From the Herman Trend Alert (sorry, no link): A global survey of 4,500 workers indicates that more people anticipate leaving their employers this year than last. In the 2006 BlessingWhite study, 65 percent said that they expected to “definitely” remain with their employers through the year. In the 2007 study, that number was down to 58 percent. Also of interest, more respondents in 2007 said that there is “no way” they would stay (eight percent up from six percent—a 33 percent increase). European employers face the greatest threat: eleven percent said there is “no way” they will stay. Moreover, employees in Europe and Asia appear less content with their current… Read More
Continue ReadingHow Candidates Interpret Job Ads
Ok, this is a bit dated, but still funny: “COMPETITIVE SALARY” (We remain competitive by paying less than our competitors.) “JOIN OUR FAST-PACED TEAM” (We have no time to train you.) “CASUAL WORK ATMOSPHERE” (We don’t pay enough to expect that you’ll dress up; well, a couple of the real daring guys wear earrings.) “MUST BE DEADLINE ORIENTED” (You’ll be six months behind schedule on your first day.) “SOME OVERTIME REQUIRED” (Some time each night and some time each weekend.) “DUTIES WILL VARY” (Anyone in the office can boss you around.) “MUST HAVE AN EYE FOR DETAIL” (We have no quality control.) “CAREER-MINDED” (Female applicants must be childless and remain… Read More
Continue ReadingThe Most Influential Headhunters
BusinessWeek.com offers the top 50 most influential headhunters in the business world. Lee didn’t make the list so there goes his top contractual performance incentive. I’m not sure how one determines these lists based on influence, but it seems appropriate that a huge company like Korn/Ferry would put 7 recruiters on the list. If you are interested, you can read the list in it’s entirety here. Now on to devise a new unattainable incentive for Lee.
Continue ReadingThe Demand For Salespeople
Salespeople, with strong skills, are always in demand in any economy. Certainly some sales opportunities have an ebb and flow tied to the current economic conditions, but those are mainly business-to-consumer positions. From that understanding comes a 2008 sales hiring outlook from Monster.com. First key graph: In 2008 as always, salespeople in nearly any industry will find work, if they’ve got the contacts, the product knowledge and the street savvy. “Any successful salesperson in any industry is able to write their own ticket,” says Brandon Gutman, director of marketing and business development for recruiter Stephen-Bradford Search in New York. Couldn’t agree more. As companies make difficult decisions, some strong salespeople… Read More
Continue ReadingRetention In A Slow Economy
A statistic from the Career News newsletter (sorry, no link): One in four U.S. workers is resolving to get a new job this year. The survey found that 26 percent of employed Americans said they will look for a new job in 2008. I thought that number seemed somewhat low – I was expecting a number closer to 33%. Retention will always be a top priority for sales managers, but it may be that the slowing economy will cause more workers to stay in their current positions this year.
Continue ReadingQualifying Is In The Questions
Successful selling is far more than being a smooth talker. It requires the ability to listen attentively and move within the conversation. 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 orientation, ready to close like a champion. That’s when my real learning began. My manager opened training with a startling insight: “Want to be successful in sales? Keep your mouth shut and your ears open.” His approach contradicted everything I read: He stressed dialogue instead of dominance and questioning in place of presenting. And he always customized his approach based… Read More
Continue ReadingThe Wrong Stuff
Are you aware of all of the interview questions being asked behind close doors at your company? There are many hiring managers who are unaware of what constitutes a good interview questions. Most managers know enough to avoid questions regarding marital status, religion and ethnicity, but how about the oddball questions? Don’t ask, don’t tell from MarketWatch discusses some of the odd questions that occur during an interview. “Why aren’t you married yet?” “Would you join a church to get a job?” Those are just two examples of questions job seekers said hiring managers asked them in a job interview, according to a new survey of more than 3,000 job… Read More
Continue ReadingSelling-You Can Always Get Better
ManageSmarter.com offers this article – If You Want to Improve, Train Your Brain – regarding the need for salespeople to have a broader skill set in today’s market. That is a trend we have seen over the past few years and one that is sure to expand. Ok, I know sports analogies can get tiresome, but I did appreciate the “subtitle” of this one (emphasis mine): “Selling is like golf: You will never be perfect but you can always get better,” Johnston explains. “Even the pros lose their swing at times, and it is good to get coaching when that happens.” You can always get better at selling – how… Read More
Continue ReadingTopgrading The Sales Force
That is an excellent turn of phrase from Dave Kurlan’s recent blog post. He provides an excellent explanation of how hiring processes regress to the stereotypical approach that leads to “safe” hires that don’t produce sales. I know Kurlan is accurate because we see this regression occur first hand. Companies often become frustrated with the process itself. Some would rather hire anybody than wait for the right person to come along. When they get frustrated they don’t follow the process and won’t listen to expert advice, defaulting instead to their old position of taking somebody they like, who fits the industry profile, rather than the other compromise, taking someone who… Read More
Continue ReadingA Cover Letter With Odd Confidence
This excerpt is from the cover letter of a salesperson: Telemarketing There is no better. willing to work Short Term, Long Term, Temp. Commision, depending on rate of pay. Currently i am working a sales job, however, i do not like it, although i am very good, great at it I am only making $7 an hour. Pass.
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