{"id":179,"date":"2006-07-20T12:46:11","date_gmt":"2006-07-20T17:46:11","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=179"},"modified":"2006-07-20T12:46:42","modified_gmt":"2006-07-20T17:46:42","slug":"recruiting-the-younger-generation","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/recruiting-the-younger-generation\/","title":{"rendered":"Recruiting the Younger Generation"},"content":{"rendered":"<p>I just caught up to some reading on <a href=\"http:\/\/www.workforce.com\/\" target=\"_blank\">Workforce Management&#8217;s<\/a> website.  <a href=\"http:\/\/www.workforce.com\/section\/06\/feature\/24\/40\/19\/index.html\" target=\"_blank\">Ready for the Big Time<\/a> captivated my attention.  The author references a company where candidates are hired similar to an NFL-style draft.  You have to register at the site but it is free.<\/p>\n<p>The article is quite long but I&#8217;ll give you the high points.  The article is written about what National Oilwell Varco&#8217;s (NOV) chief executive did in response to seeing that most of his executives and upper managment positions were being held by baby boomers.  He put his Senior VP of Sales and Director of Employee Development on the task to develop a system to recruit their next generation of company leaders.  At the time, the VP of Sales was asked to spearhead this initiative and he was reading Patriot Reign &#8211; a book about the New England Patriots.  He pulled a few points from the book which included business units competing for candidates based on the NFL draft.<\/p>\n<p>A couple of points jumped out at me.  Obviously, NOV made a conscious decision to shift their existing hiring paradigms.  First, they stopped looking just in their backyard and started recruiting beyond the states of Texas, Oklahoma and Louisiana.  Second, they actually started looking to recruit directly from colleges, picking 30-40 students from 10 different colleges for interviews.  In interviewing these students, they looked for specifc competencies:  communication, ability to deal with ambiguity, perseverance, strategic ability, a drive for results and political savvy.  They stopped prioritizing a recruiting paradigm that focused on hiring from their competitors for industry experience.<\/p>\n<p>There are a number of interesting points thoughout this article but I would like to focus on hiring competency over experience.  As we meet with clients and prospects, we consistently uncover that their top priority is to hire someone with direct industry experience.  Their logic is that this approach will certainly lead to success.  As with NOV, we recommend first to understand what competencies will lead to success in the role and then worry about the experience piece.  In sales, some times experience helps, but all to often it is grossly overrated.  Even though a salesperson may have sold a similiar product, how they went to market and competed is far different than any other company . . . including our customer.  The only possible exception I can think of is when a company sells a commodity, leads with price and has no value add.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I just caught up to some reading on Workforce Management&#8217;s website. Ready for the Big Time captivated my attention. The author references a company where candidates are hired similar to an NFL-style draft. You have to register at the site but it is free. The article is quite long but I&#8217;ll give you the high points. The article is written about what National Oilwell Varco&#8217;s (NOV) chief executive did in response to seeing that most of his executives and upper managment positions were being held by baby boomers. He put his Senior VP of Sales and Director of Employee Development on the task to develop a system to recruit their&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/07\/recruiting-the-younger-generation\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"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":[2,4,11,5],"tags":[],"class_list":["post-179","post","type-post","status-publish","format-standard","hentry","category-hiring","category-sales-management","category-team-management","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-2T","jetpack-related-posts":[{"id":984,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/accelerate-the-on-ramping-time-frame\/","url_meta":{"origin":179,"position":0},"title":"Accelerate The On-Ramping Time Frame","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"SellingPower.com has released their monthly sales management newsletter which is usually filled with insightful articles. How Long Are Ya\u20ac\u2122 Gonna\u20ac\u2122 Be New Here? is a client study on one company's efforts to shorten their sales ramp time. One of the universal problems all sales managers face is getting new hires\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":849,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/wrong-way-purchasing\/","url_meta":{"origin":179,"position":1},"title":"Wrong Way Purchasing","author":"Mike Cardinal","date":"April 24, 2007","format":false,"excerpt":"Hammer's recent post brought back the memory of a experience I had about 18 months ago. I was with a sales rep at a meeting hastily put together because a vendor's VP of Sales was coming to town. Although we had several very good, qualified meetings on the schedule, our\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1232,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/title-troubles\/","url_meta":{"origin":179,"position":2},"title":"Title Troubles","author":"Derrick Moe","date":"October 11, 2007","format":false,"excerpt":"Part of our service to our customers is to help them write an effective offer letter to their top candidate. We adjust some words based on the candidate's style, motivations and rewards to make the offer talk more directly to their preferences. One thing crossed my mind recently in regards\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":767,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/are-leads-dying-on-the-vine\/","url_meta":{"origin":179,"position":3},"title":"Are Leads Dying On The Vine?","author":"Lee Fratzke","date":"March 22, 2007","format":false,"excerpt":"There is an interesting article in the recent Career Concepts USA newsletter (sorry, no newsletter link). Career Concepts USA offers recruiting solutions through Career Fairs, Sourcing, and Partnership Services. They have an article on research done by Salesnet.com which found that 87% of all leads are not pursued by salespeople.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1432,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/why-do-salespeople-quit\/","url_meta":{"origin":179,"position":4},"title":"Why Do Salespeople Quit?","author":"Lee Fratzke","date":"February 22, 2008","format":false,"excerpt":"I've read\u00a0in many articles, blog posts and white papers that people take a job because of the company and quit because of a manager.\u00a0 I have talked to many salespeople about why they are looking for a new opportunity and\u00a0the vast majority do come down to their manager.\u00a0\u00a0But there is\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1419,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-social-salesforce\/","url_meta":{"origin":179,"position":5},"title":"The Social Salesforce","author":"Derrick Moe","date":"February 13, 2008","format":false,"excerpt":"Salespeople are motivated by many factors, but the primary, most common motivation is Utilitarianism.\u00a0 The drive is for a return on investment.\u00a0 Most people first think of money which is a good example, but it is bigger than that.\u00a0 It involves a return on time, effort, energy, resources, etc.\u00a0 72%\u2026","rel":"","context":"In &quot;Compensation&quot;","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"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\/179","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\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=179"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/179\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=179"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=179"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=179"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->