Now this is a provocative article from BusinessWeek.com titled Defining A Job. The article is quite thorough in it’s reasoning and well worth the read. But let’s start with this explanation: In a nutshell: how do you define a job? For most organizations today, it’s based on the unit of time—40 hours week, for example—but I believe that definition is rapidly reaching the end of its useful life. Going forward, many jobs in our economy will be better defined by and compensated according to the task performed, regardless of the time spent achieving the desired outcome. Ironically, the switch from time to task takes us back to the way most… Read More
Continue Reading7 Saving Graces Of Managers
This is an interesting article from BusinessWeek.com – a ranked order of saving graces which are essentially counterpoints to the typically hard-charging approach of managers. The 7: 1. Listening: Taking the time to listen can get you out of more jams than the rest of the saving graces combined. It is the ultimate way of demonstrating that it is not all about you and your agenda, and it is an excellent tool for breaking down barriers and getting more out of what you do with others. Few executives are good listeners. 2. Approachability: The best executives need to be early knowers, especially when it comes to negative information. The best… Read More
Continue ReadingThe Negative Effect
We’ve been working through a fair amount of initial sourcing activities the past week or so and I’ve come across something that catches my attention. I’m seeing more and more posted resume/cover letters that state what a candidate is not looking for in their next position. No telemarketing positions. No work-at-home schemes. Not interested in travel. Must have benefit plan or not interested. I understand the desire to be focused in a job search, but I notice a negative effect when I read through these types of statements. Immediately, I start thinking about what other restrictions may be part of this candidate’s baggage. I suspect there are many companies out… Read More
Continue ReadingFun From The Sourcing File
This is the title from a sales resume: sales pro here looking for best carrer oppertunity Spell check is a jobseeker’s best friend.
Continue ReadingThe Annual Valentine’s Story
Romance in the office is the topic du jour on Valentine’s Day. This year is no exception as BusinessWeek offers The Ethics of Office Romance. I did enjoy the author’s take: The implications for the workplace are this: The odds against an office romance succeeding are just slightly better than what you’d find at the worst casino in Las Vegas. When you lose at roulette or keno, though, you’re out only a couple of bucks (if you’re smart), and that’s the end of it. When you lose the game of love at the office, you still have to face the other person day after day. That constant reminder of a… Read More
Continue ReadingHow Does Your City Rank In Terms of Stress?
This article ranks 50 metros in terms of relative ”stress” and I was glad to see my metro did not make the top 10. We did, however, miss the “Top 10 Least Stressful” metros (by one place). Distressing, to say the least. Those of us who live in the Twin Cities love to brag on our quality of life, even more so than our weather. We love being in the top 10 of any silly survey. It made me think about the stress of working in sales. The constant pressure to perform. The uncertainty of the deal. The hidden power centers and arcane purchasing rules. The shifty clients and the… Read More
Continue ReadingThe Social Salesforce
Salespeople are motivated by many factors, but the primary, most common motivation is Utilitarianism. The drive is for a return on investment. Most people first think of money which is a good example, but it is bigger than that. It involves a return on time, effort, energy, resources, etc. 72% of the top salespeople in any market or company are motivated by Utilitarianism. Now imagine a salesforce that is not compensated in some manner by commission – a group with a strong Social motivation. You would then have this story from the Boston Globe – A noncommissioned sales force? You’re crazy: What is it that Little, vice president of sales… Read More
Continue ReadingThe New Look
As you can see at our site, we have updated the blog page a bit. We have had some strange issues in the past with truncating (really disappearing) text so we have gone with a new theme, layout, color, etc. I hope you like the look and ease of reading The Hire Sense with these changes. There are a few more on the way so please check back often as the look evolves.
Continue ReadingPaid Interviews?
Lee sent this short article to me – Paying Recruits to Interview? I’m woefully out of touch on this one: Notching Interviews: Why would corporate recruiters pay candidates to interview for jobs? To Los Gatos Hills, California-based Notchup.com, the answer is simple: Companies ideally will find top candidates, so the money will be well spent. The startup job board adds a twist to the traditional online job search by enabling job-seeking professionals to name their price at which they will agree to interview with prospective employers. Notchup.com says employers benefit by being able to target passive candidates. The company says its tools include optional background checks on candidates and a… Read More
Continue ReadingDulled By Success
There is an effect we have noticed when recruiting salespeople from larger companies that seems to be consistent across markets. Some salespeople, maybe many, lose their edge when it comes to prospecting when they land a large customer. I see this effect happening in larger companies, for some reason, more than smaller companies. I bring this up because I read an employment ad for a large company that we used to work with in a previous life. This company has an unbelievably strong customer service orientation. I mean that in a negative way. Their “hunter” salespeople believe they can service their way to a sale. This approach is reinforced by… Read More
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