Transcript As Co-President of Alliance I have the opportunity to interview prospective candidates, and here’s some of the common challenges they’ve told me about. First I’ve applied to hundreds of jobs and very little feedback. Well that’s not surprising because applicant tracking systems do not value potential just experience What I mean by that is […]
The Great Resignation is Long Over-So What’s Next?
A recent article in the Wall Street Journal (Fewer Americans Are Quitting Their Jobs – WSJ) highlighted a few key changes to the US labor market, namely that some of the job shopping we’ve seen over the past few years has begun to slow. American workers quit their jobs at a much slower rate last […]
Zornick’s 3 C’s Revisited: A Hiring Manager’s Guide to Successful Interviews
In this vlog, I shift the focus from my personal hiring criteria to the broader perspective of what hiring managers generally seek in candidates, drawing from a blog by Alliance President, John Zornick. They highlight the “three C’s” of interviewing: capability, compatibility, and convertibility. Capability centers on the candidate’s skills and experience aligning with the […]
What did I look for as a Hiring Manager?
As the April Conference approaches, I wanted to share my experience as a Hiring Manager. I attended several Alliance Hiring conferences, whether in person or virtually. I wanted to share what traits I sought out when interviewing candidates. For this post, I decided on a different format – Video Blog (vlog). I forgot to mention, […]
Sales Organizations Functions: Sales Roles Explained – Scouts, Hunters, Farmers, and Sentries
In Part 1, we discussed the functions of a sales organization. Click here to read Part 1. In Part 2, let’s discuss the roles. However, before reviewing the details, we need to discuss an important business concept: Segmentation. Segmentation is the process of dividing your market, and therefore business, into smaller elements or groups. The […]
A Tipping Point on Mentorship
A quarter century ago, NY Times bestselling author, Malcom Gladwell released, The Tipping Point: How Little Things Can Make a Big Difference. Gladwell’s central argument is that a social idea or movement’s success ultimately depends on the efforts of few key individuals. This is further expressed in concepts such as the Pareto Principle, i.e., 20% […]
Sales Organization Functions: A Guide for Transitioning Service Members
Part 1. Functions To help educate transitioning service members on the Sales profession or General Management opportunities, I thought it may be prudent to start on the organization itself, namely the functions it performs. Before diving into the functions, let’s start by understanding the concept of “Go-To-Market” (GTM). Simply put, GTM is how a company […]
The Law of Similarity – Tell Your Story
I stood at the front of the room, hands at my sides with my chest pushed out. It was the first presentation training in my new role as a sales account manager. I had rehearsed for days in preparation for this moment. I wanted to impress my new teammates with my knowledge and engagement. However, […]
Interviewing & Story Telling
As I think about the interviewing successes of our candidates over the last two decades, there are many reasons that some people excel at interviewing. For some it has to do with their track record of achievements, for others it may be due to the diversity of experiences they have, and for others it may […]
Prepare to Copy
The idea for this tip came to me recently when I was doing a practice interview with a candidate. She asked a good question I hadn’t had to address in a long time. The question was simply: “Is it okay to take notes during an interview?” My answer was “Yes, but ….” Obviously, the ‘but’ […]