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Talent Management

How to Gain an Edge in This Competitive Talent Marke

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The labor market is the most competitive it’s been in decades.

If you have a high-churn hourly workforce, you won’t want to read this outstanding eBook.

We will discuss talent acquisition challenges including applicant flow, drop-off, and improving your candidates’ experience in applying for a job. We will also share insight on how to adapt to the current labor market and how to “stand out” as an employer of choice.

To avoid business-crippling talent shortages, employers are having to make the “candidate experience” and engagement a top priority—or, risk falling behind the war for talent.

80% of hiring managers agree that hiring the right people has a direct impact on a company’s ability to improve profitability and strategic goals.

That makes hiring a REALLY IMPORTANT job. This eBook will help to learn about finding the best candidates and making more confident hiring decisions.

Download here.


5 Ways to Spring Clean Your Business

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Spring is here and many of us are taking the time to organize, freshen, and slough off the old winter heaviness and create a light, clean approach to life. Spring is not only a great opportunity to clean the space within your home. But it's also an opportunity to clean up your systems and organization at work. Today we will share five approaches that top executives use to to spring cleaning each year.

UNSUBSCRIBE

You receive hundreds of emails each week that you may automatically delete. Take a few minutes every day to unsubscribe from the email lists you never read. In addition, review your social media accounts. If there are accounts or pages you are no longer interest in, then unsubscribe or unfollow.

SAY GOODBYE

When cleaning out your closet, organizers recommend that if you haven't worn it in the last year, it needs to go. The same rule can be applied to certain areas of your business. Some areas get neglected due to a lack of resources, so it’s the time to look specifically at those, see how they might be better incorporated, or just get rid of them if they have gone this long without any notice or results.

GO DIGITAL

Continually look for ways to get rid of paper processes. In the digital age files, photos, and scans help an office run more efficiently. Evaluate your business to determine if there is an area that is slower due to manual, paper processes.

QUESTION EVERYTHING

Gather the team to brainstorm every area of your department or company. Ask the question, "Is this the best way to handle this area?" "Is there a more efficient system that we could implement?"

REVIEW STAFFING

This doesn't mean that it's time to begin downsizing. But take a moment to review the staff, their strengths, job descriptions, and the duties they actually carry out on a month-to-month basis. Is downsizing an option? Would cross-training be better? Take some time to evaluate.

 

 

How Companies Routinely Short Change Their Own Sales Force

Posted by Dave Kurlan 

  Image Copyright    iStock Photos

Image Copyright iStock Photos

The classic, "build it and he will come" from the movie Field of Dreams, applies to business too.  Every day, companies invest so much of their funding into making their products better under the belief that if their product is the best, people will come.

While that approach has worked with iPhones and iPads, you'll be hard pressed to find another product that people literally line up to buy.

I see technology companies especially making this mistake; where they achieve very good growth for the first several years until they hit the wall.  Then they raise money, invest it in bettering their product, market to show how much better their product is compared to their competition, and then don't understand why the growth doesn't start up again.

Early on, their salespeople succeeded at selling to the low hanging fruit - the people that raised their hands because they needed or wanted the product.  When the salespeople run out of low hanging fruit, sales stall as they struggle to convert prospects who see the product as nice to have, but not must have. That's when most companies change gears and begin to innovate and invest in their product when in fact, they really need to innovate and invest in their sales force.

I can speak from experience.  At Objective Management Group (OMG), we work on improving our own product every single day in order to maintain our huge advantage over every other assessment that could be utilized for assessing salespeople.  Our assessment is cutting edge, worlds beyond what any other assessment company can provide, and literally the most accurate and predictive sales assessment in the world. 

Unfortunately, we are well aware of the fact that our new features and enhancements won't sell a single additional sales force evaluation or candidate assessment. There is a benefit to continued innovation and development.   It makes our partners feel more confident about what they provide to their clients and it makes us proud, but we know that those enhancements won't be the reason for a single additional client to use it.

Why?  If they really have a problem that only we can solve they would have bought the product we had 35 versions ago.  And if for them, it's only nice to have, our version 2 years from now won't be any more desirable than today's version.

So why don't companies get this?

In my opinion, it is because they can have a sense of control when they invest in their product.  In other words, they know that if they invest x amount of time, y amount of money, z amount of research, and n amount of testing, their next product iteration will be exponentially better than the current version and that will attract additional investor money, make it easier to recruit, and get better product reviews in the trade publications and blogs.

On the other hand, investing in the sales force is either a complete unknown to them, or if they had a bad previous experience, a potential waste of time and money.

Of course they can do both but companies tend to focus on one significant initiative at a time.  Consider  the fact that most tech company founders and CEO's are technical themselves and you can easily understand why they usually choose to put their resources into product development.  That's why their choice of Sales Leader is so crucial.  Tech companies need sales leaders who will fight for resources, fight for the best training, fight for the best coaching, fight for the best tools, fight to hire the best salespeople, fight for more money, and fight for time.  Nice sales leaders are nice to have but demanding sales leaders are essential.

 

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Posted by Dave Kurlan 

Image Copyright BrianAJackson

Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.  My rebuttals to those articles, many of which can be found here, are always based on science.

Speaking of the difference between fake news and real sales science, the next topic downright amazes me and should amaze you too. Read More

Nearly 22,000 people have viewed the 5 traits of the best salespeople - traits that are purely anecdotal on the author's part - while only around 1,000 viewed the scientific rebuttal. Only 19,000 people viewed the 21 Sales Core Competencies that were updated in 2014, and only 1,200 have viewed the most recent 2017 revision of the 21 Sales Core Competencies.  Just to be clear, I'm not whining about popularity, traffic or page views.  My Blog has 1.7 million views and dozens of my articles have 15,000+ views.  My best-selling book, Baseline Selling, was ranked 15th on Amazon's list of the Top Sales Books this morning - after 12 years...so I'm not lacking for traffic or readers.

This is really about sales professionals who place more faith in the traits that are consistent with their beliefs, fearing that their actual capabilities won't match up with the science.  People want to see themselves in the most popular, positive way.  They don't want to discover that they might be lacking in 10 of the 21 Sales Core Competencies or have gaps in all 21.

Speaking of the 21 Sales Core Competencies, OMG has a brand-new tool that I promise you're gonna love.  

We built a very cool website that you can use to see the average scores for each of the 21 Sales Core Competencies, the average scores for your industry and even how your own company compares.  You must check it out - keep reading!

Here's how it works:  

  1. Go to the site and select your industry.  
  2. For each of the 21 Sales Core Competencies, average scores for all salespeople, plus the top 10%, the bottom 10% as well as salespeople from your industry, will be displayed in side-by-side comparisons. If you need further explanations there are videos that provide more detail on each competency.
  3. At any point, during your tour through the 21 Sales Core Competencies, you can request that your own company be included in the comparison - free of charge!  No catch. No conditions.  Simply click on the "learn how your salespeople are doing" button displayed beneath the competencies.  
  4. Fill in the very limited contact information (we don't sell it and we won't call you unless you ask us to) and we'll email a link for your salespeople to be assessed.  
  5. When your salespeople have completed the assessment process, the "Your Company" column in each graph will be populated with the data for your company.  Awesome and easy!  We'll keep you posted about their progress.
  6. Options to gain access to additional detailed data and information will be made available.

The early feedback on this site has been amazing - people love being able to access this data and compare it to their own and I'm sure you'll find it fascinating too!  Should you wish to learn more about evaluating your current sales force you can find us by clicking here to improve your existing sales team and here if you need to hire better Sales People, Sales Managers of Sales VPs.