This week: the secrets to becoming a strategic talent leader; how traditional sales processes are disappearing – and how you can reach more customers; why your boring job ads are costing you candidates; 6 key disciplines for successful sales pros; and how Twitter is changing the interview process, one tweet at a time.
Successfully recruiting top talent is more challenging than ever. ERE takes a look at how today’s recruiting professionals can juggle the demands of staffing, while becoming more strategic.
“Your job is to keep the sourcing, screening, and interviewing pieces humming quietly — honed to be highly efficient. The hiring manager should see only the output of these pieces — a qualified candidate who is eager for the position.”
In the ever-connected age of technology and social media, the sales process continues to evolve. B2B buyers, especially, have more channels than ever to research potential vendors before ever connecting with a salesperson.
“What are buyers doing if they’re not talking to sales? They are surfing corporate websites to identify and qualify vendors, instead of the sales force qualifying them. They are engaging peers in social media to learn more about their needs, potential solutions and providers. And they are reading, listening to and watching free digital content that is available to them at the click of a mouse. No longer is the sales force the sole source or gatekeeper of information.”
Often, a job ad is the first time a candidate learns about your open position. It’s also the first opportunity for you to lose great candidates—without them ever hitting your applicant pool. HBR looks at how you can attract more talent, starting with enticing job postings. (Hint: your standard-issue HR job description won’t pass marketing muster.)
“If we want to hire sharp people in our organizations, we need to market to them. We can’t assume they’ll happily crawl over whatever piles of broken glass we put in front of them (online honesty tests, writing tests, three-week Radio Silence zones, terse auto-responders, and the like) in order to work for us. We have to be willing to woo as well as vet them. And we have to put a human voice into our horribly bureaucratic, robotic job listings.”
How are today’s connected sales professional reaching more prospects? It starts with a better understanding of customer service and marketing.
“Selling has always required dexterity, and successful sales professionals have always practiced this, but today’s sales environment demands that a sales professional also develop and practice disciplines more closely aligned with traditional marketing and customer service practices in addition to becoming an educator in the sales process. Today’s sales superstars attract, teach, convert, serve and measure while developing an individual brand that stands for trust and expertise.”
Are traditional job interviews dead? Some marketing firms seem to think so. USA Today covers the curious trend of Twitter-based interviews, where the content of the candidate’s tweet has the power to land a job.
“Several tech-forward marketing companies are going where few have gone before: they’re ditching the résumé and the conventional job interview process for tweets. A simple tweet or two — sometimes called Twitterviews — can lead to a job. In a nation where unemployment stands at 7.9%, how you tweet can now determine how employable you are.”