Marketingprofs.com offers up an insightful article from Jeff Thull that deals with one of the most important aspects of selling – credibility. Here is the setup (emphasis mine): Now the sobering question, “How different are your two best competitors’ credibility stories from your own company’s credibility story?” Unfortunately, other than a few minor elements, they are likely to sound quite similar. Therefore, telling the credibility story suggests that you and your competitors are more equal than you are different. This type of credibility is what we refer to as “expected credibility.” In other words, people expect you wouldn’t be in business if you couldn’t provide the above credibility story. They… Read More
Continue ReadingHow To Recover From A Big Mistake
Yahoo Hot Jobs offers Bounce Back After A Big Mistake. The article provides 6 steps for recovering from a significant error. This topic is of great importance in hiring strong salespeople. Sales requires people who have a unique ability to handle rejection and move on without flinching. Similarly, strong salespeople take responsibility for their actions, including failures. And let’s add one more – strong sales managers hold their salespeople accountable and do not accept excuses. You can see how interrelated all of these topics are to sales success. This article offers straight-forward advice for dealing with a big mistake. Here is the one that caught my attention: 1. Own it.… Read More
Continue ReadingTime To Source Salespeople
There are certain windows for sourcing salespeople that are better than other times of the year. Right now we are in the best window for sourcing salespeople for the entire year. The reason is that many salespeople are on commission plans that pay out the highest total after the year is completed. In many instances, that commission payout occurs towards the end of January. I spent many years selling on these types of plans and can tell you that I would not leave in January since I was waiting for my largest commission check of the year. The different variations of commission plans I sold under usually had some accelerated… Read More
Continue ReadingThe Emotional Ad
I just read a sales ad this morning that opens: Wouldn’t you like to be in the Caribbean right now, relaxing by the ocean, with palm trees all around you? Well, next year you might be able to…if you work with us! I guess that is some form of an emotional word picture. I think it is lame – the reward speaks to not working (a Caribbean vacation). Believe me, I’m sitting here in the Twin Cities where we haven’t been above 0 degrees for 4 days. A tropical beach sounds inviting. Yet, if you are looking for a new salesperson, I believe the approach this ad takes will draw… Read More
Continue ReadingJob Discrimination Increasing
I’m not sure what to make of the numbers from this short article: Job-discrimination complaints filed by workers against private employers rose in 2006 for the first time in four years. The Equal Employment Opportunity Commission said Thursday that complaints increased to 75,768 during the 2006 budget year from 75,428 the previous year. I suspect a part of the rise complaints is due to the increased hiring that has occurred over the past few years. A 340 complaint increase out of 75,000+ total does not seem greatly significant. But it is the first increase in 4 years.
Continue ReadingSuper Quote
I just read a great quote from Peter King’s article on the SI.com website. This quote is from Peyton Manning’s press conference earlier in the week: “Chuck Noll said, ‘Pressure is something you feel only when you don’t know what you are doing.” If you are feeling pressure to hire a strong salesperson, we can help.
Continue ReadingWhat’s In A Name?
We’re still getting over the Super Bowl this morning so I thought we would start out with some lighter fare. Our local Pioneer Press offers up an interesting article on names – What’s in a name? Maybe your next job. The thesis is the fact that “old-fashioned” names tend to scream older applicant. I think the author is correct on this topic. Case in point: Larry, Mary, Linda, Lisa, Michael, James, Robert. … If one of these names is yours, you are apparently shouting to the world, “I’m at least 40, and probably closer to 60.” On the other hand, names like Taylor, Sidney, Ethan and Jacob all have baby… Read More
Continue ReadingThe Underpaid CEO
I am all for people making as much as they can in their careers which is why I do not understand the emotional attachment to CEO pay. If those CEOs can make that kind of money, more power to them. It doesn’t bother me that Bob Nardelli made big money at Home Depot – good for him. If I could make that type of money I would. Now you know where I stand, check out this article from American.com – Why Do We Underpay Our Best CEOs? That’s right – “underpay.” The article is a thorough explanation of the trends occurring in CEO hiring due to the national witch hunt… Read More
Continue ReadingTop 10 Sales Movies
I stumbled across this list on Amazon. I thought it was a fairly good list, but I would have moved Glengarry Glen Ross up to number 4. Top 10 Sales Movies Tommy Boy Boiler Room Wall Street Jerry Maguire Tin Men Glengarry Glen Ross Disclosure Other People’s Money Working Girl Cadillac Man
Continue ReadingCandidates Who Have Been Coached
Further proof of why we put limited importance on the face-to-face interview: I recommend that you answer difficult questions with SANDWICH technique. Practice writing out your answer – be sure to sandwich the negative with an emphasis on the positive. (+) (-) (+) Here is how you should fill in the blanks: (+) Begin with a positive statement (-) Slip in the negative (or weakness) (+) End with a positive statement Most likely the new employer will request only confirmation that you worked at the company. We always change plans, so it is okay to change your plans – maybe you were planning to go to college??? I don’t think… Read More
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