Sales can be an emotional roller coaster. Sales can be frustrating and anger-inducing. Conversely, sales can be joyful and exciting. But what about salespeople who allow these emotions to rule their behavior? Successful selling requires poise in the midst of an emotionally-charged environment. This week we look at one of the top 10 traits for sales success. Emotional ControlThis is the ability of a salesperson to maintain rational and objective actions when experiencing strong internal emotions. This trait measures one€™s ability to control their own internal emotions and prevent them from affecting their actions, logic, objectivity, etc. Emotional Control deals with keeping internal emotions in instead of letting them get the better of the salesperson. A salesperson… Read More
Continue ReadingWhat Gen Y Wants
SHRM’s recent newsletter (membership required) contains an article discussing what Gen Y’ers are looking for in their lives. In a recent survey conducted by Pew Research Center here is a wish list of what the Gen Y’ers want. Life goals are geared strongly toward getting rich (81 percent) and famous (51 percent). Their Generation X predecessors, by comparison, place less importance on these goals, with 62 percent seeking riches and just 29 percent seeking fame. Thirty percent of respondents indicated that finances and debt were the most important personal problems they were facing. Education was a distant second at 18 percent, followed closely by career and job concerns at 16… Read More
Continue ReadingShow Me The Time Compensation
In the 1996 movie Jerry Maguire, Tom Cruise made the phrase “Show me the money” famous. In fact, the phrase has become an American icon in several ways. Eleven years later, it appears candidates are saying “Show me the time.” Time off for family, friends and fun. According to a recent survey by the Association of Executive Search Consultants, 85% of recruiters have seen candidates reject a job offer because it wouldn’t include enough work-life balance. And 90% of recruiters say work-life balance considerations are more important now than they were five years ago. Information from other levels of employment – not just the executive levels – suggest exactly the… Read More
Continue ReadingCoffee Snobbery
From CareerJournal.com comes an important article revealing a new trend – Gourmet Coffee Becomes An Unwelcome Office Perk: Of people who drink coffee at work, the percentage that drink the in-house brew dropped to 52% last year from 64% in 2003, according to the National Coffee Association, an industry group. I love that they have surveys for coffee consumption at the office. Is there any topic that isn’t subject to a survey? Nonetheless, I take my coffee seriously and am heartened by this new trend: Many employers are also investing in single-serve machines that make everything from coffee and specialty espresso drinks to hot chocolate and allow employees to brew… Read More
Continue ReadingAvoid Super Candidate Syndrome
Monster provides some great resources for employers including free webinars on timely topics when it comes to hiring. Click here to see a recent presentation or here to see what other scheduled (or completed) webinars on on their docket. The top sources for finding new opportunites as used by candidates are: Family & Friends Job Boards (large) Past Managers & Colleagues Job Boards (niche/speciality) Recruiting/Placement Firms As you are probably aware, many people consistently keep an eye open for new opportunities. So why don’t more people apply to ads? Here is what the researchers discovered were the biggest frustrations for candidates is their search: Vague Job Descriptions Inflated Requirements –… Read More
Continue ReadingAd Writing Essentials
Over the past week there have been more articles than I care to count on how to write an effective job ad – none of which are written with sales positions in mind. When it comes to sales, you need to think a bit differently. Let me give you an example – all the articles recommend, in some fashion or another, to collect resumes from candidates via email. Some even suggest that you respond with a thank you even if they are not qualified for the position. Fair enough, but not one mentions to put your phone number in the ad. You’re probably saying, I’m not doing that and having… Read More
Continue ReadingThe Sales Diploma
From Selling Power’s Daddy, I Want to Be in Sales When I Grow Up: Imagine a world in which sales was regarded on a professional level with engineering and medicine; a world in which your five-year-old said, €œDaddy, I want to be a salesman when I grow up.€ Sound like a dream? It is. This topic has long been of interest to me. Sales is often considered a lesser profession due mainly to the fact that there is a low barrier to entry. If you have a smart phone and a briefcase you can be in sales. The gentleman in this article, Howard Stevens, is out to change that fact. Consider… Read More
Continue ReadingSales Traits Series – Proactive Thinking
This week we look at a trait that is important when assessing sales candidates for complex, long sales cycle positions. Proactive or reactive is the difference in this highly valued sales trait. Proactive ThinkingThe ability of a salesperson to evaluate future implications of current decisions and actions. This would include examining the long-range effects of a decision. The ability to mentally create the scenarios and outcomes of situations that could develop from decisions or plans of action. A salesperson with strength in this capacity will tend to evaluate current situations, needs and actions based on how they will change in the future. A salesperson with weakness in this area will tend to… Read More
Continue ReadingReference Checks
I came across an article on Monster this morning that identifies fives mistakes you want to avoid for reference checks. The article is a quick read, but here are the five mistakes to avoid: Not Checking at All Lack of Consistency Making the Job Offer Contingent on a Reference Check Not Requiring References Who Have Worked Directly with the Candidate Asking Leading questions and Failing to Ask Follow-Up Questions In point 3 the author has this to say: References should be checked much earlier in the process than many employers actually perform them. Once the top two or three candidates have been identified through resume screenings and initial interviews, references… Read More
Continue ReadingJust Getting Started
The decision has been made. The offer has been extended. The offer has been accepted, and the start date is just around the corner. The “newbie” is joining the sales team. Now what? That can be a bit of a scary question for the sales manager responsible for the success of a new hire. Hiring a candidate that has been and properly assessed, profiled, interviewed and evaluated is an excellent foundation for success. But hold on. It’s just the start to the process. As you might guess, an industry term to address these situations has already been crafted . “Onboarding” is the most commonly used term to reference the plan… Read More
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