Tag Archives: recruiting

What Does Sales-Rep Job Hopping Mean to You?

By Jeff Beals

Workers in the United States are choosing to leave their jobs at the fastest rate since the internet boom 17 years ago, according to a recent Wall Street Journal article, and it’s paying off for them in the form of bigger paychecks and more satisfying work.

The Labor Department reported that 3.4 million Americans quit their jobs in April, near a 2001 internet-fueled peak and twice the 1.7 million who were laid off from jobs in April.  The job-hopping phenomenon is not limited to certain industries, instead occurring across the economy.  Workers are buoyed by a strong economy and the lowest unemployment rate in years.

As you might imagine, young people are switching more than older employees.  Approximately 6.5 percent of workers under age 35 changed jobs in the first quarter of last year, according to the article, versus 3.1 percent of those ages 35 to 54.

What does this dynamic employment market mean to you?

If you’re an employee, it means that you may have more choices now than at any other point in your career, perhaps ever.  But you now have the “curse of choices:” some employees may agonize over leaving a comfortable or safe job versus chasing a new opportunity that pays more and offers more enjoyment/career satisfaction.

If you’re looking to hire or retain talent, your job is getting harder, and it’s probably going to get worse in the future.  There is growing evidence that artificial intelligence (AI) is actually creating more jobs than it kills thanks to the massive productivity gains it causes.

So how do business leaders make sure they have enough talent in a talent-scarce environment where workers are becoming more restless?

First and foremost, you need to create a motivational culture that people don’t want to leave. Second, compensation needs to be competitive.  Third, you need to recruit perpetually.  Recruiting talent is the lifeblood of a company.  Even when you’re “full up,” you need to keep recruiting at least a little because personnel situations can change fast.

This is especially true if you lead a sales team.  More than 26 percent of sales jobs are expected to turn over this year.  Even during down economies, it’s difficult to find talented, motivated sales people who are willing to work on commission.

Here are a few ideas to help you find the sales talent you need:

  1. Look for a vendor who is good at selling. That talented salesperson who sells things to your company might enjoy becoming a part of your company.
  2. The same thing goes for a client.  Obviously, you have to be very careful about this, but if the situation is right, there might be a sales rep from one of your client companies that might be a good fit for you.
  3. You can post ads online, but for many companies in many industries, this turns out to be a waste of time and money.
  4. Engage a recruiting firm?  Some companies have a lot of success with this.  Other companies prefer to bird-dog for sales reps on their own.
  5. Good, old-fashioned networking is the best way to bird-dog for reps.  The key is to network efficiently and with the end goal in mind.  Only network at events and in places that are target rich.  Otherwise, you’re wasting your time.
  6. Seek referrals from your current reps.  Ask your reps, “Who would you like to work with?”  Some companies give incentives to reps who recruit people.
  7. Social media is critically important. You most likely won’t directly fill vacant sales jobs solely through social media, but it will help.  Social media builds brand familiarity and credibility.

This is important:  If you’re a sales leader, be sure to sign up for my webinar, “How to Recruit Rockstar Sales Reps,” which will take place on Thursday, August 16th at 10:00 a.m. Central Time.

We’ll share with you:

  • The simple, right-in-front-of-you places you can find top-shelf sales reps
  • How to get prospective sales reps excited about your company’s culture and growth opportunities
  • How to differentiate yourself from all the other companies competing for the best talent

It’s only $49, and each attendee will receive the “Recruiting Blueprint,” a printable resource which provides you with a step-by-step process that will help you win the sales-rep recruiting race!

Click here to register!

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

 

Ego Management: How to Make the Smartest People Part of Your Life

By Jeff Beals

You have probably heard the saying, “To be successful, surround yourself with people who are smarter than you are.”

For better or worse, that hasn’t been terribly difficult for me.  I’ve been blessed with many intelligent, talented people in my career – colleagues, bosses, direct reports and friends.  I’m a better person and a more successful professional because of the gifted people in my life.

Whether you’re at work or in your personal life, surround yourself with smart and talented people.  If you are in a leadership position, hire people who are smarter than you.

Of course, that is easier said than done.

Surrounding yourself with more talented people can be very intimidating.  And a blow to the ego.  And even threatening!  Nevertheless, move forward with faith and conviction that you will be better served by teaming up people who are better than you at certain things.

Hiring Talented People

As a leader, have no fear of hiring people you think might pass you up some day.  It is better to be seen as a person who brings in and develops great talent than a person who protects the status quo by hiring mediocre or under-performing people.

Don’t Hide the Light under a Bushel

When you do end up employing an ultra-talented, hardworking individual, don’t try to hide them or prevent them from moving up just because you don’t want to lose them.  Great talent rises to the top.  Let the exceptional person move up.  In the long run, it will benefit you as they will remember and appreciate the role you played in boosting their career.  A former employee who makes it big can become a huge ally for you in the future.

Friends and Colleagues

Regardless of your professional role, identify talented friends and colleagues and build close relationships with them.  Another old saying tells us that you tend to become who you hang out with.  “You become the sum of your five best friends.”  Spending time with exceptional people makes you more exceptional.

Have a Mentor and Become One Too

Mentorship is one of the best professional development tools in existence.  We benefit both by being mentored and by mentoring others.  Find a successful role model and use that person as your mentor.  Some mentors don’t even have to know they are your mentor – just study them and do the things they do.  Other mentor relationships might be more formal.  At that same time, mentor someone yourself.  You actually become better in your work by teaching and coaching junior colleagues.  As I once wrote in a previous article, you don’t know it until you’ve taught it.  Mentorship is a classic win-win situation.

Different Intelligences

Here’s something that might help salve a bruised ego resulting from hanging around smarter people:  There are different kinds of intelligence.

Just because a colleague is smarter than you in one area doesn’t mean he or she is better in another.  Perhaps you struggle with creativity and idea-generation but have superior analytical skills.  Team up with the creative person and together you can accomplish more.  You might not be as quick to pick up operational details as a certain person but maybe you are better at building relationships and navigating institutional politics.

When it comes to intelligence and talent, we all need to identify our top strengths and biggest weaknesses.  You can maximize your strengths and mitigate your weaknesses by joining forces with people whose abilities complement your own.

Accountability

If you hire a team of exceptional people, it will be important to have a culture of accountability in your office.  Top performers expect to be held accountable and they expect that other employees in the company will be too.  Perhaps the most important person to hold accountable is yourself.  If you hold yourself to a high standard as a leader, your talented employees (even the ones more naturally gifted than you) will respect you and hold you in high esteem.

Speaking of “accountability,” I’m offering a webinar on June 5th at 10 a.m. Central Time called “How to Hold Your Sales Team Accountable.”

You’ll learn HOW TO:

1. Use 4 simple metrics that make it impossible for sales reps to hide weekly output and results
2. Implement 11 steps that will create a culture of sales accountability in your company.
3. Get reps to buy in to your accountability plan.

Investing just one hour of your time and only $49 will translate into bigger revenues, less stress and a happier work environment for everyone!

You are not going to want to miss out on this.  Register TODAY!

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

(402) 637-9300