In this competitive economy, just being able to do your job is no longer enough.
We’ve all been there. There’s mail piled up on the corner of your desk. You have 37 unread e-mails. The phone is ringing (not that phone – the other phone). And you’ll be lucky if you can get through three of the fifteen items on your to-do list.
The rapidly changing technological landscape is causing “digital disruption” and has changed the habits of buyers – compelling companies to adapt and shift the way we all do business.
Want to hear a scary story? Here goes…
You need to send an email campaign to a specific target market. So you decide to work with a business list company with a sizable database of contacts you want to reach. That company claims to stringently follow the rules of CASL. You believe them. And therefore you have them send out your emails.
Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales talent is the toughest of all. Why? Sales people are trained in the art of persuasion. They know how to provide the desired responses to the questions. Even more daunting is when you are interviewing sales people that worked for a competitor. These sales people know the language and industry buzz words making it even more challenging to screen them. Fret not! It is possible to successfully screen sales talent, but there is work to be done before you even look at a résumé.
How much do you value your time? Maybe you’ve never seriously considered the implications of that question. To lead effectively, however, you have no choice but to address time-wasters and why they matter. You’re important to your organization; otherwise, you wouldn’t hold the position you do. Therefore, your time must also matter a great deal. Don’t assume your value is equivalent to your salary; the amount of money you earn is likely to be a lot less than the true worth you bring to the table. That’s one reason your leaders value you.
To do the best job possible, value your time both realistically and highly. Depending on your leadership position, your value to the organization may be thousands of dollars per hour. Once you’ve pinned down the value of your time, use these tips as you move forward:
Years ago, I interviewed for a Vice President of Sales position with a mid-sized services firm. Everything was going well with my interview with the CEO of the company and then the question came. It is the favorite question of CEOs everywhere. Yet, it is also the most ridiculous question to ask a Vice President of Sales candidate in an interview.
“So, how much revenue can you drive for us this year?”
I thought it was a joke, but he wasn’t joking. Maybe it was a trick question, it wasn’t. So, I said, “Before I answer, may I ask you a few questions?” He acquiesced…
How many sales people can I hire?
What is the marketing budget?
What is the travel budget?
What is the budget for cost of sales?