{"id":158,"date":"2006-07-10T13:12:02","date_gmt":"2006-07-10T18:12:02","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=158"},"modified":"2006-07-10T13:13:03","modified_gmt":"2006-07-10T18:13:03","slug":"discussing-pay-range-in-the-hiring-process","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/discussing-pay-range-in-the-hiring-process\/","title":{"rendered":"Discussing Pay Range in the Hiring Process"},"content":{"rendered":"<p>CareerJournal.com has a dated article regarding compensation titled <a href=\"http:\/\/www.careerjournal.com\/columnists\/theorypractice\/20060201-theorypractice.html?mod=RSS_Career_Journal&#038;cjrss=frontpage\" target=\"_blank\">When to Disclose Pay To a Prospective Boss<\/a>. This is an important topic for hiring strong salespeople.<\/p>\n<p>There are many salespeople who have tremendous difficulty discussing money with prospects. Their weakness leads them to spending inordinate amounts of time with &#8220;prospects&#8221; that will never close (logically speaking, the lack of money means these are not truly prospects). A weak money-qualifying salesperson may choose to spend time calling, meeting, quoting, pursuing a prospect without questioning them about their budget.<\/p>\n<p>This fear of a money discussion leads to gross inefficiencies in the salesperson&#8217;s performance. Most likely, the deals they close will be ones that they simply stumble in to. Since they choose to avoid qualifying money, it is difficult to quantify how much money they leave on the table in each deal they do close.<\/p>\n<p>With that background, the context of this article reads differently. I suspect the author was not writing exclusively about sales hiring, but this topic is crucial in the hiring process.<\/p>\n<p>First, what <em>not <\/em>to do:<\/p>\n<blockquote><p>If you appear relatively underpaid, describe hefty raises and bonuses that you pocketed during boom times. Emphasize that bad business conditions rather than your individual performance were to blame.<\/p><\/blockquote>\n<p>Bad idea in sales &#8211; it is obvious excuse making.<\/p>\n<p>Some better advice:<\/p>\n<blockquote><p>Inquire about the budgeted salary range for the targeted spot. Say whether that range matches your qualifications and personal needs. Express eagerness to negotiate your next package once it&#8217;s clear you&#8217;re the preferred pick.<\/p><\/blockquote>\n<p>In sales hiring, we value candidates who focus on the commission plan. Successful selling requires winning deals and being rewarded for those victories. Salespeople who focus on salary more than commission are displaying traits that should concern any hiring company.<\/p>\n<p>Lastly, let us all hope this closing statement does not come to pass:<\/p>\n<blockquote><p>Should pay-history queries be outlawed? The practice &#8220;is unfair on its face &#8212; and has the effect of prolonging discrimination due to race, gender and age,&#8221; contends Ted Turnasella, a compensation consultant in West Islip, N.Y. He is lobbying state lawmakers to introduce a bill that would bar employers from posing the question during interviews or on job applications.<\/p><\/blockquote>\n<p>What an astoundingly bad idea. I wish the author would have asked Mr. Turnasella how this practice &#8220;is unfair on its face.&#8221;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>CareerJournal.com has a dated article regarding compensation titled When to Disclose Pay To a Prospective Boss. This is an important topic for hiring strong salespeople. There are many salespeople who have tremendous difficulty discussing money with prospects. Their weakness leads them to spending inordinate amounts of time with &#8220;prospects&#8221; that will never close (logically speaking, the lack of money means these are not truly prospects). A weak money-qualifying salesperson may choose to spend time calling, meeting, quoting, pursuing a prospect without questioning them about their budget. This fear of a money discussion leads to gross inefficiencies in the salesperson&#8217;s performance. Most likely, the deals they close will be ones that&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/07\/discussing-pay-range-in-the-hiring-process\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[2,16],"tags":[],"class_list":["post-158","post","type-post","status-publish","format-standard","hentry","category-hiring","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-2y","jetpack-related-posts":[{"id":252,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/finally-some-interviewer-tips-part-deux\/","url_meta":{"origin":158,"position":0},"title":"Finally Some Interviewer Tips &#8211; Part Deux","author":"Lee Fratzke","date":"August 23, 2006","format":false,"excerpt":"A few months back we posted on an article from CareerBuilder.com titled Top 10 Interview No No's. One of the top 10 \"no-no's\" is a topic that we discuss with our clients regularly. It is: 2. No Opening Monologue - It is often tempting to have a monologue at the\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1362,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/the-toughest-topic-to-qualify-money\/","url_meta":{"origin":158,"position":1},"title":"The Toughest Topic To Qualify-Money","author":"Derrick Moe","date":"January 3, 2008","format":false,"excerpt":"It's not really when you know how to do it.\u00a0 Unfortunately, many salespeople have a distinct weakness when it comes to even broaching this topic with a prospect.\u00a0 This weakness leads to compounded expenses in that the salesperson will typically invest time and resources on a prospect who will disappear\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2354,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/social-skills-vs-sales-skills\/","url_meta":{"origin":158,"position":2},"title":"Social Skills vs. Sales Skills","author":"Derrick Moe","date":"June 24, 2010","format":false,"excerpt":"If you\u2019re talking you\u2019re not selling.\u00a0 That is an old axiom I learned early in my sales career and it is always true.\u00a0 Talking does not equal selling. Unfortunately, people not experienced in sales hiring often have the opposite view.\u00a0 Their stereotypical belief is that the best salespeople are the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2608,"url":"http:\/\/selectmetrix.com\/blogs\/2015\/07\/2-habits-that-undermine-salespeople\/","url_meta":{"origin":158,"position":3},"title":"2 Habits That Undermine Salespeople","author":"Derrick Moe","date":"July 28, 2015","format":false,"excerpt":"Supposition \u2013 something that is supposed; assumption; hypothesis Think of supposition, in sales parlance, as being synonymous with stereotyping.\u00a0 This is a dangerous approach to sale in that once you start making assumptions, you start derailing your qualifying skills.\u00a0 In most prospect situations, once you stop truly qualifying you are\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1911,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/02\/hiring-a-system\/","url_meta":{"origin":158,"position":4},"title":"Hiring A System","author":"Derrick Moe","date":"February 20, 2009","format":false,"excerpt":"If you have noticed a decrease in hiring topics of late there is a reason why\u2026few companies are hiring.\u00a0 We have seen it affect our business too.\u00a0 We had an early glimpse of it last year around Q2 as our assessment business started to decline gradually.\u00a0 That is a painful\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1399,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/qualifying-is-in-the-questions\/","url_meta":{"origin":158,"position":5},"title":"Qualifying Is In The Questions","author":"Derrick Moe","date":"January 31, 2008","format":false,"excerpt":"Successful selling is far more than being a smooth talker.\u00a0 It requires the ability to listen attentively and move within the conversation.\u00a0 This principle is discussed in a ManageSmarter.com commentary titled Build Sales Relationships: Consultative Questioning. The opening recollection of the author's first sales position is excellent: I marched into\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/158","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=158"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/158\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=158"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=158"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=158"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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