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Using Recruitment Metrics in Getting the Right Candidate
October 28, 2008
A company’s main asset is its workforce. It goes without saying that when a company needs people, it needs to get the right people. Otherwise, productivity would be compromised and expenditures increased. As it is the HR department’s responsibility to hire people for the company, it is their job to protect the company from these possible losses. The HR recruitment staff cannot just accept nor discard applicants without just measure. Thus, recruitment metrics comes about.
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Are You Spending Too Much Time Focusing Recruiting Or Retaining?
October 28, 2008
Companies spend too much time focusing recruiting rather than on retaining.
The rule is no longer if your employees leave it is now when will they going to leave. How many times have you spent hundreds to thousands of dollars in hiring and training an employee only to discover that they leave.
Why do they leave? Experts in this field will say because…
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Management Training - The Dirty Little Secrets
October 26, 2008
I am often asked if training really works. The answer is yes and no! Here’s why.
Sometimes, unless a training is made mandatory, those who need it the most will choose not to attend!
75% of the learning goes on after the employee comes back to the job. Said another way–employees will forget most of what they learned unless it is reinforced on the job after they come back from training.
Too often people are sent off to training in the hopes that they will get “fixed” when in fact if the training doesn’t incorporate good adult learning principles and isn’t seen as relevant from the trainee’s point of view, it will fail.
Employees are sometimes sent to training for specific skills when the real problem is attitude…ahem…I mean lack of professional behavior problems. -
Why Would a Business Want to Use a Temp Agency
October 24, 2008
Companies may wonder why they should hire an hr consulting firm, i.e., a temp agency, to locate quality employees.
In a highly competitive corporate world, knowledgeable help can mean the difference between a constant influx of clients and bankruptcy. Statistically speaking, every disgruntled customer that leaves your establishment equals seven or more people who won’t give you a chance based on word of mouth.
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Sexual Harassment Training
October 23, 2008
Sexual harassment is defined as unwelcome advances, verbal or physical conduct of a sexual nature, seeking sexual favors, or inappropriate sexual interference of a person’s workplace or work performance.
What Law Says
Legally, sexual harassment is a violation of Title VII of the Civil Rights Act of 1964 - it is a form of a sexual discrimination. The act applies to a workplace where more than 15 employees work; this includes local, state, and federal workplaces as well as private sector businesses.
Part of doing business in civilized society requires that all employees have an understanding of responsibility in regards to appropriate behavior in the workplace. Harassment of a sexual nature can be curbed substantially-if not entirely eliminated-from the workplace by having complete and adequate knowledge and training.
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Hiring Expats For Work
October 19, 2008
Anyone engaged in business today recognizes the rising costs of labor as one of the major hindrances to expansion. While there are several ways that this issue is being addressed, one of the most viable is by hiring expat workers.
There are numerous advantages of having expats in your workforce. The first is that they are not difficult to find. There are now, in such countries as New Zealand Canada, Japan, the United States, several thriving expat communities. Undoubtedly there are also several more in other nations.
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The How-Tos Of Selling Over The Phone
March 9, 2008 | Author: admin | Filed under: Careers, General Business
If you want to be successful in phone sales, you need to grab the customer’s or potential customer’s attention right away. If you “smile when you dial” and sound upbeat, there’s a good chance you will have a captive audience. Once you grab the customer’s or potential customer’s attention, you need to get them to like and trust you. If a customer likes you and trusts you, they will buy from you. Once they buy from you, you need to keep them buying from you.
Here are some tips on how to be a success at phone sales.
First, you need to get a hold of the decision maker. When someone answers the phone, I like to introduce myself and say, “I’m looking for your __________ buyer.” When I say this, if they buyer is there, I’m usually transferred right over. If the buyer is not there, I’ll ask the buyers name and the best time to reach them. Doing this saves having to make numerous succeeding calls and frees up a good amount of time to focus on more sales.
Secondly, know that sales is a numbers game. The more people you call, the more you will sell. If your closing ratio is 50%, that’s awesome. Your closing ratio might only be 10%, which means….you have to make a lot of calls. Leads are everywhere and you need to find your own leads. The internet is great for finding leads. That was my biggest source for cold calls. I strongly suggest that you do this. You’ll be amazed and pleased at what you find.
Third, don’t take it personally when a buyer tells you no. That’s when the sale starts anyway. Stay on the phone for as long as you can and keep talking until something happens. If something doesn’t happen, and the client or potential tells you they have to go, ask them if you can call them back another time.
Fourth, if a time is set to call them back, make sure you follow up. It’s easy to make the first call. The hardest part of the sales process is the follow up. Either set up a tickler file or jot down a note in your day minder.
Lastly, establish a rapport. You can do this over the phone, trust me. One of the phone companies used to refer to the phone as the next best thing to being there. Not only talk to your clients about business, talk about the weather, sports, family or anything else you can find to talk about. You should talk to your customers like you’d talk to a friend. Talking to your customer like a friend is very disarming. It makes them feel like they are the most important person on planet earth, and that is how they should feel. This is all apart of the whole like and trust thing. Because of like and trust (the two main ingredients to closing the sale), I used to sell to customers a coast away. These people didn’t know me or the products I sold, yet gave me their credit card number on the first call.
Once you’ve landed a customer, do everything to keep them. Call them on a regular basis. Give them impeccable customer service and you will be in their circle of trust forever. Your customers will love to hear from you and you will stand out above your competition.
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Mike Bova is the Madison County Advertising Director & Business Columnist for Eagle Newspapers in Syracuse, NY. Mike owns several websites including http://www.upstateshopping.com The Upstate New York Shopping And Business Directory. Mike has spoken in front of many business groups, conducted several sales training seminars and trains corporate sales staffs. Mike is launching his own site soon. |
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