If you have noticed a decrease in hiring topics of late there is a reason why…few companies are hiring.  We have seen it affect our business too.  We had an early glimpse of it last year around Q2 as our assessment business started to decline gradually.  That is a painful path to go down as you try to figure out a way to counteract the trend.

At any rate, companies are still purchasing assessments and some are still hiring.  Yes, it is true despite what you see in the media.  As you might imagine, there is some serious talent available to companies that have the wherewithal to hire right now.

One item I was contemplating was a sales candidate’s selling system or lack thereof.  When hiring salespeople, you are best served by hiring candidates who have a selling system.  It may not be your selling system, it may need adjustment, it may frighten you – whatever the case, you are wise to weigh this factor when making your hiring decision.

Generally speaking, salespeople who have some semblance of of a selling system think strategically when dealing with prospects.  This approach helps to neutralize the stereotypical desire of salespeople to schmooze.

Have you ever interviewed a sales candidate who believes they are a strong salesperson because of their rapport-building abilities?  That is an important ability, but it is painful when it is the end of their skill set.  You ask questions and never receive clear answers.  I’ve seen interviews degrade into pure frustration.

This economy requires greater skill, not greater schmoozing.  Prospects are slow-moving and price sensitive.  If you are hiring salespeople, ask them specific questions about their system for approaching, qualifying and closing new customers.  You will learn volumes.

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I think in this economy you could simply state “any” as the best.  Well, that may be a bridge too far, but you get my point.  Fortune magazine released their annual list of the top 100 companies to work for.  Here are the top 10:

10. Nugget Market
9.  Goldman Sachs
8.  Methodist Hospital System
7.  Genentech
6.  Cisco Systems
5.  Wegmans Food Markets
4.  Google
3.  Boston Consulting Group
2.  Edward Jones
1.  NetApp

How about this excerpt on the number 1 company NetApp:

Typical of its down-to-earth management ethos, NetApp early on ditched a travel policy a dozen ­pages long in favor of this maxim: “We are a frugal company. But don’t show up dog-tired to save a few bucks. Use your common sense.” Rather than business plans, many units write “future histories,” imagining where their business will be a year or two out.

I’m green with envy over that travel policy.  Oh, and the company has over $2 BILLION of cash on hand.  It is a new employment world these days and I would say the management team at NetApp has it figured out.

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