedicated to sales positions. The niche job board market is one we have been dabbling in for the past year and are finding it to be far more fruitful than the large boards. I have no doubt that Salesopedia’s JobCentral will be a tremendous tool for sourcing top sales candidates. We have already signed up and have our first ad running on the board. Check it out when you have a moment.
Continue ReadingI Have A Candidate For This Position
Can I just say that automated truncating still requires an editor? In case you doubt me, check out this title for a sales position: Sales Administrator/Sales Ass Honestly, no one at the newspaper caught this?
Continue ReadingProduct vs. Service Sales Compensation
We have been running into this topic of late with offers in different industries and it is a real stumbling block for some companies. I have worked as a salesperson for both product sales and service sales with different commission plans. The crux of the issue falls on margin. We typically recommend commission plans based on margins instead of revenue. Businesses grow by making money. Yes, a simple statement, but one that can be undercut by a discount-oriented salesperson. If you provide a percentage of revenue to a salesperson as their commission plan, they are not incented to maintain the price. It is far more expedient for the salesperson to… Read More
Continue Reading6 Reasons Why Top Performers Leave
Tight employment markets require a successful hiring processes and strong retention programs. Companies have to play good defense when it comes to the rainmakers within their sales department. CareerJournal.com ‘s Six Reasons Top Performers Seek Out Greener Pastures lays out a handful of clear pitfalls to avoid in this present market. First off, number 1 is rudimentary…and, in our experience, the most abused of the list: They receive few rewards for good behavior. If high performers receive no extra kudos or compensation for their extraordinary performance, they’ll begin to wonder whether it’s worth putting in the extra effort. It’s important to acknowledge those who work to promote the success of the… Read More
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