Through our recent assessment work, we have noticed a number of candidates with traits that are not considered desirable in a sales role. In particular, those who have high Social and low Utilitarian motivations. Often, these people have a need to be liked, accepted and helpful even to their own detriment. Those traits are desirable in many positions, but not sales. The main reason is this type of salesperson’s inability to qualify prospects by asking strong questions. A sales person that doesn’t qualify opportunities wastes valuable time, energy and company resources. They typically will take any meeting they can get, return with no particular purpose in mind and spend way… Read More
Continue ReadingDefining The Office Grandstander
Anyone who has worked in a large company has encountered office grandstanders in great quantity. Every department has them. Now CareerJournal.com offers an entertaining article titled Not Even Politicians Can Outdo Office Grandstanders. Another tactic: Speak first, and often, in meetings, says Greg Milano, a sales and marketing veteran of 22 years, and act like the boss you aren’t — yet. One colleague he remembers would often distribute minutes of meetings that weren’t his, make the first toasts at parties he didn’t host and grill people with questions only he felt he was entitled to ask. “It became such an annoyance that people started to refer to that behavior by his… Read More
Continue ReadingApril Fool’s A Day Late
April Fool’s went by this year uneventful for me, no practical jokes and no annoying pranks. At least so I thought. I have a group of guys that I lead in a bible study on Monday nights. Since it is Spring break this week, we talked about moving our usual meeting day and time. After several emails and conversations everyone agreed that we would keep it our normal time. I showed up, as usual, about 15 minutes early to shoot the breeze with some of the guys. Our 7pm meeting time came and went and no one showed up. I thought out of my 8 guys that at least half… Read More
Continue ReadingAnecdote – What Not To Do When Prospecting
We are presently running multiple processes and I received an email in response to one of our ads. The respondent listed the job title in the subject line and this in the body: Good morning: If I could show you the following: How to generate more leads How to increase company revenue and referral business How to be one step up on your competition A marketing program that will separate you from your competition Would you be open to look at information? John Doe 123-456-7890 I admire him for trying to create interest in his services, but this approach is insulting. Who wouldn’t want to increase company revenue? The implication… Read More
Continue ReadingHow Not To Impress A Client
I never know if these stories are believable or not, but this one from monster.com struck me as something I would do: Then, the client offers a cup of hot chocolate. As we get to the details of price, I take a gulp of my chocolate and it goes down the wrong way. I choke and spray it all over the client’s face, shirt and white trousers. I was numb. While I sat there, my bosses were running about trying to find napkins. I apologized profusely and wanted to cry. It was just one of those days. I laughed at the story because I have experienced that immediate choke response… Read More
Continue ReadingStrange Interview Occurrences
We were talking over here at Select Metrix about strange interviews so I decided to google the topic and found this site. There are some great, bizarre stories that will make you laugh. A few teasers: “She wore a Walkman and said she could listen to me and the music at the same time.” “… she threw-up on my desk, and immediately started asking questions about the job, like nothing had happened.” “… asked if I wanted some cocaine before starting the interview.”
Continue ReadingResumes – My Weakness
Jason Davis at Recruiting.com points us to Resume Hell. I have a real weakness for poorly-worded resumes and cover letters. This site offers some entertaining quips. For example: “interests and hobbies none at present” Or maybe this one: “Hobbies I enjoy cooking Chinese and Italians” One final one: “Hobbies…Liposuction…” If you enjoy these items, check out the site – I guarantee you will laugh.
Continue ReadingYou Can Ask Me Anything – Just Email Me.
I am currently sourcing candidates for a customer with these requirements: technically savvy, results oriented, efficient sales skills with good phone & writing skills. My interaction with this candidate started via email, which is great because I could get an idea of his written communication skills. His first emails were to find out a little more about the company and a lot about the position responsibilities. We emailed back and forth several times in which he asked some great questions. After I had answered his questions, he sent an email stating that he was interested in the position and would like to take it to the next step. I emailed… Read More
Continue ReadingSales Traits Series – Realistic Personal Goal Setting
This week’s sales traits comes with an anecdote. At a previous company, I worked with gentlemen who ran their own part of the business and had responsibility for their own forecasts. I remember submitting my forecast for the upcoming – it was a reasonable number. The 2 other business segment managers submitted astronomically-high forecasts. I took much heat for my forecast since it was much less than the other 2 managers. At the end of the year, I finished at 90% of my forecast. One of the business managers finished at 25% of his forecast. The other finished at 5% of his forecast. Honestly, it was that bad. Ever since… Read More
Continue ReadingFrom The Resume Pile
Not the abbreviation I would have chosen in the title: Legal Ass. needs work cheap.
Continue Reading