From Inc.com: Among the 50 states, Connecticut and Delaware offer the best economic climate for entrepreneurs and business, according to a new report by the Corporation for Enterprise Development, a private research group based in Washington. The two states were alone in earning straight As on the group’s 20th annual report card of state economies for 2007, based on business vitality, performance, and development capacity. Colorado, Massachusetts, and Minnesota also garnered high marks across all three categories. That looks like a top 5 finish for our state. It is a bit surprising since the tax burden in this state is, well, burdensome. Nonetheless, there is a strong business infrastructure here.… Read More
Continue ReadingBody Language Continued
We are now establishing a theme for today’s posts. BusinessWeek.com offers this article regarding body language – It’s Not Your Mouth That Speaks Volumes. I’ve read these stats before but I always find them remarkable: Only a small percentage of communication involves actual words: 7%, to be exact. In fact, 55% of communication is visual (body language, eye contact) and 38% is vocal (pitch, speed, volume, tone of voice). The world’s best business communicators have strong body language: a commanding presence that reflects confidence, competence, and charisma. Do you ever stop and think of that percentage – only 7% of in-person communication is your choice of words. That’s amazingly minute.… Read More
Continue ReadingThe Body Language Of Interviews
You Can Say Too Much Without Even Speaking – this is so true. This article dovetails nicely with our Sales Traits Series posted earlier today. From CareerJournal.com: No matter what a job candidate might say, using the wrong body language can make them appear disinterested or even deceitful to recruiters. I sat through an interview recently with a candidate who maintained eye contact without blinking. Ok, that may be an overstatement, but I was quite put-off by his intensity. Thankfully, I don’t think is mattered much to our customer. That faux pas just happens to be the first one listed in this article: 1. Maintain the right amount of eye… Read More
Continue ReadingSales Traits Series – Understanding Attitude
This week we look at a subtle, but powerful, aptitude for successful selling. Salespeople with this trait are often described as being able to “read a situation” with amazing insight. Understanding Attitude The ability to read between the lines in understanding such things as body language, reticence, stress and emotions. Essentially, the capacity to grasp the intangible aspects of a complex situation. A salesperson with strength in this area will utilize more than simply words to gather information about another. A weakness in this area indicates a lack of ability to measure another’s attitude through indirect signs or signals.
Continue ReadingFilling The Leadership Gap
CareerJournal.com provides an interesting look at one Minnesota company in Manager Shortage Spurs Firms to Grow Their Own. Schwan found itself with a significant shortage of leadership talent that is symptomatic of the national hiring landscape. The tight labor market puts a premium on retaining top talent and raises the cost of outside hires. And leaner corporate structures make it harder for managers to naturally hone their skills through incremental steps up the ladder; companies must instead formally teach them. Demographics play a role, too: The looming retirement of baby boomers is forcing companies to think about replacements. Schwan has developed an internal solution to combat this problem: Schwan is… Read More
Continue ReadingBusiness Reputation Rankings
The Justsell.com guys lead us to an interesting link from The Wall Street Journal – Reputation Rankings. The list consists of the eighth annual survey of U.S. corporations with the best and worst reputations. The top 10: Microsoft Johnson & Johnson 3M Google Coca-Cola General Mills United Parcel Service Sony Toyota Motor Procter & Gamble
Continue ReadingThe Phone Screening Essentials
I have read numerous article over the past few weeks about phone interviewing or screening sales candidates and every one of them miss the mark. Instead of going at what is wrong with each of these articles, I will give you some essentials that make this an effective step in our hiring process. These are the steps we incorporate into each recruitment process we run for our clients. These techniques have been developed through conducting thousands of sales interviews and phone screens over the past few years. What are the main requirements of the job? I am not talking about the job description. Instead, think about a wish list, so… Read More
Continue ReadingTime To Source Salespeople
There are certain windows for sourcing salespeople that are better than other times of the year. Right now we are in the best window for sourcing salespeople for the entire year. The reason is that many salespeople are on commission plans that pay out the highest total after the year is completed. In many instances, that commission payout occurs towards the end of January. I spent many years selling on these types of plans and can tell you that I would not leave in January since I was waiting for my largest commission check of the year. The different variations of commission plans I sold under usually had some accelerated… Read More
Continue ReadingThe Emotional Ad
I just read a sales ad this morning that opens: Wouldn’t you like to be in the Caribbean right now, relaxing by the ocean, with palm trees all around you? Well, next year you might be able to…if you work with us! I guess that is some form of an emotional word picture. I think it is lame – the reward speaks to not working (a Caribbean vacation). Believe me, I’m sitting here in the Twin Cities where we haven’t been above 0 degrees for 4 days. A tropical beach sounds inviting. Yet, if you are looking for a new salesperson, I believe the approach this ad takes will draw… Read More
Continue ReadingJob Discrimination Increasing
I’m not sure what to make of the numbers from this short article: Job-discrimination complaints filed by workers against private employers rose in 2006 for the first time in four years. The Equal Employment Opportunity Commission said Thursday that complaints increased to 75,768 during the 2006 budget year from 75,428 the previous year. I suspect a part of the rise complaints is due to the increased hiring that has occurred over the past few years. A 340 complaint increase out of 75,000+ total does not seem greatly significant. But it is the first increase in 4 years.
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