It has been a hectic week of crashed computers, new blogs set up, new video integrations, business deals, etc. Suffice to say, I have been worn out by the myriad of tasks. In the middle of this busy week, I talked to a strong salesperson I know who has been quite successful in an industry that normally would suffer during this economy. Unfortunately, he is starting to fade in his current position. What I mean is that the company is grinding him down to where he is looking for another opportunity. The main reason is disgustingly simple – he can successfully close deals in this economy, but his company struggles… Read More
Continue ReadingTalent Is Dreadfully Cheap
How about this quote from Stephen King’s Danse Macabre (h/t JustSell.com): … talent is a dreadfully cheap commodity, cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work and study; a constant process of honing. Talent is a dull knife that will cut nothing unless it is wielded with great force — a force so great that the knife is not really cutting at all but bludgeoning and breaking… Discipline and constant work are the whetstones upon which the dull knife of talent is honed until it becomes sharp enough, hopefully, to cut through even the toughest meat and gristle.
Continue ReadingJobless Recoveries
Jobless recoveries is an all-too-frequent phrase in our modern economy. The 3.5% growth in 3rd quarter GDP is a bit misleading as the government poured money into the economy (cash for clunkers, first-time home buyer program, etc.). The hiring trend continues to be abysmal as somewhat expected as it is a lagging indicator. But is it becoming more of a lagging indicator? This article from Commentary Magazine makes an observation I haven’t heard elsewhere (emphasis mine): The underlying reason for increasingly jobless recoveries in recent decades can be found in Chart 5 of the New York Fed’s report. In the early 1980s, 51 percent of industries were undergoing structural change… Read More
Continue ReadingDecline Of The Dinosaur Boards
Here is a job title of a job posting I read this morning on one of the 2 large boards: SECRET CASH LOOPHOLE Here is the opening line of the ad: EARN AN EXTRA $1,000 a Week Working Less Than an Hour a Day, or $500 a Day Working 2-3 Hours a Day. As an aside, it is a good policy to be highly suspicious of any position that leads with your ability to earn more doing less. Perhaps couch potatoes are their top prospects. I realize in a recession with extremely high unemployment that these types of positions materialize. However, the two big boards are being overrun by these… Read More
Continue ReadingA Minimalist Job Posting
Here is a sales job posting I clicked on this morning: Regional Account Executive- Minneapolis About the Job That is it – the rest is a scrollable white page. It gets better – the hiring company is in computer software.
Continue ReadingSales Dumb
This is from the JustSell.com crew – it is a description of things salespeople do to upset prospects. I found it quite comprehensive: They (Ed.-prospects) don’t like it when… we’re pushy we call too much we’re “just checking in” we’re unprepared we’re disrespectful of their time we keep calling if they say they’re not interested we don’t respond fast enough we appear not to understand them, their industry, their situations, and their challenges we don’t work in their interest we don’t listen we don’t know about our own products/ services we’re rude, arrogant, or inattentive we’re vague or unclear they’re made to feel like they’re interrupting us we seem like… Read More
Continue ReadingDon’t Trust The Dow
I have heard many cheerleader reports attempting to claim the recession is over and the recovery has begun. I’m not so certain especially when these people note the stock market as the leading indicator. This article from CNNMoney.com explains why this cheerleader approach is flawed (my bold): Several experts point out than many of the relatively strong earnings reports helping to lift the markets in recent days are being driven by cost cuts, rather than strong revenue growth that would be a better indicator of consumers and businesses being willing to spend again. If businesses keep cutting costs to make the numbers that Wall Street wants to see, that can… Read More
Continue ReadingTerms Of The Recession
Here is one from the weekly Herman Trend Alert of which I was not familiar: “corporate cocooning” – staying put out of fear A rather appropriate construction for today’s economy, wouldn’t you say? Here is the paragraph from which it is used: Due to “corporate cocooning” (staying put out of fear), the “unprecedented churning” of the labor market we have forecast in the past has not yet happened. Now, we again see a high level of expectation of job hopping. Wise employers will heed this warning and take steps now to engage their valued employees and avoid this unwanted turnover.
Continue ReadingWhy Sales Forecasts Matter
I’ve noticed in some companies a casualness regarding sales forecasts from their sales team. Heck, I’ve worked for some companies that shared that casualness. Some companies view it as an exercise in Excel gymnastics. Others view it as a coffee klatch activity. One customer of ours had multipliers (<1.0) for certain sales reps since they knew those sales reps’ forecasts were inflated…greatly. Here is a news story about a local company and a significant change to their forecast. The setup: Digital River Inc. shares plunged Monday after the e-commerce services provider announced it will lose its largest customer. Cupertino, Calif.-based Symantec Corp. (NASDAQ: SYMC) notified Digital River on Oct. 9… Read More
Continue ReadingThis Is 85% Of Sales Success
From an article in our local StarTribune.com (bold mine): A Carnegie Foundation study once found that only 15 percent of a businessperson’s success could be attributed to job knowledge and technical skills — considered an essential element but overall, a small contribution. A whopping 85 percent could be determined by “attitude” and the “ability to deal with people.” I grant you that “attitude” is a fat word – I’m not sure exactly how he defines it in this survey. Nonetheless, you get the point when it comes to hiring. I would estimate that 85% of sales hires are based on technical skills as opposed to the ability to deal with… Read More
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