{"id":8055,"date":"2022-04-08T15:13:28","date_gmt":"2022-04-08T19:13:28","guid":{"rendered":"https:\/\/env-8605394.mightybox.site\/?post_type=news&p=8055"},"modified":"2024-09-24T13:37:05","modified_gmt":"2024-09-24T17:37:05","slug":"blog-uncovering-real-sales-recruiting-problems","status":"publish","type":"post","link":"https:\/\/techservealliance.org\/blog-uncovering-real-sales-recruiting-problems\/","title":{"rendered":"BLOG: Uncovering Real Sales & Recruiting Problems"},"content":{"rendered":"\n

By:<\/strong> Rick Carlson, Sales & Recruiting Management Program<\/a> Director<\/strong><\/em><\/p>\n\n\n\n

Too often I hear salespeople ask their prospect the tired and overused question of \u201cWhat keeps you up at night?\u201d. While the reasoning behind it is solid, the tactic rarely divulges much useable information. Simply stated, clients often don\u2019t know where their true problems lie.<\/p>\n\n\n\n

Take \u201chiring\u201d for instance. Ask a hiring manager what causes him or her to lose potential candidates and they will likely tell you \u201cThe vendor wasn\u2019t able to deliver the candidate\u201d or \u201cThey wanted too much money\u201d, etc. In reality, we know that the client took too long to commit to initiating the interview and the candidate had other offers already on the table. Or the manager said, \u201cI want your candidate if you can deliver him\/her at $6.00 less than what you proposed.\u201d Which meant you had to go back and re-negotiate with your candidate who already had an offer at more than what was originally agreed to.<\/p>\n\n\n\n

\n

\u201cThat is more than we pay our people\u201d<\/h3>\n\n\n\n

Often times perfect candidates get rejected because the rate we are offering (that is commensurate with the market), is higher than clients are paying their people currently in those roles. While that is a problem, it is our job to help them see a reality that could impact them in a very significant way. If a client\u2019s pay range is too far out of sync with the market, the client risks losing more people and therefore creating more open positions. If they were to hire our person, it might require them raising some current salaries. Help them understand the underlying risk \u2013 if that \u201cunder market\u201d individual leaves, a replacement will always cost more AND they lose a known and valued member in exchange for one that is unknown and untested.<\/p>\n<\/blockquote>\n\n\n\n

So how can we engage prospects to tell us what might be bothering them? Start with questions that might initiate a deeper conversation such as \u201cWhat percentage of your hires end up not working out?\u201d (i.e. \u201cwhat\u2019s your failure rate\u201d) or, \u201cIf you do not fill an open position for several weeks\/months, what impact does that have on your internal team members?\u201d. How about \u201cWe know that in this era of The Great Resignation people are testing the waters to see what their market value is. How do you know that your company is competitive?\u201d<\/p>\n\n\n\n

Don\u2019t assume your clients know what is causing their problems. Help them realize factors that lead to failure and offer ways to solve these problems.<\/p>\n","protected":false},"excerpt":{"rendered":"

By: Rick Carlson, Sales & Recruiting Management Program Director Too often I hear salespeople ask their prospect the tired and overused question of \u201cWhat keeps you up at night?\u201d. While the reasoning behind […]<\/p>\n","protected":false},"author":3386,"featured_media":8056,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","_company_domain":"","_price":"","_stock":"","_tribe_ticket_header":"","_tribe_default_ticket_provider":"","_tribe_ticket_capacity":"0","_ticket_start_date":"","_ticket_end_date":"","_tribe_ticket_show_description":"","_tribe_ticket_show_not_going":false,"_tribe_ticket_use_global_stock":"","_tribe_ticket_global_stock_level":"","_global_stock_mode":"","_global_stock_cap":"","_tribe_rsvp_for_event":"","_tribe_ticket_going_count":"","_tribe_ticket_not_going_count":"","_tribe_tickets_list":"[]","_tribe_ticket_has_attendee_info_fields":false,"footnotes":""},"categories":[1],"tags":[],"topics":[253],"member-content":[],"class_list":["post-8055","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","topics-sales-business-development"],"acf":[],"_links":{"self":[{"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/posts\/8055","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/users\/3386"}],"replies":[{"embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/comments?post=8055"}],"version-history":[{"count":2,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/posts\/8055\/revisions"}],"predecessor-version":[{"id":20955,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/posts\/8055\/revisions\/20955"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/media\/8056"}],"wp:attachment":[{"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/media?parent=8055"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/categories?post=8055"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/tags?post=8055"},{"taxonomy":"topics","embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/topics?post=8055"},{"taxonomy":"member-content","embeddable":true,"href":"https:\/\/techservealliance.org\/wp-json\/wp\/v2\/member-content?post=8055"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}