Browse Tag

“a” players

Write an Ad That Attracts “A” Players

Hire the Best - Use for Web applications, emails, etcA lot of employers find it hard to find and hire good people. Over the years, I have learned that good people are attracted to the company just as much as they are found by it.  In order to attract “A” players, you have to be attractive.  “A” players are not attracted to the same things as “B” & “C” players, yet most employers write ads that appeal directly to those “B” and “C” players. read more

Why You’re Missing Out on Hiring “A” Player Salespeople

Hire the Best - Use for Web applications, emails, etcEveryone tells me they want to hire “A” Players and at the same time they are ill-equipped to do so.

First let me define “A” Players .They are typically only the top 6% of the sales population.* Below are some defining characteristics of “A” Players:

  • Head down focused on driving results
  • Not looking for a job or, at best, passively looking
  • Has a track record of success and not just during good times
  • Committed to success in their sales career
  • Have the desire to be successful in their sales career

This list would also include attributes like; they do whatever it takes, keep score themselves, hate to lose, etc.—but that is for another article. read more

Employee Retention Starts the Day a Candidate Says Yes

Hire the Best - Use for Web applications, emails, etcThere are 4 stages in the hiring process: Identification, Sourcing, Screening and Recruiting. By the time you get through those stages, you’re exhausted and can’t wait to get back to doing your job. Just when you want to get back to normal, your candidate is in anything but a normal state.

Here is what I have learned from 30+ years of hiring “A” players. First, they have to divorce themselves from their current relationships—both customers and co-workers—and they have to keep their spouse reassured that this was a good move for them. In addition, your “A” player has to contend with his employer’s efforts to retain them by offering increased pay, more responsibility, more accounts, a better territory or a promotion. read more

The One Performance Question Every Hiring Manager Should Ask

Hire the Best - Use for Web applications, emails, etcMost of my day is spent working with clients and part is spent with candidates they may want to employ.  The one piece of advice I give to every candidate that is going to interview with the hiring manager is to ask this question:

“If we were meeting here one year from today and you were to say that I did a good job this past year, what would have had to happen in order for you to say that?  Now not an exceptional job but also not a poor job but rather a good job?” read more

Why You Are Missing Your Revenue Targets

Hire the Best - Use for Web applications, emails, etcThe short answer is, you are not staffed right.

The sooner you accept this reality, the sooner you start your journey of never missing another revenue target.

This is the “why” behind the short answer…

It has been my experience that we typically fill a sales role based on the experience we feel the person needs in order to hit expectations. While I agree this is part of the equation, it is not the full equation. read more

CLAM up – Why People Switch Jobs

Hire the Best - Use for Web applications, emails, etcI got a call from my friend the other day, “Hey Jim, I’m headed to a job interview and I was wondering if you could give me some good questions to ask?”  “Since you are driving to this interview right now, let me give you some easy ones to remember,” I stated.  Then, I gave him the one question that everyone should ask a potential employer, we talked about the opportunity, and off to the interview he went. read more

How to Keep “A” Player Applicants Engaged

Hire the Best - Use for Web applications, emails, etcRecently, Dr. Brad Smart, Founder of Topgrading, which is a proven method for hiring the “best of the best,” commented on my radio show, BizTalk, that the best people stayed put during the recent recession.  They were not willing to make a career move until the dust settled.  Well, it’s settled and in fact, the job market is picking up steam. The good news is “A” players are on the move again.  The problem is that you won’t see them. read more

You Can’t Build Relationships with Keystrokes

Hire the Best - Use for Web applications, emails, etc“Hey, look at the email I just received,” one of my recruiters said as she came into my office.  “This is really neat and we should be doing this,” she stated.

It was an email she had received soliciting her to make a career change.  She was excited because the email contained an embedded presentation about the position. read more

Your Job Description Doesn’t Sell

Hire the Best - Use for Web applications, emails, etc“What’s your job?” I asked a friend who is an HR Director.  “Keep my managers legal,” was her matter-of-fact response.

I’ve never had a human resource person explain what they do so succinctly and her description put a lot of things in perspective for me as it relates to recruiting people. read more

The Hardest Skill to Recruit

Hire the Best - Use for Web applications, emails, etcRecently, I joined in on a conversation about the hardest skill to recruit for and here were some of the comments:

“It’s funny but admin/execs have always seemed to take a little longer.  I think it’s because it is usually more about “personality” fit then the actual skills the candidates possess.” read more

  • 1
  • 2