Hiring Sales People for Keeps – and Keeping Headhunters Away

Recruiting QuestionsThis week in the industry buzz: 5 questions to ask when hiring a sales manager; keeping your employees from getting poached by headhunters; how to bring out the best in your people; candidate sourcing trends for 2013; and how Twitter is burning up the Internet.

1. 5 Questions to Ask When Hiring a Sales Manager

SellingPower offers effective questions to ask when interviewing your next potential sales manager, spanning everything from cold calling, to collaborating with the marketing team, to commissions.

“Question 1: Is cold calling dead? Some interviewees may get defensive or think this is a trick question. The answer, of course, is no … But how they cold call – who they call, with what message and offer, at what frequency and cadence – is extremely important.”

2. Don’t Blame the Headhunters – Get Better at Keeping Your Employees

Written from the perspective of a headhunter, this article offers practical advice on why employees leave for better opportunities (sometimes after speaking with a recruiter), and how to keep them happy and productive without them falling prey to the competition.

“When I was giving a talk on the value of in-house headhunting at the 2012 Fall ERE conference in Miami, someone in the audience actually asked me this very question, “Do you think it’s ethical to headhunt from competitors?””

3. Managing Yourself: Bringing Out the Best in Your People

The Harvard Business Review examines the two types of leadership styles that can either crush or nourish productivity and creativity.

“At the other extreme are leaders who, as capable as they are, care less about flaunting their own IQs and more about fostering a culture of intelligence in their organizations. Under the leadership of these “multipliers,” employees don’t just feel smarter, they become smarter.”

4. What to Use When Sourcing This Year

ERE takes a look at some current sourcing trends. Gone are the days of relying just on job boards. Today’s recruiter has an entire arsenal of tools to choose from, including RSS feeds and mobile apps.

“A recruiter who understands which tools to use has an advantage over the competition when it comes to finding truly passive candidates. The secret to sourcing success for passive candidate generation is having a diverse toolbox versus searching only the most obvious venues.”

5. Twitter Ranks Fastest Growing Social Platform in the World

Forbes reports on Twitter’s astonishing growth in the past year, which grew 94% in usage. If you’re not on the microblogging site, this might be the best time to meet and network with some of the world’s best and brightest.

“Google and Facebook each should have acquired Twitter, but they did not. Now, GlobalWebIndex has the Twitter racehorse solidly in the lead. This is no neck-in-neck race.”

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