{"id":2054,"date":"2009-06-15T08:55:00","date_gmt":"2009-06-15T13:55:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/06\/adjusting-a-sales-process-for-this-recession\/"},"modified":"2009-06-15T08:49:05","modified_gmt":"2009-06-15T13:49:05","slug":"adjusting-a-sales-process-for-this-recession","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/06\/adjusting-a-sales-process-for-this-recession\/","title":{"rendered":"Adjusting A Sales Process For This Recession"},"content":{"rendered":"<p>The thought of retiring is going to be a novel idea in the near future, at least according to a new <a href=\"http:\/\/abcnews.go.com\/PollingUnit\/story?id=7802574&amp;page=1\" target=\"_blank\">abcnews.com poll<\/a>.\u00a0 In a recent survey of Americans (my bold):<\/p>\n<blockquote><p>Half the population in this new ABC News poll thinks both job security and retirement prospects in the years ahead will remain worse than their pre-recession levels. <strong>Four in 10<\/strong> also see worsened prospects for the availability of jobs and advancement, and, consequently, their own spending power.<\/p><\/blockquote>\n<p>No surprise there.\u00a0 The second aspect regarding worsened prospects for the availability of jobs is phrased in a negative manner.\u00a0 However, it is only 40%.\u00a0 This effect occurs in these difficult economic times \u2013 times will never be as good as they once were.<\/p>\n<p>I have seen this effect in some candidates recently which is never a good approach to landing a new job.\u00a0 As a recruiter, I am not looking for a naive optimist \u2013 the times are difficult and sales cycles are extended.\u00a0 Yet there are still deals to be closed and almost every opportunity will be highly competitive.\u00a0 This economy separates salespeople from pretenders in a fast mode.<\/p>\n<p>My recent sourcing activities have involved finding sales candidates who acknowledge the economy while expanding on the modifications they have made to their sales process.\u00a0 Increased prospecting, budgetary qualifying, time-frame discussions, etc. are all important adjustments that should be forthcoming from strong candidates in this economy.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The thought of retiring is going to be a novel idea in the near future, at least according to a new abcnews.com poll.\u00a0 In a recent survey of Americans (my bold): Half the population in this new ABC News poll thinks both job security and retirement prospects in the years ahead will remain worse than their pre-recession levels. Four in 10 also see worsened prospects for the availability of jobs and advancement, and, consequently, their own spending power. No surprise there.\u00a0 The second aspect regarding worsened prospects for the availability of jobs is phrased in a negative manner.\u00a0 However, it is only 40%.\u00a0 This effect occurs in these difficult economic&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/06\/adjusting-a-sales-process-for-this-recession\/\">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_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_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":[16,15],"tags":[1348,257,1347,330,600,187],"class_list":["post-2054","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sourcing","tag-hiring-in-recession","tag-hiring-sales","tag-retirement","tag-sales-candidate","tag-sales-process","tag-sales-qualifying"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-x8","jetpack-related-posts":[{"id":1414,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/whats-hot-in-a-recession\/","url_meta":{"origin":2054,"position":0},"title":"What&#8217;s Hot In A Recession","author":"Derrick Moe","date":"February 11, 2008","format":false,"excerpt":"More stories are appearing that address \"recession-proof jobs\" in response to our slowing economy.\u00a0 Timely titles for sure, but one position is always recession-proof and that is sales; specifically successful sales. Case in point, Job Hunting in a Recession from The Wall Street Journal: Target critical posts. \"The safest jobs\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":2449,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/10\/a-secondary-effect-of-the-recession\/","url_meta":{"origin":2054,"position":1},"title":"A Secondary Effect Of The Recession","author":"Derrick Moe","date":"October 20, 2010","format":false,"excerpt":"Most people agree that there will be a demand for workers as soon as we start the recovery process (no, I do not subscribe to the idea that the recession ended in June of 2009).\u00a0 Companies are running in a most efficient manner right now due to the fact that\u2026","rel":"","context":"In &quot;Generations&quot;","block_context":{"text":"Generations","link":"http:\/\/selectmetrix.com\/blogs\/category\/generations\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":158,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/discussing-pay-range-in-the-hiring-process\/","url_meta":{"origin":2054,"position":2},"title":"Discussing Pay Range in the Hiring Process","author":"Derrick Moe","date":"July 10, 2006","format":false,"excerpt":"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 \"prospects\" that\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":69,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/questions-when-hiring\/","url_meta":{"origin":2054,"position":3},"title":"Questions When Hiring","author":"Derrick Moe","date":"June 1, 2006","format":false,"excerpt":"Jill Konrath has a great post about salespeople who come on \"like a bull in a china shop\" when trying to sell to prospects. Her cure for these salespeople: You need to create conversations with decision makers. And, there's only one way to do this. You need to ask questions\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":2387,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/08\/3-years-and-a-cloud-of-dust-2\/","url_meta":{"origin":2054,"position":4},"title":"3 Years And A Cloud Of Dust","author":"Derrick Moe","date":"August 3, 2010","format":false,"excerpt":"My apologies for co-opting Woody Hayes\u2019 saying, but I am from Ann Arbor and couldn\u2019t stand the guy anyway.\u00a0 I\u2019m wondering what the Great Recession is going to do to resumes.\u00a0 What I mean is this \u2013 many people have shortened tenures nowadays (especially Gen Y).\u00a0 3 years is turning\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":2259,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/02\/why-companies-hire\/","url_meta":{"origin":2054,"position":5},"title":"Why Companies Hire","author":"Derrick Moe","date":"February 3, 2010","format":false,"excerpt":"From abcnews.com regarding the \u201cjobs proposal\u201d working its way through Washington: Obama's proposal has an additional provision that would award $5,000 tax credits to companies that add workers in 2010. Honestly, has anyone in this administration ever run a private company?\u00a0 I\u2019m no economist, but my experience is this \u2013\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2054","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=2054"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2054\/revisions"}],"predecessor-version":[{"id":2055,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2054\/revisions\/2055"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2054"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2054"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2054"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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