In catching up on some posts and articles from the weekend I came across a survey from CareerBuilder on Cheezhead. The survey is looking to see how many hiring managers use social networking sites for conducting background checks. Here are the findings: Of those hiring managers who have screened job candidates via social networking profiles, one-third (34 percent) reported they found content that caused them to dismiss the candidate from consideration. Top areas for concern among these hiring managers included: 41% – candidate posted information about them drinking or using drugs 40% – candidate posted provocative or inappropriate photographs or information 29% – candidate had poor communication skills 28% –… Read More
Continue ReadingThe Experience Myth
As you have probably ascertained, we are strong proponents of hiring for ability/potential that matches your sales as opposed to tenured experience in your industry. Naturally, this article – The Myth of Experience – from Managesmarter.com is right up our alley. Please allow me to reference an analogy from later in the article: Don’t fall into the myth of relying upon experience. Instead look for potential. That’s why there is always an image of flowers on a package of seeds. We don’t really care what the seeds look like. We want to know what they will become. I like that characterization even though I am not one to use “potential”…I… Read More
Continue ReadingSeparation Clarity
Good article here from Salesopedia.com titled Reject Me, Please. Handling rejection just may be the most important trait of any strong salesperson. Rejection is the key differentiation between sales and all other positions. Salespeople have to be able to handle this topic well. Excellent sales people realize it’s about the products and service, and not them. They may have represented the product poorly and answered questions about the services ineptly, but nonetheless, the opposition is about what’s being sold, not the seller. This ability to distinguish between the purveyor and the purveyed I call Separation Clarity. Well stated and I am now a fan of the phrase “separation clarity.” I… Read More
Continue ReadingLack Of Attention To Detail
Derrick wrote a series on sales traits last year which transcends sales and applies to everyone. I was catching up on my RSS reader from the Labor Day weekend and came across this perfect example to illustrate the lack of Attention to Detail. According to this post from US News & World Report, employees of media agency Carat learned about a planned layoff by management through an email. Because someone did not have an abundance of the attention to detail trait, an email meant strictly for management accidentally went out to everyone in the company. This is why we stress the use of assessments to “x-ray” a person’s hidden abilities and talents, or lack thereof. Unfortunately… Read More
Continue ReadingGet ‘Er Done
You have probably read many “how to” articles that provide tips for jobseekers. One tip that almost always makes the list is to have a professional email address. Unfortunately, I was looking through resumes today and found one person who may not have read any of those articles. His email address: rednecktrucker@domain.com Next.
Continue ReadingIM Efficiency
How about this from the Herman Trend Alert – Use IM to Reduce Interruption (sorry, no link). Most people believe using “instant messaging” (IM) software to chat at work leads to an increase in disruption. In fact, a study published recently by researchers at Ohio State University and University of California, Irvine found that workers who used IM on the job reported fewer interruptions than their colleagues who did not. The research showed that IM is often used as a substitute for other, more disruptive forms of communication such as the telephone, email, and face-to-face conversations and thus it actually leads to an increase in productivity. Dr. R. Kelly Garrett… Read More
Continue ReadingLiability Waivers And References
I have been used as a reference and I have called to talk to references – at times it can be awkward. I am extremely careful with what I say when I am the reference as I sense legal danger everywhere. When I am calling a reference, I truly enjoy the people who just roll and I only have to direct them a bit. Now our local paper runs this short Q&A article about a liability waiver. I have never encountered such a document: Q: One company I interviewed with asked me to sign a waiver saying my former supervisor would not be liable for anything he said about me.… Read More
Continue ReadingPublic Sector Efficiency
This abcnews.com article will tweak every Utilitarian out there (my editing): The federal government has 2.6 million civilian workers, making it the nation’s largest employer. But, it turns out a growing number of these workers are not working. Coburn commissioned the report “Missing in Action: AWOL in the Federal Government,” which tracked the number of absent workers without leave, AWOL workers, across 18 government agencies from 2001 to 2007. It found that federal workers missed nearly 20 million hours of work in the last six years, not including vacation time or sick leave. On average, 2.8 million hours of work are lost per year because of AWOL absences. Can you… Read More
Continue ReadingWorkplace Murders On The Rise
From Inc.com: During 2007, 5,488 people died from job-related injuries, a 6 percent decrease from 2006. However, workplace murders increased 13 percent to 610 homicides. I find that stat a bit remarkable. I’m not sure what would drive the workplace murder rate up, but that is a disturbing trend.
Continue ReadingSales Managers In Over Their Head
Dave Stein has a provocative post regarding some recent poll data about sales executives. This is excellent: Top Five Reasons Executives Are Unhappy At Work Limited advancement opportunities (12.8%) Lack of challenge/personal growth (12.3%) Compensation (11.7%) Stress Level (7.7%) Job Security (7.7%) For sales executives, I believe there is another reason for unhappiness in their jobs: many don’t have the capabilities to perform successfully. It’s too much of a challenge rather than lack of a challenge (indicated in number 2 above). Here are two indicators that this is true: First, tenure of sales executives is getting shorter year after year. These sales executives aren’t leaving their jobs in less than… Read More
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