I have been sourcing sales candidates the last couple of weeks for several of our clients and received a phone call from a recruiter. Normally, I don’t get a lot of calls from recruiters. It was an interesting call so thought I would share the exchange with you. To set the stage, the recruiter did not ask if I had time to talk or if it was a convenient time for me. In fact, his call came just a few minutes prior to a scheduled screening call with a candidate. Recruiter: Hi, this is John Doe from XYZ Recruiting. I’m not sure you know me but XYZ has filled numerous… Read More
Continue ReadingRecruiting Process Affects Your Marketing Efforts?
Yes according to a recent study by Capital Consulting in London. I came across this short little article from Workforce Management in a newsletter. It is a short artice so I will reproduce it in it’s entirety (emphasis is mine): At Least Say Thank You: Shoddy recruiting does more than chase away potential high performers. New research suggests it also may cost companies in the marketplace. Capital Consulting in London says nearly one-quarter of job seekers have been poorly treated when applying for a job, and they frequently take out their frustrations by broadcasting the news far and wide: 31 percent share the bad experience with three to five people,… Read More
Continue ReadingTimeliness Counts!
In the past several weeks I have been working with one of our clients on a sales position that they are desperately trying to fill. On numerous occasions they have said it needs to be filled quickly. I can appreciate this approach, however the actions of the client are not congruent with their words. Let me explain. We have a strong candidate that has interviewed several times in-person and on the phone. Unfortunately, he has been waiting 2 weeks for a follow-up call from one of the managers to set up what he was told would be the final interview. Before you pass judgement think back over your latest hires.… Read More
Continue ReadingTeam Selling Today
We are experiencing a seismic shift of the sales process as it moves from a single salesperson calling on prospects to to a team-based approach. A recent article at Selling Power lays out the roles the varies team members should play. The article comes from The Fisherman’s Guide to Selling: Reel in the Sale €“ Hook, Line and Sinker, authored by Joe DiMisa. Here are the 6 basic roles as defined by him: The Leader: This ONE person pilots the meeting or discussions. Color commentator: This person will add “color” or important facts or statistics relevant to key issues. Note taker: This person records comments, decisions, agreements, needs, and action… Read More
Continue ReadingWhat Does Success Look Like?
Earlier this week, myself and the President of one of our customers interviewed a sales candidate. We purposely put the candidate through an extensive interview to observe his ability to handle a lengthy discussion (similar to our customer’s typical call). After putting him through the paces, we gave him the chance to ask questions of us. This time is most valuable in an interview in that it gives you insight into the candidate’s thought process during the qualifying stage in a sales process. He did quite well in his questions – he learned who the competition is, what markets he would call on, the company’s value proposition and culture (including… Read More
Continue ReadingThe Aging Labor Pool
Time for some simple Friday stats: According to the US Census Bureau the projected percentage of the population represented by each age group, from the 2000 census projected out to the year 2050.
Continue Reading50 Best Small And Medium Companies
The 50 best small & medium-sized companies to work for were selected and ranked by the Great Place to Work Institute Inc., a global workplace research and consulting firm headquartered in San Francisco. The institute also selects Fortune magazine€™s annual list of the €œ100 Best Companies to Work For,€ recognizing companies with more than 1,000 employees, as well as similar lists in 29 countries. Here are the top 25 small companies with 50 to 250 U.S.-based full- and part-time employees: Badger Mining Corp., Berlin, Wis., Mining & Quarrying InsureMe, Englewood, Colo., Financial Services & Insurance Analytical Graphics Inc., Exton, Pa., Information Technology Heinfeld, Meech & Co. PC, Tucson, Ariz., Financial… Read More
Continue ReadingJuly Is _____ National Awareness Month
It has been a while since I last posted about important upcoming dates. I was looking through a promotional calendar and started chuckling at some of the titles I was reading. Instead of highlighting just one this month, I thought I would provide all of July’s honor: National Recreation and Parks Month Blueberries Month Cell Phone Courtesy Month Family Reunion Month Herbal & Prescription Awareness Month National Baked Beans Month National Culinary Arts Month National Grilling Month National Hot Dog Month National Make a Difference to Children Month National Purposeful Parenting Month Skyscraper Month Social Wellness Month Women’s Motorcycle Month Mental Illness Awareness Month
Continue ReadingWhere to Find Cheap Gas
We have a couple of approaches to purchasing gasoline within our company. If you are like me, you keep a close eye on the price of gas and attempt to purchase it before it spikes. If not, you are similar to the Hammer who fills up whenever and wherever he needs gas regardless of the price. I read an article on ManageSmarter.com that provided a link to software for your phone. The “Cheap Gas” widget is a free application from GetMobio. They provide an entire suite of applications designed to help cell phone users with a variety of tasks. The program has over 50 applications and the “Cheap Gas” widget… Read More
Continue ReadingAre You Using Assessments?
Most people are, according to a Workforce Management Quick Take titled Organizations Look to Get Personal in €™07. Statistics from the short article (my emphasis): Organizations in 2007 will increasingly turn to personality tests when recruiting and hiring, according to Birkman International in Houston. Birkman, citing research from New Orleans-based Rocket-Hire Inc. (a Dear Workforce contributor), says 65 percent of companies used them in 2006, up from 34 percent a year earlier. That is a noticeable increase in one year. If you are not using assessments today in your hiring process, we can help.
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