Archive for May, 2019

The One Rule Recruiters Should Follow to Prevent Employee Turnover Before It Starts

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The One Rule Recruiters Should Follow to Prevent Employee Turnover Before It Starts

With a recent Gallup report suggesting turnover in U.S. businesses is a $1 trillion problem, it’s no surprise that companies are increasingly focusing on employee retention. But where many companies get things wrong is in assuming that turnover is a problem that can be solved by intervening after-the-fact.

Instead, recruiters can get ahead of the game by understanding what causes employee turnover and developing interview processes that screen for candidates who are unlikely to stick around for long.

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Posted in: Recruiting & Closing

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Candidates Must Answer Yes to These 10 Questions Before You Ever Make an Offer

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Candidates Must Answer Yes to These 10 Questions Before You Ever Make an Offer

Whether a person will accept a job offer, reject it, or back out later should never come as a surprise. Any surprise factor can be avoided as long as you follow some fundamental recruiting techniques.

The most important: Never make an offer you’re not absolutely sure will be accepted.

Underlying this rule is the need to test every component of an offer to determine if the candidate will accept it before formalizing the offer in writing.

Testing can be as simple as asking the candidate if he/she would accept a fair offer and be able to start by a certain date. Any evasiveness is a clue the offer won’t be accepted.

A more formal approach to testing involves getting “yes” answers to the ten following questions. It’s important to note that getting a “no” is not a bad thing. Converting the “no” into a “yes” is called recruiting.

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Posted in: Current Articles, Performance-based Interview, Quality of Hire, Talent Strategy

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Hiring High Performance Sales Reps

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Hiring High Performance Sales Reps

Hiring great sales people can be tricky.  In this podcast Lou Adler and Bryan Johanson discuss the basis for hiring great sales people every time.  It requires a healthy dose of skepticism, deep fact finding and most of all a true understanding of what what it takes to be successful in your specific sales role.  When these three elements come together, you have a fighting chance to identify, attract and close top sales talent.

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Posted in: Podcasts

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Stop the Revolving Door of Dissatisfaction and Turnover with This Crazy Idea

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Stop the Revolving Door of Dissatisfaction and Turnover with This Crazy Idea

It’s important to remember that when it comes to changing jobs, it’s where you’re going that matters more than where you’ve been. 

In a recent post I contended that you don’t need a high-tech solution to solve a high touch problem like turnover. The problems and solutions are just too obvious.

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Posted in: Passive Candidate Recruiting, Recruiting & Closing

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Here’s a Common-Sense Approach to Predict and Eliminate Turnover

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Here’s a Common-Sense Approach to Predict and Eliminate Turnover

A major tech company just made a big brouhaha over its “uncanny” ability to use AI to predict which employees will voluntarily leave a company within the next 12 months. But in my opinion, there are far easier techniques to stop turnover by simply understanding why people change jobs and accept offers in the first place.

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Posted in: Assessing Soft Skills

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