Finally, some positive press for a slightly overlooked generation. From Foxnews.com’s Research Shows Generation Xers Get a Bum Rap, But They’re No Bums: The new 30-somethings do face some challenges that others didn’t. They’re making less than their parents were at the same age. According to U.S. Census estimates, the median income for men between 25 and 34 in 2005 was $31,161. In 1975, adjusted for inflation, it was $35,296. The comparable data for female workers was $22,815 in 2005 and $16,247 in 1975. And, they have much bigger bills. It’s not just the school loans, it’s the generally bigger lifestyle that hurts their bottom line. Think about the computer,… Read More
Continue ReadingSales Traits Series – Intuitive Decision Making
Ok, we’ll approach this week’s trait cautiously since it approaches some forms of gut-level decision-making. Strong selling requires salespeople who do not guess or assume. Rather, they qualify by asking the right questions and listening to the answers. But let’s face it, there is a bit of artistry to being a good salesperson. Much of that artistry comes from having the ability to make the right decision even when all of the data is not available. Intuitive Decision Making The ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be €œintuitional€ as opposed to intellectual (requiring data and logical reasoning)… Read More
Continue ReadingWho Needs A Landline?
From our local Pioneer Press: More than a quarter of young adults have only cell phones, making them the leading edge of a strengthening move away from traditional landline telephones, a federal survey showed Monday. Overall, the portion of adults with only cell phones grew by more than 2 percentage points in the latter half of last year to nearly 12 percent, an expansion rate that began in the first part of 2006 and was double earlier rates of growth. One in four people age 18 to 24 had only cell phones, as did 29 percent of those age 25 to 29, the study showed. The percentages declined with age… Read More
Continue ReadingVideo-Conference Interviewing
I have been working through many phone screens and phone interviews over the past few weeks. These interactions are tough for the candidate and for the interviewer. I was at a communication conference this past weekend that restated something I already knew – 55% of all communication is non-verbal. This fact is never more obvious than during a phone interview. So SellingPower.com has an article in their latest hiring newsletter that caught my eye – Three, Two, One, Action. The article discusses video-conference interviewing. I am currently working on national positions in every region except the Southeast. Video conferencing would make this task much easier. Some points: Rooms can cost… Read More
Continue ReadingAlternative Sourcing Channels
Sourcing strong sales candidates is a full-time proposition in this current job market. We are encountering extended sourcing times as we work through different channels. SellingPower.com offers a quick-read article with some suggestions for different channels. The suggestions: Outplacement FirmsGovernment ResourcesAssociationsCommunity Resources (local papers)Company AlumniMilitary Outplacement Those are all good suggestions and I am a strong proponent of using non-traditional channels simultaneously with job postings and networking. I’m not a critic of the major job boards. In fact, I find them to be quite effective for finding strong candidates. My guess is the people who struggle with them may not be placing the right ads to attract the right candidates. … Read More
Continue ReadingAssessing Cultures Before A Merger or Acquisition
Last week I posted on a democratically-run company and the challenges they face. Today I came across a business article from our local Pioneer Press titled Lawson’s clash of cultures. The article speaks to locally-based Lawson Software and their acquisition of a Swedish company. There are distinct differences in business approach between the US and Europe: The problem hasn’t been the technology. It’s been cultural, especially getting Swedish employees accustomed to a new way of doing their jobs, Debes said. “It’s the Nordic region, so you’re talking about a socialist culture where, even though there are no formal unions, the employees act like they’re unionized,” he said. They expect management… Read More
Continue ReadingA Hiring Analysis
I heard an insightful business analyst quote this past weekend: Whatever results you are getting are a perfect outcome of the system you have in place. How true is that? Now add in this Albert Einstein quote: The significant problems we have cannot be solved at the same level of thinking with which we created them. These truths can be applied to hiring salespeople. Companies are far too accepting of simply following their gut instinct when hiring a salesperson. This hiring approach is riddled with pitfalls, is not repeatable and introduces biases into the hiring decision. There is a better way. Click here to download our 1 page process overview… Read More
Continue ReadingUndergrad’s Top 25 Most-Desirable Employers
From BusinessWeek’s Undergrads’ 25 Most Wanted Employers: Public service or stock price: These were the two features undergraduates overwhelmingly gravitated toward in naming their ideal entry-level employer, according to newly released results of Universum Communications’ 2007 Most Desirable Undergraduate Employer ranking. Not to ruin the surprise, but here are the top 5 companies: 1. Google2. Walt Disney3. Apple4. State Department5. Peace Corps Click here to view a slide show of all 25. And yes, I know – the State Dept. and the Peace Corps? There is nothing like the idealism of a young, college graduate!
Continue ReadingHow To Source Candidates In A Tight Market
I’m sitting at a coffee shop right now reflecting upon an incredibly active week of sourcing and screening that has just passed. One of the items that stands out in my mind is how to handle candidates in this present market. It is a candidate’s market right now. Many companies are hiring so there are many opportunities for candidates to consider. This being true, hiring companies have to make some adjustments to their hiring process to be successful. Speed Up Yes, candidates use the veiled threat of other opportunities in an attempt to influence a quicker decision. This approach works in a tight labor market like we have today. Nonetheless,… Read More
Continue ReadingThe Wrong Salutation
The salutation from another email cover message: Dear All Hiring, Cover emails are difficult to write without starting it in this manner. I’m not a big fan of using “To Whom It May Concern,” but at least it doesn’t draw your attention in a negative way.
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