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This section includes reviews of articles you may want to consider reading. Henry Glickel, president of Sales Recruiters, Inc., has personally read or listened to each item listed and has written every review. We hope you find the article reviews of interest. If you have comments on the reviews, wish to add an article, or would like to submit a review, feel free to e-mail Henry at henry@salesrecruiters.com.
Henry
J. Glickel quoted in article "Management- Recruiting Now"
Article
- "A Fine Line" There are times when pharmaceutical sales representatives have no choice but to sell on the run. It is a notoriously aggressive field, a constant grappling for face time and recognition. So at certain moments you will find these reps, impeccably dressed and well-groomed, chasing a doctor down a hospital hallway, waving their drug's latest flier in the doctor's face, shouting facts at random, performing a running show-and-tell. All this in the hope that they will strike randomly on a conversation topic before the doctor disappears behind another door. Although it is technically not even the pharmaceutical salesperson's job to sell the drug (but merely to promote it to doctors), these reps serve as the public-relations faces for an industry that spent more than $2 billion on marketing events and meetings in 2001, according to U.S. News & World Report, and whose salespeople are often more valued for the free lunches they bring to nurses than for their product knowledge. And so because of industry reputation, pharmaceutical reps—and the number of them has more than doubled between 1996 and 2001, from 41,855 to 87,892—are constantly tiptoeing a fine line between aggression and annoyance. "In a lot of ways they've reduced themselves to catering services," says Steve Waterhouse, a sales consultant based in Portland, Maine. "They can be as aggressive as they want, but if they don't bring any value, then why should a doctor bother to see them?" But it's
not just the pharmaceutical industry that's struggling to find a balance.
Article:
Hot Professional Development Tips Help Me
to Help You Most of us are guilty of it. Instead of pursuing our dream career, we pursue a job opening. And, we are often looking for a job under less-than-perfect circumstances, which makes it easier to accept a job that may be far away from our dreams. Not everyone can be a celebrated Hollywood actress or manager of the New York Yankees but there are ways to be more proactive in pursuing careers more closely aligned to our dreams. Coach Nick Papadopoulos is President and Founder of Sky's The Limit, a consultancy that helps individuals increase success in their current employment, raise their earning potential, and find their dream job. Coach Nick can be reached at 203-973-0707 or coachnick@skythelimit.com. Article
- "Expand your skills" Experts agree that the best way to survive this cycle is to continually hone and expand your job skills. It is also very important how you present yourself and those skills to current or future employers. There are definitely more applicants out there and the critical factor is demonstrating that you have "cross transferable skills" that can be used successfully in other industry sectors, stresses Thomas P. Gove, president of The Original Resume, Recruiting and Marketing Company of Chelmsford. For example:
If you have been working as an airline mechanic and have been laid off,
The demand for workers in healthcare and teaching continues to be very strong. But there are jobs opening every day in many other fields including sales, high tech and construction. Excerpts
- "Perfect Match-How to Find and Hire the Ideal Salesperson" "I
would recommend that salespeople looking for jobs find a good employment
counselor." TOP
From a study
by a leading recruiting firm, Tahl Raz summarized the hottest jobs for
2000. Number six on the list is search professional. Raz states that,
"In a high intensity speed-focused industry, you've got to wheel
and deal like a car salesman on speed to broker human capital." Although,
Sales Recruiters does not view recruiting with a "wheel and deal"
mentality, we acknowledge that companies require their recruiting partner
to ramp up and keep the recruiting process on a faster-than-normal pace.
This article shows that recruiting, especially sales recruiting, is part
of the lifeblood of the fast growing companies. Review - "Sale to the Top - How salespeople become CEO's" from Selling Power Magazine August 2000 By Heather Baldwin Hewlett-Packard CEO Carly Fiorina boils down the secret of her success to seven principles.
Article:
Setting the Tone for Success! GOOD
GROOMING IS ESSENTIAL: Looking neat and well groomed shows that you
take pride in yourself, and will send a message to your potential employer
that you will take pride in your job. Prepare what you will wear the night
before. Make sure everything is in good repair (shoes shined, clothes
pressed, hair freshly cut and washed, new stockings for women) FOR WOMEN:
A simple uncluttered look is always best. Choose a basic color in a suit
or dress that is flattering to you. Your skirt, if short is best an inch
above your knee; if long, no longer than just below the calf. Wear a simple
blouse or sweater in a soft color, such as cream, white, light blue. Hosiery
should match your shoe color, and shoes are best if a plain pump with
no more than a 2" heel. If a scarf is comfortable for you to wear
and is something you wish to add for color, wear it simply so you won't
be tempted to fuss with it. Jewelry should be conservative and in good
taste. FOR MEN:
A suit is always best, but you may wear a jacket and pants that are complimentary.
Stay with neutral colors if you do (navy/gray, tan/brown, black/gray),
with a good shirt in a neutral color (white or cream). Your tie should
be long enough and conservative in color and print. Shoes appropriate
might be a wing tip or such for a matched suit, perhaps a slip on to round
out the sports coat and pants. No tassels. Sox should be knee length and
match shoe or pant color. Need
some help with your wardrobe? Review
- "Cyberspace is a job jungle" Recently posting your resume on the Internet has become more of a nuisance than anything else. Headhunters have been going online into posting sites such as Monster.com and HotJobs.com, and pulling resumes without the candidate having any idea. As long as someone signs on to these sites on a non-corporate user name, they can access any resume posted. (read more...) People looking for jobs need to realize, the almost immanent danger of posting your resume online. You need to protect yourself from having your resume on the Internet unless it is for a specific position or a recruiter you have spoken to. One employee was called into his manager's office after his resume was pulled from a Monster Board without his knowledge, and actually sent it to the company he had accepted a position with. He explained that he posted the resume 7 months before he accepted the position with the company and was able to salvage his job, but even after this incident, the same resume was sent to his boss twice more without his knowledge. Companies have now written programs called "spiders", which go into job boards at night and pull off resumes with no consent, in an attempt by recruiters to populate themselves with candidates. Even private, password-secured sites aren't immune to these bugs. ComputerJobs.com, recently had rivals sign up as "clients", and download resumes for reposting. According to Jamie L. Johnson, an attorney from Brobeck, Phleger, and Harrison, "once you've posted something publicly, forget it." One person lost track of their resume's whereabouts, at which time someone took it, improved on it, the sent it out to clients. They recalled getting calls from companies inquiring about his experience at a power plant he had never even heard of. There is currently no foolproof way for someone to post their resume without fear of someone taking it for their own purposes. Some companies are taking certain precautions however to protect the confidentiality of the client. JobOptions.com has taken a "blind", approach wherein applicants post there resumes with no name, and can send inquiring companies more information by e-mail, as they see fit. Some companies have started hiring people called "salvagers." These people spend their days working for companies online, browsing the web looking for employee's names that may have posted their resume online. When someone's name is found they are reported to their supervisor and dealt with accordingly. Most companies deny using such "salvagers," but it is a perfectly legal, widely used resource that can be very dangerous for an unwitting business person looking to further their career online. What it
comes down to is, if you are straight out of school or currently unemployed,
resume-posting sites can be a great resource. However, if you are currently
employed and stand to lose your job once your manager or supervisor hears
of your career search, a certain amount of protective steps are advised.
Use your recruiter to help wade the waters of career advancement.
TOP One sidebar gave some pointers in using recruiters, including get visible, tell the truth, and stay in touch. As a recruiter, I can attest. Candidates need to be focused on making a career change, keeping me in touch with industry information on the companies they want me to pursue, and not holding back important career necessities. These are strong points in increasing my candidates chances of finding the best career opportunity. On the humorous
side, US News and World Report printed a funny sidebar:
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Sales
Recruiters, Inc.
85 Stiles Road - Suite 104 - Salem, NH 03079 - (603) 894-0007 © 2008 - Sales Recruiters, Inc. - All Rights Reserved. |
Software
companies like Oracle built their reputation on cutthroat techniques and
on motivating salespeople through fear and the promise of a huge commission.
At its most bloodthirsty, Oracle had its salespeople sign "commits"
to bring in a certain amount of business; had Brink's truck drivers deliver
gold coins to the desks of the best salespeople; and had singled out the
worst of them in regular e-mails. Weighed down by that pressure, Oracle
salespeople reportedly danced around their clients' concerns through half-truths
and hard-sell tactics and, according to one lawsuit filed by a rare-coin
broker, allegedly sold an e-commerce software program by touting functions
that didn't exist. 
the
chances of your getting another job as an airline mechanic right now are
slim. However, if you focus on the kind of work you have been doing such
as installing hydraulics, electronics, or general maintenance, you will
have a better chance of getting a new job working on other types of engines
or vehicles.