Whenever I shop for anything including clothes, services, or technology, I mentally evaluate the sales person’s presentation and selling skills. I guess I’m always prospecting for talent for our clients.
While buying some jeans last week, I was approached by a very young, energetic sales guy at Nordstrom’s. He was new to the job. How did [...]
And…who says that COLD CALLING is DEAD?
It is Frank Rambauskas, www.frankrumbauskas.com and yes, I bought his book. I was incredibly concerned from the title of his book that an activity I’ve done for 35 years is out of date and no longer viable to obtain new business.
Since he shares his opinion openly, I am offering [...]
June Sales Hiring Update…
THE MARKET
Candidates are finally calling us back after a few rough few weeks in June. Vacations take candidates out of the market as well as hiring managers. As a result, search processes are slowed. Submittals doubled this past week and it’s good to see. Other firms are sharing the same information.
ALSO, [...]
What does a trusted advisor do?
This is an overused phrase that sales people believe is intended to bond them with their clients. The theory seems to be clients come to you for advice around services you sell although some of your ancillary services are not appropriate to charge for. For example, we source sales [...]
Winding it down for 2010…looking forward to 2011
Sending clients and candidates a Happy Holidays wish.
Before we discuss sales hiring I wanted to share a motivational video on a great website at www.ted.com . Steve Jobs video on “How to live before you die” is exceptional and motivating. It’s his speech at the Stanford University [...]
Hello all,
Today I’m offering a complimentary eBook version of The Sales Hiring Handbook. It’s a 113 page guide to improved sales hiring.
While researching interview questions for the book, I drew from numerous resources for motivation based questions for first, second and sales manager interviews. There are many sales candidates who can sell your product [...]
We just received an “attaboy” type feedback from a client we’d like to share.
Paul Gardner, HR manager at Transonic Systems, is a long standing client we’ve worked with at two different companies. In the last 5 years, we’ve placed over 30 employees together.
In one environment, Paul asked us to literally change the cultural hiring [...]
5 Reasons…
why sales hiring is trickier than other roles in the enterprise.
1. Candidate MOTIVATION must be evaluated and reviewed.
Since sales people hear NO all day long we’re always concerned they’ll lose motivation to sell our product or services. Since there are many individuals that CAN normally sell your service and product, WILL THEY?… is [...]
Since we all know that engineers aren’t known for “selling aptitude” generally at least, manufacturing companies wanting more sales volume have challenging questions to strategize.
1. How do we get our sales engineers to do more prospecting? (unlikely)
2. Can we teach them to at least up-sell? (also unlikely)
3. Must we change our engineering culture to hiring [...]
Sales Hiring Update motivating sales story today…
Hello hiring managers. For the monthly update, I’d like to share a sales story that happened in our office last week.
We’re located in a commercial area for easy access and each recruiter [...]
THE PHONE INTERVIEW
A quick scorecard system from The McCandlish Group.
Do you set your own phone interviews? If you do not, it’s a big mistake. You’ve taken away an opportunity to hear candidates ask for the appointment on an introductory call, something you’ll soon be asking them to do.
As a search firm specializing in sales hiring, [...]
Super bowl coach with hiring lesson…
At a time in our economy where companies are scrutinizing each expenditure, a hiring example appeared as large as the SUPER BOWL itself.
Early this season, with budgets expended, Sean Peyton, the coach of the New Orleans Saints, met with upper management to strategize what changes were necessary for them to [...]
Hello all,
Today I’m offering a complimentary eBook version of The Sales Hiring Handbook. It’s a 113 page guide to improved sales hiring.
While researching interview questions for the book, I drew from numerous resources for motivation based questions for first, second and sales manager interviews. There are many sales candidates who can sell your product or [...]
THE RECRUITER’S VALUE ADD
Hello to all.
The market has produced 11000 more job postings this month than last month one leading website as this same time last month. Good news for recruiters, I’d say.
Since we’re headed back to longer hours (and occasional paychecks), I want to remind you of a key VALUE ADD that separates us [...]
TOP GRADING IN A CANDIDATE RICH ECONOMY
RECRUITERS of America would like to know…What is really happening with corporate hiring practices these days?
• Has all the fuss about our economy made companies re-think their hiring practices?
• How has the practice of Top Grading, or hiring only the best candidates available affected them thus far?
• Have they been shocked or [...]
Is it time to re-evaluate for effectiveness?
Sometimes organizations can create obstacles that prevent highly motivated people from reaching their personal goals. We are having discussions lately with clients who are reviewing their sales processes. They wonder if improved practices or procedures might generate greater sales opportunities for their team and, simultaneously, prevent turnover.
Are you guilty [...]
THE PHONE INTERVIEW
A quick scorecard system from The McCandlish Group.
Do you set your own phone interviews? If you do not, it’s a big mistake. You’ve taken away an opportunity to hear candidates ask for the appointment on an introductory call, something you’ll soon be asking them to do.
As a search firm specializing in sales [...]
Sourcing *SALES STARS* in today’s job market
So, to share what we’re frequently asked about the job market recently…if there’s 10% unemployment why can’t we find great sales talent immediately in our search?
I normally say “Welcome to our world!” It’s also taking us as long, or longer, to find talent than normal. You would think we [...]
In trying financial times such as these, I feel it’s appropriate to express thanks to past and present clients who’ve supported us for years We’re very appreciative of your business and the opportunity you’ve given us to provide services for your respective enterprises, both large and small. A very sincere THANKS goes out to you [...]