From our local Pioneer Press: A specialist veterinarian in Eden Prairie, Goullaud regularly receives letters from faraway clinics imploring him to “join our team.” Glossy recruiting brochures breathlessly promise him the chance to practice veterinary medicine “the way it could be the way it should be” if he would just relocate.The age of high-tech, big-bucks veterinary care has arrived, and specialists like Goullaud are riding high. With pet owners willing to pay more than $3,000 for canine pacemaker surgery, $1,250 for a stent and $600 for a CT scan, clinics are clamoring to add upscale services. I’m stunned at the fact a canine pacemaker even exists let alone the cost.… Read More
Continue ReadingSales Traits Series – Consistency and Reliability
Sales success is often achieved by consistent actions over an extended period of time. Many people have experienced the salesperson who starts out strong but eventually flame out. It seems the best salespeople have the ability to maintain success over an extended period of time. Consistency & Reliability This is the salesperson’s capacity to feel an internal need to be conscientious, consistent and reliable in their personal and/or professional efforts (life roles). This is an internal motivation as opposed to being motivated by external forces such as job, peer or supervisory pressures. A salesperson with strength in this trait will be dependable and reliable – tending to perform in most… Read More
Continue ReadingWhat Will Your Raise Be In 2007?
Less than 4% just like the past few years according to Fortune. That is unless you have specialized skills in office administration, the law, IT, and accounting and finance. In the case of an office administrator, you can expect: Senior executive assistants’ pay range in 2007 is expected to rise 6.5 percent, while senior office managers’ salaries are projected to run 8.2 percent higher than in 2006, reaching $52,000 a year at the high end.The salary guide also suggests ways to boost your market value: Add 9 percent to the salaries listed in the guide if you are bilingual, up to 10 percent if you hold a Microsoft Office Specialist… Read More
Continue ReadingA Failure To Communicate
From salary.com: 82% of managers believe they provide clear goals to their employees prior to their formal performance review, but only 46% of employees say the same. Nearly half of the employees surveyed said their performance has at some time been reviewed against goals that were not previously communicated. A bit of an indictment of manager’s communication skills. Of course, employees have been known to hear only what they want to hear also. Whatever the reason, may I suggest assessing your existing team to ensure you are communicating with them in the most effective manner? Part of our business is solving these problems for companies by identifying the ideal communication… Read More
Continue ReadingWorking the “Santa Shift”
If you think your job is tough, check out this article from CareerJournal.com – Santa-Shift Workers Wrestle Perfectionists. The article provides a glimpse into the Vermonters (is that correct?) who come down to New York City every Christmas season to sell their Christmas trees. A day in the life: But unlike full-time jobs, the Santa shift poses a unique challenge: working for a perfectionist — the customer — each with an exacting calculus on what amounts to a perfect Christmas purchase. Nothing seems to conjure a desire for perfection more than a Christmas tree. It has to be tall enough, small enough, full enough, sparse enough for ornaments, and shaped… Read More
Continue ReadingAre Your Employees Looking?
Apparently yes. From a recent poll conducted by Career Journal of nearly 500 employees: 41% of respondents admitted they are actively searching for a new job 35% considered themselves passive jobseekers 21% indicated they were not looking for a job at all So the obvious question is what are you doing to change those numbers within your organization? With 3 out of 4 of your employees potentially leaving, are you properly rewarding and motivating them on an individual basis? No two employees are the same so understanding their rewards and motivations will help ensure that your team is happy and content.
Continue ReadingSocialize With Your Younger Employees
From Rasmussen Reports – Younger Workers Want More, Connection That Is. Not really a surprise here, but a reinforcement: On top of everything else, Generation Y employees also prefer more frequent social interaction with their managers. One-quarter (26 percent) would like to socialize with their boss at least monthly. This is compared to 21 percent for Generation X, 16 percent for Baby Boomers and 17 percent for Traditionalists. That seems to be a strong trend towards socializing amongst the younger workers. If you have a retention problem at your company, this survey provides a good place to start correcting it.
Continue ReadingTattoos and Piercings
In the last few of weeks I have been in a doctor’s office numerous times for different procedures. On one of these visits, I read an article in a dermatology magazine but I cannot recall specifics or find it on the web. I did find the the study which was conducted by American Academy of Dermatology. The article stated that 48% of American workers between the ages 18 to 29 have a tattoo or a body piercing other than in the earlobe. In my prior life I worked in corporate America and remember the issues we ran into with tattoos and tongue piercings. I remember at one point that neither… Read More
Continue ReadingHow to Hire a Gifter
I never thought I would write this, but you may be too rich if you need a “Santa Gifting Service” – Santa’s ‘Gifting’ Helpers Handle Holiday Shopping for the Wealthy. I read this article and was laughing and mildly disgusted all at once. Here’s why: To some people, hunting for the perfect gift is more of a hassle than a holiday. Some of the wealthiest consumers across the country turn to consultants to find ultra-exclusive, money-is-no-object gifts from around the world. First of all, spending money is one of my specialities. I like to say I didn’t earn it to save it. It is usually at that point I realize… Read More
Continue ReadingThe Truth About Closing
We’re working with a new customer who has brought up a topic which merits discussion. His contention is that he needs a salesperson who is a strong closer since their company competes in a somewhat commoditized market space. A fair conclusion. But a wrong one. Closing is the eventual outcome of a selling system but it is not the most critical phase. Qualifying is the stage at which most deals are won or lost. In fact, here is a bit of a shocker – qualified deals close themselves. It’s true. If a salesperson can qualify a prospective deal effectively, they can navigate to a successful close. Salespeople who only know… Read More
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