Finding Goal Oriented Candidates

by Henry Glickel | Category: Article

Posted on Friday October 1, 2022 at 07:00:00 AM

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Are you a goal oriented person?  Asking this question in your next round of interviews is a dead end yielding very little information about the candidate in front of you.  You want to hire a person who is focused and driven by purpose.  With such a brief time together in an interview, you have to ask specific questions aimed at getting information to determine if the candidate is a suitable fit.  Here are 7 questions centered around goal orientation to get you started. Can you think of a time when you worked hard to attain a difficult goal or get something accomplished against the odds? What was the situation and what did you do?  Describe the professional accomplishments of which you are most proud. Explain a project where the targeted objectives were not achieved; what did you learn from this experience Have you experienced times when you have had more to accomplish than your normal schedule permitted? If yes, when was the last time...

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True Grit

by Henry Glickel | Category: Article

Posted on Wednesday September 15, 2022 at 07:00:00 AM

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In a 2013 TED Talk, Angela Duckworth explains that a significant predictor of success is grit or “passion and perseverance for very long-term goals.”  In sales, you’ve got to be gritty.  You can’t just plug along until you make the sale.  Strength and tenacity are needed to achieve success.  From a client viewpoint, persistence can show dedication and purpose on your part.  And hiring managers want people like this to join their team.  Use the following 10 questions to analyze and prepare to show how you have demonstrated grit in the field.  Because no matter how you describe it—persistence, perseverance, or passion—it is of significant value to a sales team.     A client calls and says it is urgent that he speaks to your boss. However, your boss has told you he is in a meeting and cannot be disturbed. What would you do?   Are you assertive?  Tell me about a time when you have demonstrated...

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The Current Recruiting Landscape

by Henry Glickel | Category: Article

Posted on Wednesday September 14, 2022 at 10:38:58 AM

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The challenges of finding sales talent are causing many companies issues because the talent gap has become a chasm. Hiring managers are struggling to attract the right people to their organizations. The number of sales roles advertised has increased over the last year by over 65% to over 700,000 openings. Is it The Great Resignation, or is it something different?    The population The population in 1980 in the USA was a little over 226 million, whereas in 2020, it was just over 329 million, a growth of 45%. So you’re probably thinking that there shouldn’t be a labor shortage, especially when you discover that the workforce makes up 50% of the population. But the overall population is aging, which means fewer young people are entering the workforce. With this in mind, it’s no wonder it’s becoming increasingly challenging to attract entry-level salespeople.    Looking at the next age group up, more experienced salespeople, their numbers stagnated...

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