Blog

2017 Sales Teams: the New Normal

SDR, LDR and BDR… what is the difference?

Sales, Lead and Business Development reps in a SaaS sales context…. are these just different words for the same role?

Times have changed and so has sales. As a business leader in today’s competitive landscape, your team can’t afford to fall behind. So what’s going to really set your organization apart? Your modern sales team, of course. But what does it look like?  From my experience as a recruiter who builds technology sales teams of every level, I can tell you that the single most important thing you can do to improve your sales and lead generation results is to specialize your sales roles into the following:

2017 Job Forecast: Half of US Employers to Hire Temp Workers

A recent report from Staffing Industry Advisors SIA shows that the demand for temporary labor will remain strong this year as employers strive to have more flexibility in their staff levels. For their 2017 job forecast, CareerBuilder surveyed 2,392 hiring managers and human resource professionals at the end of 2016. The results found 51% of employers plan to hire temporary or contract workers in 2017, up from 47% in last year’s survey.

Make 2017 Your BADA$$ Year

A close friend of mine has been having trouble in her current job.  She had been trolling all the job boards every day in hopes of finding her “dream” role, with little luck. The ensuing daily disappointment of her fruitless search along with the uncertainty of what she should be looking for, had her feeling frustrated and aimless. As her friend who also happens to be a recruiter, I have given her many suggestions, but with no success.

FOLLOW the LEADER

Let's rewind back to the time in your life when your biggest personal challenge was learning to ride a bike. When you decided to take the training wheels off did you look to another kid who still rode with training wheels? No, of course not! You aspired to be like the neighborhood kids who rode a two-wheeler and made it look easy.

The same goes for launching your career. You have the choice to:

I Wish You Extra Seconds

Winter Solstice is the shortest day of the year.  As depressing as it sounds, this December day also marks the "turning of the Sun" and the days slowly get longer. With each passing 24 hours there will be a few extra seconds of daylight. For those of us who are solar powered this is an important date to reach.

How to Turn Down A Job Applicant -The Right Way

Do you turn down job applicants professionally and appropriately during your recruitment process?... In today's Information and Technology Age staying in contact with your job applicants is easier and more important than ever. Yet it seems as if few employers do this. Here are some steps the website the balance recommends:

All About That Base

Why do sales people get so fixated on base salaries? This is a question I have continuously asked myself since I started recruiting salespeople for tech companies, but is something I have come across a lot lately. I get it, you want to be guaranteed money upfront. You are worth “x” at your current company so you think it only makes sense to make a move unless you get a nice big bump up on your base salary. Right? Not exactly…

All Lies Matter

If I had the proverbial dollar for every time a candidate’s defense to my question about a, let’s call it “mistruth”, on their resume was “Because a recruiter told me to” I could by a pair of Louboutins.  And who are these recruiters?  Coaching candidates to omit, embellish, or outright fabricate on a resume is a fireable offense in my office.

My team and I review close to 500 resumes weekly and with a survey from CareerBuilder of more than 2,500 hiring managers finding that 56% have caught job candidates lying on their resume, we’re potentially reading more fiction than I did in my Freshman Intro to American Lit class. While I’ve spent my career in Executive Recruiting learning much about human behavior while guiding people through the major stress of job change, this pervasive attitude that it’s ok to be less than truthful on a resume still leaves me shaking my head.

What’s in a Fee? Me!

What is included in your fee?” …

This is a question I have been running up against lately from prospective clients. 

 …“I don’t know your company. Why should I work with you over the other million recruiting agencies out there?” 

Well, quite honestly it’s a matter of preference, I answer.  All recruitment agencies can find you talent, some get lucky at times, and we may even all fish in the same candidate pond. So what does make my fee different from the others?

What’s ‘Company Culture’ Got to Do With it?

If someone were to ask me what’s so great about Hobson Associates, I’d probably say:

1. I had a chance to get and earn an equity position.
2. The office technology and environment are world class.
3.  My boss Lisa is super supportive.
4. The training is second to none, etc., etc., etc.

Wanna know the REAL reason?! ...