There has been much discussion about the use of social networking for candidate background checks. I have always been in favor of allowing companies to search through anything posted online – it is in the public domain. However, this German law does provide a bit more detail: For example, employers will still be allowed to run a search on the Web on their applicants, de Maiziere said. Anything out in public is fair game, as are postings on networks specifically created for business contacts, such as LinkedIn. In contrast, it will be illegal to become a Facebook friend with an applicant in order to check out private details, he said,… Read More
Continue ReadingA Bad Marketing Day
I had a laugh regarding a web inquiry one of my customers received recently. The inquiry was the first one the company had received “in 8 months.” When the salesperson emailed the contact to set up a call, the contact said he was a victim of identity theft and had not submitted the inquiry. You know, some days just go that way.
Continue ReadingNew Phrase
I was reading this article from our local business magazine and came across this phrase which was new to me (emphasis mine): Twin Cities television viewers are most drawn to sports, comedies and dramas, and they’re increasingly using digital video recorders and other time-shifting technologies to watch their favorite programs, according to Comcast Corp.’s second annual “TV Pulse Survey.” I would argue that Taleo is a “time-shifting technology,” if you get my drift.
Continue ReadingSpelling Does NOT Matter
Here is a new title from a sales employment ad: Accont Exceutive Honestly, if I could spike my coffee right now I would. Whatever price this medical company paid for the ad has been wasted before a single click.
Continue ReadingToo Many Gerunds
From a sales ad I just read (my editing): Experience in building, hiring from scratching, coaching, training and developing the RAMs in the sale of _________ products. Perhaps this is some new interviewing technique – “If you could scratch one place on your body, what would that place be?”
Continue ReadingOf Objectivity
I preach this point from the mountaintop as often as possible so I’ll continue here – sales is the single most difficult position to hire in any company. The reason is simple, accurately predicting sales success by discerning candidate capabilities is…well, often a crapshoot. This fact is why it is imperative to use assessments to gain an understanding of what the candidate has “under their hood.” A prime example is emotional control. Successful salespeople have this trait. It is a broad term so let me put a finer point on it: This is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This… Read More
Continue Reading3 Years And A Cloud Of Dust
My apologies for co-opting Woody Hayes’ saying, but I am from Ann Arbor and couldn’t stand the guy anyway. I’m wondering what the Great Recession is going to do to resumes. What I mean is this – many people have shortened tenures nowadays (especially Gen Y). 3 years is turning into a fairly good tenure for a worker. This recession has cost millions of people their jobs. Some will have to start their work career over, essentially taking a “lesser” job and working their way up all over again. In many instances, they will have to jump from job to job to keep moving up during their now condensed work… Read More
Continue Reading10 Commandments Of Successful Sales Selection
1. Always select talent and skills over experience. 2. Do not put the entire burden of the company on this hire. 3. Do not clone yourself. 4. Do not expect to hire perfection. 5. Do not start the process unless you can hire the right candidate today. 6. Do not run the process out of sequence. 7. Do not miss opportunities to see the candidate in action. 8. Do not change the compensation plan during the process. 9. Trust the instruments more than your gut. 10. Do not assume you are the candidates’ only option.
Continue ReadingSinking Stock Syndrome
I made that up, Sinking Stock Syndrome, from some interactions I have had recently with a couple of small business owners. Both owners suffered from this syndrome which had disastrously negative effects on their company, both in revenue and morale. Here is how I define my newly-minted syndrome – an irrational hope that a grossly underperforming salesperson will miraculously turn things around and become a sales superstar. It rarely happens. The problem stems from the business owner who has invested in this failing salesperson. Notice I used “business owners” – I do believe this syndrome is more prevalent among this group as they are closely tied to the business (i.e.… Read More
Continue ReadingThe Unanswered Question
Take a look at this headline from Twin Cities Business: MN June Unemployment Rate Drops, Sheds 3,700 Jobs Jobs are lost and the unemployment rate decreases…how can this be? It is a question that begs an answer, yet you won’t find it in this article. The closest it comes: Minnesota’s unemployment rate dropped 0.2 percent in June to a seasonally adjusted 6.8 percent even though employers cut 3,700 jobs during the month, the Minnesota Department of Employment and Economic Development (DEED) said on Thursday. Clearly workers had to leave the workforce or unemployment benefits expired for many Minnesotans. It is probably a combination of both factors. This is a critical… Read More
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