Don’t get me wrong, I love email. However, there is a downside to it. I am emailing with someone today and I have no idea what gender they are. The fact that it is -25 degrees F here today may be impacting my cognitive ability which is fine as long as my car starts.
Continue ReadingAn Alternative Trend
We get many press releases every day that mainly announce new products. However, I did get one from CareerBuilder.com that was fairly interesting. The topic is sales hiring in 2009 and, not surprisingly, many companies are going to be “cautious.” The format is basically a survey of 2009 trends and the press release lists highlights of their findings. I apologize for not having a link though I suspect it may be on the CareerBuilder website now. Here is what caught my eye: 2. More Flexibility – Flexible work options continue to be an important benefit for sales employers to provide workers. Nearly four-in-ten (37 percent) of sales employers will provide… Read More
Continue ReadingDeath Of The Fax
Just a simple thought here – when will the fax machine go away? I talk to prospects and collect their contact information for our CRM. I had the thought, “Why do I ask for their fax number?” Honestly, I cannot remember the last time I sent a fax to a prospect or customer. I scan it in and email it…again, that way I have a record of it in our CRM software. My outside number is 5 years until it goes down to the level of the typewriter.
Continue ReadingSalespeople With Emotional Needs
One of the reasons we are so adamant about assessing sales candidates is to know what motivates and rewards the person. Once identified, these factors can be explored during a face-to-face interview. There is one reward that requires an in-depth discussion with any sales candidate who possesses it – Status & Recognition. This salesperson is rewarded by prestige, social acknowledgement and tangible trophies. Let me be clear – this is a strong reward structure for a salesperson. However, when it is over-amplified, it becomes a detriment. I have a friend in sales who has this issue. He is incredibly knowledgeable about his complex product line. He speaks about it on… Read More
Continue ReadingRFI?
Unbelievable. I have been solicited in a disgusting, disturbing manner. Read this (my emphasis): This request for information (RFI) shall not be construed to be a Request For Proposal (RFP) and no agreement/contract will be entered into with/awarded to any vendor based on responses to this RFI, and it shall in no way be considered as authorization by <company> for vendors to undertake any work. Nothing in this RFI shall be construed as a commitment to issue a RFP. Response to this RFI will not create any obligation. Neither <company> nor vendors answering this RFI shall be bound by any aspect of their response to this RFI. RFI? Yes, I live… Read More
Continue ReadingThose Millennial Misfits
The Herman Trend Alert touches on the ever-popular Gen Y/Millennial trends and traits in their most recent email (sorry, no link). The perception of this generation still needs some improvement…drastic improvement (emphasis mine): Recently JobFox.com conducted a poll of recruiters with predictable results—Millennials were judged to be the least effective performers of the four generations now in our workplace. A paltry 20 percent of the responders characterized them as “generally great performers”. Compare this statistic to the 63 percent who said Baby Boomers (43 to 62 years old) were great performers and 58 percent who gave high marks to Gen Xers (29 to 42). True confession – I have a… Read More
Continue ReadingMind Your Address
It just doesn’t seem so difficult to figure this out, but candidates keep using their personal email addresses that seem to date back to their college days. Of course, there wasn’t email when I was in college…different story. Here is one I came across today: shovelhead@yahoo.com Unbelievable. Instead of considering his candidacy, I am left with thoughts of the potentially peculiar shape of his head.
Continue ReadingThe 7.2 Flu
Today’s announcement of 7.2% unemployment is remarkable in a bad context. Yet, I do appreciate the AP writer’s opening sentence (my color): The nation’s unemployment rate bolted to 7.2 percent in December, the highest level in 16 years, as nervous employers slashed 524,000 jobs. Dramatic, wouldn’t you say? Look, it is bad and most people realize that fact, but this type of fear-mongering is over the top. How about the third graph: For all of 2008, the economy lost a net total of 2.6 million jobs. That was the most since 1945, when nearly 2.8 million jobs were lost. That was the first half; here is the second half (can’t… Read More
Continue ReadingThe Sales Manager’s Role
What makes a good sales manager is a question we hear all the time from CEO’s, Presidents and Owners. We have worked with hundreds of sales managers over the years and each one brings his or her own strengths and weaknesses. One variable that is oftened overlooked is whether the corporate culture allows the sales manager to do the job for which he or she is being held accountable. Jonathan Farrington has a great quote that not only answers the question of what makes a good sales manager, but is also the foundation of the sales culture of any organization (emphasis mine): The Sales Leader’s role is one of catalyst – constantly helping their team to… Read More
Continue ReadingProof There Is No Proof-Reading
Just when I thought companies had finally taken my advice and started proof-reading their employment ads I come across this title: Build Enginerr Of course the ad states this requirement (emphasis mine): –Excellent written, spoken, and interpersonal communication skills with the ability to communicate ideas in both technical and user-friendly language. I suppose the descriptor “excellent” is all relative.
Continue Reading