Tag Archives: management

Why You Can’t Find A Great Person To Hire

One of my favorite Shakespeare quotes is from Julius Caesar and is spoken by Cassius. He’s trying to get Brutus to stop Caesar and reminds him that “The fault, dear Brutus, is not in our stars, but in ourselves, that we are underlings”. In other words, we control our own destinies, not fate.

 

Employment Exhibition

(Photo credit: Modern_Language_Center)

 

I thought of that this morning as I saw some research on recruiting from the folks at Bullhorn. It’s an annual survey of recruiting professionals and in it they asked about what those folks perceived to be the biggest challenge they would face this year.  As MediaPost reported:

 

Recruiting professionals listed their biggest challenge for 2013 as a lack of skilled candidates (33%). Additionally, in a separate question, 76.1% of respondents claimed to have a shortage of skilled candidates in their respective recruiting sectors.

 

What does this have to do with the Shakespeare quote?  We’re in the midst of a nasty employment cycle.  You’ll notice I said “employment” cycle, not economic.  The stock market is back to where it was in 2000 and  corporate earnings have doubled since then.  Even so, employment is soft.  Part of that has to do with how technology has made many processes way more efficient.  I think it’s had another effect which has to do with why qualified job candidates are so hard to find.

 

Many managers have come to think of employees as disposable.  They’re lucky to have jobs and if they’re not happy there are lots of people available.   Due to this, there’s less of an emphasis on training and development   The tech factor is at work here as well – think about how many people can’t write properly because the machine checks spelling and grammar (but not meaning or homophones or homonyms).   We don’t train so people are less skilled.  Because they’re less skilled, the recruiters have a small pool from which to draw.  The fault, dear hiring employer, is in ourselves.  You agree?

 

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The Saying Vs. Doing Conundrum

Foodie Friday! Today I want to build on something discovered by the folks at The Hartman Group.

English: A common variety of gorp (trail mix) ...

(Photo credit: Wikipedia)

They have a site called HartmanSalt (which is not a site about ways to increase your blood pressure). They conduct regular surveys about food and food consumption.  I was checking out something on snacking which triggered a business thought.

As the results show, Americans love to snack.  We consume 2.3 snacks per day on average.  This tends to happen later in the day and generally at home.  What triggered the business thought were the next two data points.  57% of the respondents in the survey said it is important or very important  for the food and/or beverages to be healthy.  However the two most often mentioned snack foods are chips and soda. What we say doesn’t always align with what we do and that’s an important thing to remember in business.

That dichotomy is one of the things we find in focus groups – the things in which people express interest are not necessarily the things they’ll buy. Having done a few of them as a part of designing and building web sites, how users tell you they’ll use something and what they actually do as you observe them can be very different.   It’s a point we see in management all the time.  How managers say they behave and how they actually do are often out of sync.  No manager, for example, will tell you that they mistreat employees and they say that they always are there for their staffs.  Ask the folks on the other end if that’s true.

I’ve had friends who couldn’t understand why they were fat.  They said they ate carefully and watched their portions.  When they started keeping a food log (and there are some great apps for that!) they found out that what they said vs. what they did was showing up in their larger pant size.  It’s something all of us in business need to think about – are we listening to what people say or are we verifying it against what they really do?  How are we handling the conundrum the difference between the two?  That solution is often the key to success.

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A Sales Lesson From Hunter And Garcia

Every once in a while I like to make business points based on something I pull out of music. As you might be able to tell from a few of my previous posts, often those lessons come from the music of The Grateful Dead. Today is no exception.

Robert Hunter

The song “High Times” was written by Robert Hunter and Jerry Garcia and was in and out of their concert rotation beginning in 1969. It has nothing to do with drugs despite the title but as you’ll see it has quite a lot to do with sales.  This is the first verse:

You told me goodbye
How was I to know
You didn’t mean goodbye
You meant please don’t let me go

While the song is about loss and is a plea for a significant other to come back, there’s also a message for anyone who is selling something.  That message is about listening for the meaning behind the words.  In this case “goodbye” meant “hold me tighter, convince me to stay.”   How often do we hear “no” and not understand, as marketers or salespeople  that “no” means “not yet”?  It’s not an invitation to walk away.  “Too expensive” doesn’t mean cut your price.  I take it to mean “show me more value.”

The ability to listen and to read the meaning behind the actual words is a critical skill we probably don’t teach or practice often enough.  Someone who asks a slew of questions is demonstrating a keen interest to buy.  We need to probe to find out what is keeping them from satisfying that need.  We need to hear meaning and not just what was said.

“How was I to know” is a pretty easy question to answer but getting the meaning isn’t in many cases.  Does that make sense?

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