KeenHire Blog by Margaret Graziano

Recruiting Only The Best Salespeople

At KeenHire, our sales recruiting experts know how to find your company the best talent in the sales industry and we hold the secrets to teaching you how to keep hold of those fantastic sales employees so that your company grows and grows to lofty heights.

Everyone working in the sales industry knows just how important it is to find the right sales person for the position you have available. We also know how difficult it can be to hold on magically talented sales people in today´s climate.

It can be hard to keep a sales person happy enough in their job when they show stunning potential, because they are very often head-hunted by your competitors and you can then end up high and dry with your talented sales whizz working elsewhere.

However, few people know how to recruit the best sales people and then keep hold of those talented souls long term.

Ask us for Sales Recruiting Help

 

The employment of sales managers is extremely important to any company, but it can also be difficult to recruit the right kind of sales employee for your business. This is why you need sales recruiting help from the KeenHire sales recruitment experts.

Avoid hiring the wrong person to drive your company sales forward by learning from the sales recruitment specialists at KeenHire and taking advantage of the sales recruitment help that we have to offer you here today in this post.

The Best Tips to Help you with your Sales Recruitment Needs

Don’t Wait
Most people wait until the NEED a sales person before they recruit which means that they hire people under a sense of urgency which is never a good thing. Keep your eyes open, look around for new employees even when you are happily staffed and keep records of great candidates on file. Hire when you WANT and not when you NEED.

The Retention Issue: How To Assess Candidates, Perfect Selection and Retain Top Talent

According To Noah Webster, retention is the act or power of keeping or retaining, but Corporately, retention is the power to keep employees actively engaged and committed to being an integral part of the organization. So what is retention like in this day in age? Are employers on the same page as their employees when it comes to effective performance and talent management?

According to the SHRM Workplace Forecast of 2011, our workplace trends are directly related to talent acquisition, selection & retention. All of these being consecutive to one another and going hand in hand with creating a successful business.

A recent survey on employee performance and retention conducted by Express Employment Professionals, one of the nation's largest privately held staffing companies, found that employers are more disconnected than ever from their workforce. Express' survey revealed that 77 percent of leaders say retention was not a problem or only a slight problem in 2011, while 91 percent of employees said they are willing to switch jobs. These extreme figures should be waking up the employers of our nation, and creating a call to action that something’s not right.

With Employee turn over in the US at 16.4 percent what is there to do? How do you shift your talent management, selection and retention in a way that that increases your profit, your employee satisfaction and turnover?

First of all strong leadership is imperative right now in order to enhance your management operating style, implementing accountability systems, while building and developing high-performance teams.

Talent acquisition can only be beat one way: putting the right people in the right roles. How do we do that? By perfecting selection. Selection can be managed with internally, with a 3^rd party recruiter or using both. Whichever your company decides to go with you must ensure that their skills, personality, and values align with the job and the company. Developing Interview strategies that include pre-established critical screening questions, an in-depth career history review and custom built behavioral interview models prevent the unhealthy corporate impact as well as the high cost of a mis-hire.

Over all the corporate response must be to link employee performance and its impact on the organization’s business goals. Doing this will keep employees goals align with the company’s, creating increasing accomplishment and happier on track employees.

So try something different, create a new hiring process, change the way you interview and beef up your leadership training and finally retain the talent you need. 

To learn more about retention, talent management and see how to create a conscious hiring process, visit us at keenhire.com. We equip companies with systems, processes and people to hire & retain with clarity and insight.

By: Emily Eastman

Taking Your Top Talent Straight To The Top!

The economy has shifted; the world is changing- we all are trying to do more in less time and with less money. Less than 15% said they were “extremely” satisfied. Meanwhile, employers believe that 30% of their workers are “extremely” satisfied.

As we climb out of this recession we are entering into a brand new place, The Talent Market Place. Companies can hire top talent labor cheaper than ever before.  Competitors in your marketplace are popping up all over the globe.  What happens when your competition offers your customers a better solution for less money? 

We all must maximize our effectiveness while minimizing our costs. Going forward one of the ONLY competitive advantages a company will have is the people working in their organizations. The U.S. talent market is shrinking while the global talent pool is expanding.  In the next 4-6 years, companies will face the most challenging and tumultuous times in building and retaining their workforce.

Your company has choice in recruitment solutions.  You can build your own, In-source it, outsource it, or wing it. Be Smart, take your top talent to the top by benchmark your key contributor talent, clarify the DNA of winner in your company and then use that DNA to validate new hires.

Once you have evaluated your current workforce: what is working, what is not, what needs to change; you must then hold managers accountable to make that happen, and it will. If you keep this in line you will only have bring in skilled recruiting talent, when you need them.

Choose KeenHire for your next recruitment needs! Within an organization, making certain each role is producing at or above expectations can be extremely time consuming and frustrating, especially for new managers. We have developed a systematic process for putting the right people in the right jobs and therefore improving overall performance and reducing management inefficiencies.

It takes personal accountability, leadership, organization, an ability to motivate and influence and of course a discipline to hire the right people for the right roles. Our proven performance management training and coaching sets your managers and your company up to win.

 

By:Emily Eastman

 

Solyndra. Any Business Is Only As Strong As The People Inside.

Solyndra. Once one of the greatest solar companies just a few years ago, today is dead, and sending over 1,100 employees home. “As the manufacture of solar panels in the USA has fallen from 40% of the market a few years ago to around 5% today, the fossil-fuel-lobby is quick to suggest that the whole idea of the government supporting a dying solar energy industry is misguided” (Forbes). 

They have said that the “global economic and solar industry market conditions have forced the Company to suspend its manufacturing operations.” How is this possible when the National Lab report shows that, the solar power industry is the fastest growing industry in America and we are delivering strong economic returns? Something must be up. 

Can this down fall be traced back to a hiring process? Could it be not the economy, or the jobs available but those who are doing them? A company is only as strong as the people inside; no matter how fast the industry is growing or how many jobs they are creating for the American people.

Secretary Chu of Solyndra told FORBES, “On Thursday, President Obama spoke about the need to continue creating the jobs of the future,” said Secretary Chu. “And that’s exactly what today’s investment does—putting Americans to work right away and helping position us to win the global race for the clean energy industries of tomorrow.” Although job creation is important and a significantly high priority in this country, the benefit of creating these jobs goes out the window when the candidates applying and the new employees holding them are mediocre at best.         

With the right type of hiring process all of these mishaps could be avoided and steer clear of. With a Conscious Hiring process management is enabled to learn how to identify the right people for the right roles, which directly impacts the ability to achieve corporate sales objectives and leads to success.

By engaging in a Conscious Hiring process you hone in on the key elements it takes to produce consistent sales results in your sales organization and you learn to identify the core sales behaviors, values and competencies needed to achieve those results reliably over time.

The impact of mis-hires can result in unwanted unhappiness. It produces unhappy clients, it damages a reputable company’s reputation, and it will affect all salary and benefits outlays, and in Solyndra’s case- destroy the company from the inside out.

Great companies invest more time, and ever more time. Companies must spend the time isolating what great performance is in the role, define what the employee needs to do to achieve great performance, and proactively assess & define the right behaviors, values, motives, of the right person. Only then can a business flourish to the top.

Hiring decisions make or break your business; what you don’t know COSTS YOU.

 

By: Emily Eastman

Recession Over, After Shock Still In Effect: Retain and Obtain Top Talent

Though the most recent recession was said to of ended over a year ago, the nation is still feeling the effect of the aftershock in the work place. Companies are rethinking their hiring processes, and using this post recession economy to retain their top talent as well as nurture their key contributors’ development. 

Economists are saying that the employment-population ratio is currently a more accurate illustration of the labor market than the unemployment rate. The Labor Department estimates that “there are 6.6 million people who want a job but have left the labor force for one reason or another. That's the highest reading in 17 years, and an increase of 1.9 million since the start of the recession.”

This mass exodus of talent on all spectrums is occurring in the aftermath of this recession. Therefore, swarming around right now is the mass storm of resumes overflowing employers as people start looking to leave their current jobs.

Last month, only 58.1% of Americans age 16 and over were employed, a significant drop from before the recession and the lowest since 1983. With a drop like this in employment, the economy is urging employers to redirect their hiring in the post recession economy. Companies must think out of the box, creating talent pipelines that have call to actions.

Now is the time for job seekers to be proactive in searching and becoming future employees. It's time for companies to rethink workforce strategies, and open up to new hiring process to reduce employee turnover before the talent supply chain disappears. 

Time is of the essences, prepare your talent strategies to retain and obtain the first round pick at top talent, and create an unstoppable workforce.

 

By: Emily Eastman

Reference: August 8, 2011 Worse than you think By Chris Isidore

Conscious Hiring: An Operationally Efficient Sales Hiring Process That Gleans World-Class Results

As business leaders of scaling organizations you know that the success of your organization  depends on the quality of the people inside. KeenHire Talent Management’s Conscious-Hiring webinar enables you to learn how to identify the right people for the right roles directly impacting your ability to achieve corporate sales objectives.

Registration for Conscious Hiring Webinar is FREE

Date: August 2, 2011

Time: 10:30 - 12:00 PST

CLICK HERE TO REGISTER NOW!

During this high-powered webinar you change the way you think about your employees' impact on your business while raising your level of expertise and control in choosing your sales team wisely.

By engaging in this Conscious Hiring process you hone in on the key elements it takes to produce consistent sales results in your sales organization and you learn to identify the core sales behaviors, values and competencies needed to achieve those results reliably over time.

You walk away with:
1. A blueprint for creating a highly effective Conscious-Hiring process
2. Insight into Role Analysis, and why it is the key to effective sales hiring
4. Understand how & why to use psychometric assessment tools
5. Review Behavioral Interviewing techniques; the when, why and how

 

The Expert

Margaret Graziano is a torch bearer in the Staffing and Recruitment industry. Her visionary ability, astute knowledge of full life cycle Talent Management and her tenure in the field, positions her far ahead of the Human Capital innovation curve. In the early 2000's Graziano shifted her mindset from recruiter working to make a placements to consultant committed to building extraordinary workforces. She added a talent management division to her staffing operation, adopted a world-class conscious hiring and placement process and significantly invested in her own personal and professional development. She utilizes her certifications in Organizational Development, Behavioral Interviewing, Psychometric Assessment usage, Role Analysis and Employee Retention to create curriculum and programs that elevate KeenHire's customers' ability to hire and retain the right people.

REGISTER NOW!

Can't make the webinar, visit the KeenHire on line store and purchase tools, workbooks, scripts, manuals, assessments, CD's, DVD's, books and more!

Highly Reputable Staffing Firm Seeking Sales People! Denver

We are a representing a highly reputable industrial staffing firm know for excellent service, generous compensation, and commitment to their people. Employment Solutions is currently experiencing significant growth in their business and are looking to add a key contributor to their Denver Sales Team. Their compensation program is one of the best in the business, they pay 25% of the margin and offer a solid baseline salary. Their training is outstanding and the Owner operates with integrity and inclusiveness. If this sounds like the right career path for you, keep reading!

You are a high achieving sales person with 2 years of business-to-business new account generation, specifically where you sell services or products to decision makers. You are well versed in following a sales process and do so with efficiency and perseverance.  You have a successful track record for new account acquisition, sales territory growth and customer retention. You are an upbeat, persuasive communicator and a great listener. You have strong relationship building, good questioning and probing skills, and know when and how to close deals. You enjoy establishing and building referral networks, meeting potential clients and uncovering new sales opportunities.

We are Employment Solutions, a high performing and customer intimate regional staffing firm with a solid track record for service and growth.  We offer staffing solutions that maximize our customer’s ability to do more with less and reduce static overhead.  We attribute our growth to our team’s strong work ethic, our corporate commitment to excellence, our high quality service delivery and our teamwork. Your sales skills encompass prospecting, sales mining, qualifying and closing. You have a track record for winning new business and are excited about the opportunity to join a growing company known for it’s high quality reputation throughout Colorado. Employment Solutions offers the right candidate a long-term progressive career path, independence and freedom, a full scope of Staffing Solutions for a wide variety of buyers as well as an opportunity to earn a lucrative income.

Job Requirements 

 

• 2 years of successful Business to Business Sales experience

• Continually Achieve Quota

• Prospecting, Cold Calling, Open and Close business - any kind of staffing (day labor, industrial, clerical)

 

If you are looking to work for a local company where your voice is heard and you have a work hard/play hard attitude, begin your future today- APPLY NOW!

Innovative Out-Side Sales Manager Position! Chicago

You are a high achieving sales professional with 8 years of new account generation and continual territory sales growth specifically within municipalities and government entities.  You are well versed in navigating through the government purchasing processes and do so with efficiency and perseverance.  You have a successful track record for new account acquisition and sales growth.

We are Duncan Solutions, a growing global leader in the parking solutions industry and offer a ground floor outside sales opportunity in the Midwest. This position is responsible for selling multi year contracts within government and municipalities the Midwest region.

You are a persuasive communicator with excellent written and verbal sales skills, strong relationship building and relationship management expertise as well as a solid ability to glean key information about buying cycles and contract end dates. You have a superb ability to discern your prospects upcoming needs, posses strong questioning and probing skills and know when and how to close large deals.

You are a solution selling professional with astute business to business sales acumen, refined prospecting, sales mining, qualifying and sales presentation skills. You have a track record for winning new business through navigating and building referral networks inside the government and municipality bidding process.

Duncan Solutions offers the right candidate a long term progressive career path, independence and freedom, a full scope of Parking Solutions and services to sell as well as an opportunity to earn a lucrative income.

Job Requirements

• 8 years of New Account Generation and Continual Territory Sales Growth

Create your own long-term progressive career path APPLY NOW!

Hiring Better 101

Hiring better people starts with a mindset. In an ever changing world, adapting to new technologies and reevaluation of current systems should always be in consideration. Specifically, the staffing industry is riding a wave of social media correspondence as well as introducing new ideas within the hiring process as a concept. The days of "resume-interview-hire" are over and the power of behavioral interviewing, benchmarking, role analysis, succession planning, and leadership development have shot to the forefront of the industry. For a successful company, incorporating these concepts into your current hiring process can only improve your results and drastically impact your bottom line in a positive way.