The Bull's-Eye View

Welcome to another issue of the Bull's Eye View.

As I’ve mentioned before in the Target Consulting Blog, job offers and their accompanying employment perks and benefit packages need to be tailored to the candidate you really want to hire if you want to build a successful sales force. Ute Gass makes this point in her Recruiter Training Blog:

“Every individual has unique needs and wants and recruiters should gain insights into every candidates "sweet spot" to make the offer appealing to the prospective candidate.”

An effective sales recruiter needs to know the candidate, and the sales job opportunity being offered, inside and out. Too often, recruiters and employers try to fit an available candidate to a job, instead of a job to a qualified and desirable candidate. A much wiser strategy is to make the position available match the skills and personality of the candidate you want to work for you.

To do this, a sales recruiter needs to gain a clear understanding of the people they interview and what they are looking for. Two questions immediately get at their career motivations:

Why are you looking to leave your current company?

What would you do if your company made you a counteroffer?

Your interviewees answers to these questions will tell you what they are looking to get out of the sales job opportunity you are offering, and what it will take to make an offer they will accept. Learn to ask questions like these, then really listen and interpret the answers—your success rate is sure to rise.

How To Support An Employee Going Through Depression

If you have an employee who is suffering from a mild depressive disorder, there are a few things you can do as a manager to be supportive. Here are a few tips:

• Help your employee set reasonable goals. In light of the depression, the employee may have an unrealistic view of what he or she needs to accomplish.
• Assist the employee in breaking a large task into several small ones. This will help take the pressure off of the project. Encourage them to set priorities and accomplish what he or she can.
• Provide information about any employee assistance program your company might have.
• Try to get the employee involved in workplace activities to build self esteem.
• Be patient.

- Adapted from the National Institute of Mental Health

Look For Privacy Policies

If a web site asks you for personal information, like mailing address, E-mail address, etc. be sure to look for a privacy policy on the site that explains what they will or will not do with your information. Privacy concerns are somewhat over-hyped in the media, but it's a good idea to know who you're giving your information to, and what will be done with it.

In A Workplace Rut?

Get yourself out of a rut today by imagining that today is your first day on the job. What things do you see that you could improve? What things could you change that could result in higher productivity, increased profits, decrease wasted time, and higher sales?

Who would you talk to about strategic issues and the direction the company is headed? How would you enhance or improve this direction?

Do you need a top-performing sales professional to drive revenue?

If you don’t have time or money to waste searching for a top-quality sales person that drives revenue, Target Consulting can do the sales recruiting for you. You only pay us if you hire a candidate, and we guarantee the candidate for a limited time. Visit our Client Services section.

Call us for a confidential job search

The Dictionary Is The Only Place Where Success Comes Before Work…

I was driving down a local highway the other day and a noticed a company’s marquee that displayed a quote that really struck a cord with me. “The dictionary is the only place where success comes before work.” My immediate reaction was “wow”…is that statement profound or what…

We currently live in a society that has a prevailing attitude that success, financial reward, sometimes even happiness should be given to us automatically by just being part of that society – that those things are somehow owed to us. This thought process is also rampant in businesses and organizations today. People often believe that by existing within an organization, they deserve financial rewards, benefits and company privileges.

The attitude that financial reward, prosperity and happiness are earned through a process of hard work, dedication, and constant goal achieving seems to be fading away more and more rapidly.

The issues that you face as a business owner or as an entrepreneur are very different. None of those corporate luxuries exist for you. It is your company and unless you do what is necessary to build your company, (unless you do what is necessary to grow your company) there will be no financial rewards, benefits, or privileges to be taken advantage of by anyone or given to anyone.

However, before any measure of success can be achieved, three things are required. There needs to be a well-defined plan, specific action steps to accomplish that plan that are measurable, and the personal determination and desire to make it happen.

• As you look at your day-to-day business activity, does it reflect the actions necessary to accomplish your long-term plan?
• Have you taken the time to develop and establish a written strategic plan for your business?
• Have you written down all your critical success factors and your personal goals on paper and do you review them daily or at least weekly?
• As you review the names of the prospects in your sales funnel, does the number of qualified prospects reflect an activity level that is sufficient for you to accomplish your sales goals?
• Are you evaluating every sales interaction for learning opportunities so you can hone your skills?
• Are you putting yourself in the most opportune places of marketing so that more qualified prospects become aware of your services?
• Are you doing what is necessary to build a business that your closest advisor, spouse, significant other, or the person that you respect the most would be proud of?

These are powerful and direct questions that only you can answer. You do not have the luxury to let yourself off the hook; ever, and you are the only one who knows the “true” answers. If you have not accomplished all the milestones and all the goals that you have committed to writing for yourself and your business…you may want to revisit your strategic plan or your personal action plan. You may need to commit to developing a plan of action that will directly result in the success for which you are searching.

Nothing good in life is ever easy and it will always require hard work. Remember, hard work that is dedicated to a clear plan of action, fueled by commitment and passion is always rewarded!

- Author Tammy Quackenbush. All rights reserved worldwide.

Effective Management

An effective way to keep in touch with the way other managers and companies deal with problems similar to yours is networking, or making contacts with managers in other companies to whom you can turn for suggestions and ideas. Organizations that have achieved success in a certain area are often willing to share their techniques and methods. They provide benchmarking other companies can emulate.

Target Consulting Group Hot Jobs

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