I’m not physicist, but I remember some teaching in class regarding the difference between kinetic energy (an object in motion) and potential energy (stored energy within an object). Salespeople are similar in that you want to hire the ones with kinetic energy and not the ones with only potential energy. I’m going to stay on this theme since it is so important to successful sales hiring – filtering candidates based on their resume does not allow for determining these two “energies.” Hiring managers attempt to divine kinetic energy from a document that is written to imply kinetic energy/activity. But is it true or is it an embellishment? Or was it… Read More
Continue ReadingThe Allure Of The Resume
When was the last time you read through a marketing piece concerning a product or service you were considering to purchase? Imagine you are in the market to buy a new vehicle. Do you read through the brochure and accept every statement as objectively true? Or how about attending a trade show and picking up a pamphlet at a booth? Do you consider that information to be an advocate’s view or not? Most people view this information as propaganda and rightly so. Yet when it comes to resumes, many hiring managers use this embellished “product” sheet as the definitive filter for interviews. That’s a mistake that leads to inconsistent sales… Read More
Continue ReadingThe Enabling Freedom Of Accessibility
We’ve posted about no-email Fridays and those companies that want to encourage face-to-face meetings and phone calls that day. Now ManageSmarter.com offers a different perspective on being accessible – Office Vs. The Field: Accessibility. The premise of their article is to pit one sales manager’s opinion against one salesperson’s opinion on a specific topic. This time the question is: Should salespeople be accessible 24 hours a day? Both manager and salesperson agree that they should be available. I concur. Technology today allows for salespeople to be responsive in ways that solidify the customer relationship. I particularly like the sales manager’s take on technology: It€™s a salesperson’s responsibility to keep on… Read More
Continue ReadingHow To Lose Revenue
CareerBuilder.com offers a short article titled The Cost of Leaving a Position Unfilled. Now that is an important understanding when it comes to hiring salespeople – the choice to do nothing comes with a price. First a reason that drives our business: When you receive the green light to make a new hire, your company needs you to move on it right away. It is easy for a hiring manager to sit back and tell themselves, as well as those counting on them, that they will get around to beginning the recruitment process shortly. Exactly. Most sales managers were not hired to spend the balance of each day hiring salespeople. … Read More
Continue ReadingRise Of The Introvert
I’ve been beating this drum regularly but conventional wisdom takes time to change. CareerJournal.com offers up a Jurassic quote in Want to Work on Commission? Make Sure You Have a Nest Egg (emphasis mine): The inconsistent nature of working on commission doesn’t suit everyone. Here are some tips for those considering the switch: 1. Evaluate Your Personality Working on commission requires establishing relationships, massaging deals and building trust with clients. In order to be successful, it helps to be a “people person.” “Introverts will not succeed on commission,” says Rick Gold, vice president of Strategic Workforce Solutions Inc., a full-service search firm in New York. “Clients don’t necessarily do business… Read More
Continue ReadingHottest Job Markets
These types of stories seem to come out once a quarter. This time CNNMoney.com offers America’s best jobs in the hottest markets. I’m sure you are wondering who is number 1. Orlando. The 2 year job growth forecast for that city is 6.8%. In fact, 5 of the top 15 cities are located in Florida while 3 others are located in Texas.
Continue ReadingProof Of Thesis Interviewing
There is a style of interviewing that we encounter frequently that leads many companies down a hiring path they should avoid. I call it “Proof of Thesis” interviewing and here is how it works. The hiring company publishes a job description on a major job board or, heaven forbid, in a printed newspaper. The hiring company refers to the published job description as a “sales ad.” It is not, but that is a topic for another post. Phone calls are generally discouraged. Email copies or resumes are passable. Complex and frustrating navigation through an online applicant tracking system is preferred. So the applicants respond and resumes pour in to the… Read More
Continue ReadingA Shot At Perfectionism
Since I work with perfectionists and am not one myself, I was drawn to Penelope Trunk’s latest article – Breaking the Perfection Habit. Let’s just jump into it: Here are the reasons I can’t stand perfectionists: €¢ Perfectionists procrastinate because they’re scared of not being perfect. €¢ Perfectionists are hypercritical to the point that they can’t support people around them. €¢ Perfectionists can’t finish a project because they can always think of a way to improve it. €¢ Perfectionists are phony, because no one’s perfect and they can’t handle showing that in themselves. Well, that is direct, isn’t it? I harass one of our perfectionists for always making a left… Read More
Continue ReadingAnother Ad Writing Mistake
This is straight from an ad for a sales executive – the opening line: YOU MUST HAVE ____________ SALES EXPERIENCE TO QUALIFY FOR THIS POSITION. The rest of the ad is in normal case so the upper case is, in effect, screaming. I would not recommend using upper case sentences in any ad. Starting a sales ad with this type of statement is an invitation to recycle mediocrity from within your industry. The best method for hiring strong salespeople is to look for the skills and traits you need to be successful in your typical sale. Experience does not equate to success. Companies think their is less training with industry… Read More
Continue ReadingResume Blunders
CNNMoney.com offers the commentary piece 10 dumbest resume blunders. This is an entertaining read to start your Friday. Just a sample: 9. … stated that he works well in the nude. 3. … explained a three-month gap in employment by saying that he was getting over the death of his cat.
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