Hiring Adjustments For Generations X And Y By: Derrick Moe Work-life balance. Flexible work hours. Corporate mission. What is the point of focusing on these non-traditional hiring topics? Two letters – X and Y. Generation X (born between 1963 and 1980) and Generation Y (born after 1980) are establishing a more prominent position within the employment landscape as the Baby Boomers prepare to exit the workforce. The shift to these younger generations is prompting a new focus in hiring tactics.
Selecting Salespeople From Outside Your Industry By: Derrick Moe There is an old saying in the computer world that dates back to the days of mainframes and terminals. These early computers cost tens of thousands of dollars and there were a handful of competitors in that market space. The dominant player was IBM who was often the highest priced option even though the competitive solutions were fairly similar. IBM’s market-leading position created a security blanket for buyers that developed into a common phrase – “Nobody was ever fired for ... Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix
Sales Hire Misfires By: Derrick Moe There is no tougher position for a company to hire than sales. The majority of sales candidates are affable, engaging and interesting in an interview format. However, sales clearly is the most difficult position in which to predict the future success of a candidate. If you have ever hired salespeople, you understand why. What is the disconnect between the resume/interview process and successfully placing the right salesperson in the right position?
How Hiring the Wrong People Can Kill Your Business By: Grant D. Robinson The number one most costly issue for small business owners today is “low productivity” followed closely by “selecting employees.” By incorporating these practices into their own recruiting and hiring process, small business owners will eliminate the two most costly business issues. The positive result of this is productivity, sales and revenue goal accomplishment. Tags: 360, assessment, sales, productivity, customer service, hiring, hire, recruit, human resou
Finding Sales Candidates With The Right Talent By: Derrick Moe How many times has this scenario played out in a company? The candidate’s resume indicated that he had extensive success in our market and had progressed in each of his positions. When we brought him in for an interview, he was a good communicator, likeable, well-groomed and focused on our industry. We hired him and he was an absolute stiff. He wouldn’t call leads, he couldn’t qualify prospects and he never closed a significant deal. We fired him 12 months later. The on... Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix, talen
Red Flags Of Sales Recruiting: No Need To Take Action (don't Hire Them In The First Place!) By: Thad Greer If you’ve seen the movie adaptation of David Mamet’s stage play “Glengarry Glen Ross”, no doubt you’re familiar with Alec Baldwin’s infamous scene in which he delivers one of the most memorable motivational sales speeches of all time. If you’ve worked in sales at any time during the last 14 years since the movie was released, chances are either yourself or someone you know can recite chunks of Baldwin’s speech, or at least some of the key takeaway phrases (“coffee is for clos... Tags: resume, recruiting, hiring, executive search, headhunter, management, interviewing, search
Remember: You're Hiring Them To Work For You, Not To Date You By: Thad Greer In an earlier article where I discussed the hiring of sales professionals, I stated that if you are a hiring manager with a lot of “pet peeves” when it comes to other people and their personalities then you need to be sure and take those factors into consideration when making a hiring decision. My reasoning was that it’s usually the small, seemingly insignificant foxes that spoil the vines. Remember Rob Schneider from Saturday Night Live, the annoying “Making copies!” geek? (... Tags: resume, recruiting, hiring, executive search, headhunter, management, interviewing, search
How To Lose Strong Sales Candidates By: Derrick Moe Hiring salespeople is a daunting task in that they are good actors with the ability to project more skills than they actually possess. Bad salespeople can masquerade long enough to get through the hiring process and onto your payroll. Selecting strong salespeople requires certain disciplines.
The Foundation Of Expectations By: Mike Cardinal The strongest houses are built on the strongest foundations. No matter how well-constructed and reinforced the walls and roof are, none of it will stand under stress if the foundation is weak. Conversely, a strong foundation will help strengthen an imperfect structure.
The success of individuals on your sales team and the direction of your sales efforts are directly linked to the strength of the foundation of expectations the sales manager establishes for his or her team... Tags: sales, hiring sales people, sales management, sales techniques, Select Metrix
Hire the Right Sales Manager By: John Bradley Jackson Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm. Tags: sales management, hiring sales managers, sales,
International Sales Jobsite By: Louise G Article comparing and giving advice upon the most effective routes to finding and hiring quality sales professionals in a highly competitive market. This first article in the series considers the options and methods when attempting to direct hire. Tags: sales jobs, sales recruitment, sales vacancies, sales positions
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