I am sourcing for a mid-level account executive for a complex, custom manufactured product for businesses. I had one candidate contact me via voicemail who stated that he has decades of experience in this market. Ok. So I called him back late in the afternoon to go through a phone screen. First off, he didn’t remember me. After I explained who I was, he remembered the company. Next, I told him, “I was hoping to take a few minutes of your…” He interrupted me at that point to say he only had 5 minutes to talk since he had to get to Dominos to deliver pizzas.
Continue ReadingSales Traits Series – Sensitivity To Others
Today we wrap up our year-long Sales Traits Series with the final installment. This week’s trait is one that provides us insight into a candidate’s soft skills when relating to a prospect or customer. Sensitivity To Others The ability to be sensitive and aware of the feelings of others, but not to allow this awareness to interfere with objective decision making. A salesperson with strength in this trait will respond to the concerns of others even if they do not relate to the situation at hand. A weakness in this area is indicative of an inability to identify and relate with others on a personal level. Such a person has… Read More
Continue ReadingBenchmarking Pitfalls
We incorporate assessments into our hiring process and we sell assessments directly to companies. As you might guess, we are strong proponents of assessing candidates. Today’s ERE article presents an excellent explanation of what constitutes a “good” assessment. It is a long article but definitely an interesting read. One topic we often discuss with prospective customers is benchmarking their top salespeople. We don’t do it. We benchmark the sale in that we define the parameters of a typical and ideal sale. This information leads to the job skills needed to succeed in the position. Dr. Williams provides a clear description of the pitfalls of benchmarking top producers: How does one… Read More
Continue ReadingCashing In On Skills
From the Career News newsletter (sorry, no link-my emphasis): And a growing number of employees have concluded that the best way to move up is to move around. According to international-employment-matchmaker Randstad’s latest World of Work Survey, more than half of today’s employed are searching the Internet for a better situation; yet most profess to be happy in their current jobs, despite a 41-to-60-hour work week. A just-released study by the Conference Board confirms that almost three-quarters of job-seekers are pounding virtual pavement. They’re scanning Internet job boards like Monster.com or CareerBuilder.com and networking with friends, acquaintances and friends of acquaintances on sites like Facebook and its business-networking predecessor LinkedIn.… Read More
Continue ReadingStuck In The Middle With You
When recruiting sales talent, we often get caught in the middle on one important topic. Timing. Sourcing a strong candidate who is looking to move at the right moment is a complex undertaking. Few salespeople will cash in their current job for blue-sky possibilities which is how most opportunities appear at the outset. As we approach Thanksgiving here in the States, the timing window shrinks. With Q4 one third of the way complete, most salespeople have a good idea of how their quarter is going to finish up in terms of revenue and, more importantly, commission. On top of that, they probably have family time, holiday travel and time off… Read More
Continue ReadingI Don’t Think He Got The Job
This story is from Forbes.com – Seven Deadly Interview Sins: David Hoffman (CEO) recalls taking a candidate out for dinner for the final interview. The candidate impressed the hiring committee throughout several rounds of interviews and he was their choice to become a senior consultant…This informal meeting was the final hurdle. The candidate drank so much scotch that Hoffman had to call an ambulance and the candidate was taken by stretcher to the hospital where he was treated for alcohol poisoning. “You think I’m embellishing but I’m not,” says Hoffman. I shouldn’t laugh but I keep thinking of the CEO having to call an ambulance at the restaurant.
Continue ReadingEnglish Gone Very Wrong
The latest update to Cover Letters From Hell is out and it is quite entertaining. The cover letter errors will make you laugh along with the snarky commentary from Killian’s people. One of my personal favorites this time (Killian’s comments in italics): “i am a freeelance writer and have worked with a magazine for almost three years before. i came across ur advertisement in [name of magazine]. if you wish i can send you my cv along with some sample writings.” “To seek career in a dynamic & well Organization which offer Good oppertunities & challenging revelant exposure, self enchancement & growth…” While we have no idea what this means,… Read More
Continue ReadingSales Traits Series – Role Confidence
This week we look at a trait that ebbs and flows with salespeople. Typically, candidates have a lower level of role confidence (a driver in their reasoning for finding a new job). Established salespeople who are having success tend to have higher role confidence. The lack of this trait usually reveals an indecisive, uncertain salesperson. This weakness unfortunately is most often revealed in front of a prospect. Role Confidence The ability to develop and maintain an inner strength based on the belief that one will succeed. Role Confidence is a combination of a salesperson’s ability to see their role clearly, positively, practically and functionally. They see themselves as valuable in… Read More
Continue ReadingWhere NOT To Post Employment Ads
The local paper. Simple, right? We monitor sales employment ads on the major boards and the local papers (we have 2 here in the Twin Cities). We have been doing this for over 6 years now and have watched the gradual decline in ads. The only ads we tend to see now are placed by staffing firms and what I would characterize as “old guard” industries. The death rattle of this newspaper section is palpable.
Continue ReadingThermostat Wars
I was reading through the latest Herman Trend Report this morning about the new souped up cubicles that are being developed by IBM and Steelcase. Yes, it sounds similar to customizing a Yugo, but there actually are some interesting ideas geared towards Millennial workers. For instance: Two new technologies facilitate people working in collaboration: “MyTeam” uses sensor data to connect team members and to broadcast availability awareness. One touch opens the preferred communication channel, whether it is e-mail, phone, or instant message. Their Everywhere Displays projector transforms any surface into a touch-screen. Rather than gathering around a monitor, participants working together may project their work onto tables or walls. Users may… Read More
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