This is a long set-up, but you’ll get the point. I just read an interesting Q&A article on BusinessWeek.com titled Being Pushy…or Taking the Initiative? Here is the question posed by an office manager who is hiring for a sales position: I’m the office manager in a branch of an international PR firm with more than 50 offices in the U.S. I run the administrative processes, work as the liaison with our U.S. headquarters, and serve as the HR chief for this branch. Last week I interviewed a candidate for an account manager position. This man had applied for the job through an online job ad. I do the first-screen… Read More
Continue ReadingThe Philosophical Ad
I’ve been reading through some sales ads and am seeing a trend regarding the introduction. Many ads are now describing their company in, for lack of a better word, philosophical terms. For instance, this excerpt is from a cell phone company’s ad: Are you ready to join _______ and Live Life in the Now?” “At ______, “NOW” is not a mantra, it’s not a demand and it’s not a time in space. NOW is a fact. It’s a lifestyle. It’s the way we conduct business with each other. And it’s the very essence of the experience we deliver to our customers every single day. We believe in the now. We… Read More
Continue ReadingPsychological Recession
I’m not one to head into a weekend with a downer of a post, but this article from CNNMoney.com is fascinating. The author is explaining how the US economy is not in a recession. The twists begin early with this stat: After all, most of the CFOs questioned in a recent poll agree that the U.S. is in a recession; among the general public, 76% said the U.S. was in a recession six months ago, and other polling suggests most people believe things have grown worse since then. I have seen this belief firsthand which always catches me off-guard. I have even heard people talking of another depression. I suppose… Read More
Continue ReadingTattoo Youth
Ok, lame play on words for a title so my regrets to the Rolling Stones. The tattoo topic is one that seems to be ever-present. What should companies do about employees with tattoos? The Herman Trend Alert (sorry, no link) provides the data as to why this topic is so common: Thus, it is no wonder that over 32 percent of young people aged 25 to 29 and 25 percent of folks aged 30 to 39 have followed suit (Harris Interactive, 2008). A 2006 Pew Research survey found 36 percent of people ages 18 to 25 had tattoos, while a full 40 percent of those 26 to 40 sported them.… Read More
Continue ReadingUmmm, Verbal Tics
I am back after a refreshing break so now it is time for the home stretch of 2008. I have to start with something light from JustSell.com – sales words: uh, verbal tics can be annoying, so… The article is a provides a great insight into a common problem (my editing): Verbal tics are words and phrases we use habitually, and sometimes, unconsciously. They’re the clutter in our speech that makes us sound less attentive, prepared, and intelligent than we want to sound. JustSell’s top 7 most aggravating verbal tics… uh um like you know I mean so (especially when used at the end of an unfinished sentence) well We… Read More
Continue ReadingHow To Size Up Candidates
ManageSmarter has a great article titled, The Ideal Job Candidate: Myth or Reality? that touches on a subject that we have posted on many times. I cannot begin to tell you how many conversations we have around this subject with clients and prospects. Jeff Schmitt has 3 points he writes about when it comes to hiring. As a a hiring manager, I would recommend that you keep these points in mind as you begin a hiring process: Examine yourself. Look at your recruiting effort. Are you still reposting that same job description after another fruitless round of interviews? Unfortunately, this doesn’t change one element: the problem is you haven’t adapted.… Read More
Continue ReadingUsing Social Networks For Conducting Background Checks
In catching up on some posts and articles from the weekend I came across a survey from CareerBuilder on Cheezhead. The survey is looking to see how many hiring managers use social networking sites for conducting background checks. Here are the findings: Of those hiring managers who have screened job candidates via social networking profiles, one-third (34 percent) reported they found content that caused them to dismiss the candidate from consideration. Top areas for concern among these hiring managers included: 41% – candidate posted information about them drinking or using drugs 40% – candidate posted provocative or inappropriate photographs or information 29% – candidate had poor communication skills 28% –… Read More
Continue ReadingThe Experience Myth
As you have probably ascertained, we are strong proponents of hiring for ability/potential that matches your sales as opposed to tenured experience in your industry. Naturally, this article – The Myth of Experience – from Managesmarter.com is right up our alley. Please allow me to reference an analogy from later in the article: Don’t fall into the myth of relying upon experience. Instead look for potential. That’s why there is always an image of flowers on a package of seeds. We don’t really care what the seeds look like. We want to know what they will become. I like that characterization even though I am not one to use “potential”…I… Read More
Continue ReadingStereotypical Features And Benefits
I am not fan of features and benefits selling. I don’t even think that approach belongs in a retail sales environment. The better approach is to qualify the prospect for need – What are they looking for? What is it they need to have/do? What is their time frame? You get the idea. Unfortunately, many features/benefits salespeople exist in the marketplace and they seem to be everywhere. This approach leads to the negative stereotype salespeople – pushy, talkative, bad listener, etc. Managesmarter.com provides an excellent tip within an article titled Transcend the Negative Stereotypes of Sales: Tip No. 3: Understand how your customers market services and generate profit. Don’t assume… Read More
Continue ReadingSeparation Clarity
Good article here from Salesopedia.com titled Reject Me, Please. Handling rejection just may be the most important trait of any strong salesperson. Rejection is the key differentiation between sales and all other positions. Salespeople have to be able to handle this topic well. Excellent sales people realize it’s about the products and service, and not them. They may have represented the product poorly and answered questions about the services ineptly, but nonetheless, the opposition is about what’s being sold, not the seller. This ability to distinguish between the purveyor and the purveyed I call Separation Clarity. Well stated and I am now a fan of the phrase “separation clarity.” I… Read More
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