The High Cost of Treating Jobseeks Like Cattle

A good article from the Wall Street Journal with things that we all know and should do, but don't always have the time to do.
Thanks!
Ev

By Lauren Weber

The-high-cost-of-treating-job-seekers-like-cattle

When the labor market is weak and job-seekers are desperate for work, overwhelmed recruiters sometimes default to treating applicants like cattle – an undifferentiated mass of mostly unqualified individuals firing off resumes wherever they can.

Getty Images/Ikon Images

Treating job-seekers with respect can protect companies from long-term harm, says human resources consultant Gerry Crispin.

But an unhappy job applicant is unlikely to become a happy customer of your company’s goods or services, says Gerry Crispin, co-founder of human-resources consulting firm CareerXroads and one of the forces behind the Talent Board, a group of HR experts that last year created the Candidate Experience Awards — complete with a glitzy Las Vegas awards ceremony–to recognize employers who make extra efforts to communicate with job-seekers. As The Wall Street Journal recently reported, the Talent Board came up with a metric to help companies determine the real dollar value of an angry, alienated applicant. That effect multiplies as applicants Tweet, post to Facebook and otherwise communicate their frustrations with a company to their friends and families, who likewise develop unhappy associations with that brand.
How to avoid paying that price? At a conference for recruiters held in New York last week by Universum, an employer-branding firm , Crispin offered six rules for ensuring that job applicants, whether they’re hired or not, come away with positive impression of your company. After all, who knows? The person who’s rejected today might just be a regular shopper or even the perfect candidate for tomorrow’s job.

1. Know My Value
   “The candidate experience is measurable and it’s our job to measure what that value is,” says Mr. Crispin. That means considering metrics such as retention rates (a new hire is more likely to leave if he or she doesn’t feel like the job or company culture matches what recruiters or hiring managers described) and the sales impact of losing that person as a customer if they walk away from the experience feeling slighted or ignored.
2. Walk in My Shoes
   Recruiters should always test out their company’s application process, says Mr. Crispin, submitting their own resumes – or hiring a mystery shopper to go through the application process from start to finish – to see where roadblocks and frustrations lie. According to a 2011 CareerXroads survey, only 53% of recruiters have sent a resume down the chute to apply for jobs they’re recruiting for and just 7% have attempted to mystery-shop their company’s entire recruiting process.
3. Hear Me Now
   Employers should ask candidates for feedback and listen to the responses. For example, some companies ask job-seekers to fill out a survey at the end of the application process. Crispin noted that one company tells applicants on the career website that they’ll get a response within 20 days. Then, after 20 days have passed, the company emails the applicant to ask if he or she did indeed hear back from a recruiter, even if only to communicate a rejection. That kind of follow-up, says  Crispin, is critical to treating candidates with respect.
4. Speak Clearly
   Make sure your message to job-seekers is simple and clear, and that the method of communication is tailored to the audience. That might mean using social media, mobile applications, career websites, blogs or brochures, depending on whom you’re trying to recruit. CareerXroads found that only 47 of Fortune 500 companies have mobile-enabled career websites. Those that don’t, says Crispin, might be missing the very candidates they’re hoping to attract.
5. Answer Truthfully
   Often job seekers simply want reliable information to guide their searches, so be as transparent as possible. For example, Crispin pointed out, Wells Fargo’s career site offers minimum and midpoint salaries for its job listings. TiVo’s site provides a pie chart showing where the company finds its hires; the chart indicates that employee referrals drive nearly half of hires. Potential applicants know that blindly submitting a resume probably won’t land them a job, so they should find someone in the company to recommend them. The same rule applies in direct communications. When candidates ask questions –be it via Twitter, in a live chat with recruiters, or in an interview – recruiters should be forthcoming and honest when answering such questions as “why did the last person in this job leave?” or “how high is turnover here?”
6. Deliver What you Promise
   If you tell candidates on your website they can fill out the online job application in two minutes, make sure it doesn’t actually take 20 minutes. If you promise a response from a recruiter within a week, make sure it happens. In short, don’t promise candidates what you do not intend to deliver.

Very few companies manage to put all six rules into practice, Crispin says. But “even if you only do one or two of them, you’ll be ahead,” he says.

May 2012 Jokes

Every month on the 30th I publish a post with some punny jokes. Feel free to use them to brighten up your day or someone else's day.
As the header to this blog reads "with a  touch of humor."
Enjoy!
Ev
"A Heck of A Nice Guy"

I'm reading a book about anti-gravity.
I just can't put it down.

                        
I did a theatrical performance about puns.

It was a play on words.

                     
They told me I had type-A blood,
but it was a Type-O.

Why were the Indians here first?
They had reservations.

We re going on a class trip to the Coca-Cola factory.
I hope there's no pop quiz.

I didn't like my beard at first.
Then it grew on me.

Did you hear about the cross-eyed teacher who lost her job because she couldn't control her pupils?

When you get a bladder infection urine trouble.

Broken pencils are pointless.

I tried to catch some fog, but I mist.

                      

Remember Those Who Fell

Thank you to those who have given the ultimate sacrifice so we can be free.
I can't put it any better than that.
442nd Infantry Regiment Wikkipedia History
Thank you to all who served.
Ev

Speech Pace Helps You Recruit or Sell Someone!

Did you understand any of the clip above. My guess is no, or at least very little.

If you replay it over and over you'll eventually get the idea of what to listen for and you can figure it out.

In a selling situation how you say something is more important than what you say on many occasions.
When asking questions or giving answers watch your pace. Too fast and the client has to ask you to repeat the question or answer taking time away from the discovery or closing phase. Sometimes the client will not be sure exactly what you said, and they will not pay attention to the rest of the question or answer because they will be preoccupied wondering if they heard you right the first time. Either case is annoying to them. They might think you are rushing them (remember everyone loves to buy but hates to be sold), are obnoxious, egotistic, or just plain rude.

If you speak too slowly the client might think you are making fun of them, are obnoxious, egotistic, or just plain rude. Plus they'll be saying in their head "hurry up and say what you want to say!"

These situations are bad enough in person, however they become really annoying on the phone!

How do you become aware of your pace without being obvious in these situations? Practice! Practice! Practice! Do role play sessions with other team members, or better yet someone you don't work with often how can give you a more objective opinion of your pace. Call a trusted client who you know is willing to help you and give you good feedback. Ask them candid questions about your speech. The trick here is to demonstrate you took their advice the next time you talk with them as they remember what you asked and will look for it. Deliberately try varying your pace in the course of daily conversations with those around you. Don't be obnoxious about it or tell them why you are speeding up or slowing down your pace, but learn to recognize when you are being too fast or slow so you can correct it immediately.

A nice deliberate pace with your voice implies calmness, confidence, knowledge, trust, authority.
It also leads to more sales.

Thanks!

Ev

A Heck of A Nice Guy

The Highs & Lows of Sales

Once again Sesame Street was preparing me for a sales career.

If you substitute "paper clips" for "sale" in the video above, you'd have another sales lesson.

Sales is a career that will give you great highs, nervous lows, and fun and laughs. The trick is to learn to take it all in stride. Don't get too high with the sales, don't get too low with the rejections. Have fun. Learn along the way, and make money!

Thanks!

Ev

"A Heck of A Nice Guy"

Your Ad May Not Be What It Appears To Be

If you can give your recruiting clients some good advice nuggets like this, you might make more sales!


In this day and age of social media, job boards, and mobile devices, the one-size-fits all job posting doesn't work the way it once was.
While many traditional job boards suffered with the advance of social media, the big aggregator job boards like Indeed.com and SimplyHired.com thrived because they pull jobs from all different job boards to make searching easy for candidates.

Here is the problem:
You ad on the aggregator sites, or any website or mobile device, might not show the important information first. By important I mean the information YOU the recruiter think is important, mainly the candidate's qualifications. Look at the ad below taken from Indeed.com (Please note I've changed the company name):

Desktop Tools Support Specialist
ZZZ International - Milwaukee, WI
See original job posting at ZZZ International »

ZZZ is looking for a Desktop Tools Support Specialist for a 4 months contract for our client located in Milwaukee, WI. Under the direction of the Manager Data Quality, Global SAP Territory Management the Desktop Support Specialist: Supports the automation of business and transactional processes using desktop based business applications. Supports the day-to-day operation, maintenance, troubleshooting and enhancements of such transactional desktop tools which, in turn, support the Global Sales Territory Management business function and up or down stream processes. Analyzes, codes, tests, configures and deploys desktop based applications of varying degrees of complexity leveraging his/her VB, VBA, MS Access and MS Excel developer skills. The applications supported by the Specialist are typically transactional in nature with update capability. Data analysis, requirements gathering, formulation of technical solutions, coding, testing, debugging, documenting and deploying new or revised application functionality utilizing VBA/VB and MS Access. Provide day-to-day technical support to the end-users. Occasionally, the incumbent may prepare and deliver training on new or existing functionality to end users. Working closely with the manager, end users and other team members to coordinate tasks, elicit requirements and/or provide technical support in the usage of the tools deployed and supported by the incumbent. Problem solving, situational auditing, quality assurance of the deliverables and, ability to gather requirements; translate into functional specifications and into technical solutions. Provides technical support (troubleshoot, maintenance, enhancements, etc.) of desktop based transactional applications written in MS Access/VBA-VB rel 6. Gathers and documents business requirements and transforms them into technical specifications. Applies SDLC best practices when solving business problems utilizing desktop multiuser tools. Troubleshoots issues reported by the End Users, peers and/or associates as they relate to the utilization and performance of the desktop applications. Translates functional requirements into sound technical solutions. Codes the scripts, tests and deploys the modules, queries, procedures, macros to meet the needs of the end users. Participates in Analysis and Design sessions with the manager, the end user and/or Territory Management team members. Ensures that the application’s documentation is always current and that it meets the requirements established for this type of solution. Acquires the necessary knowledge as it relates to SAP CRM Sales Territory Management as well as its upstream and/or downstream processes that utilize the territory data. Serves as a point of contact for technical consultation to the end user and/or other team members. Consultation topics: Desktop tools functionality, MS Access, best practices, etc. Investigates and resolves data discrepancies identified during the testing of existing, modified and/or new functionality deployed in the desktop tools. Recommends improvements and/or procedural modifications that may enhance the customer experience as they interact with any of the deployed desktop tools. Attends mandatory training sessions and participates in team meetings as needed. Able to make important and informed decisions. Applies software development skills to solve business challenges. Able to work effectively and collaboratively with colleagues and peers. Team player who will be committed to a timely completion of assigned tasks. Detail oriented, organized and able to keep track of multiple tasks being performed simultaneously. Demonstrate good customer service support skills. Self-starter and demonstrated ability to work productively with limited supervision. Ability to perform effectively and efficiently in a fast paced environment working under strict deadlines. Excellent communication skills: (1) the ability to communicate technical information to non-technical personnel and (2) interview end users to gather information on defects, requirements for new functionality and/or to address end user’s requests for support. Proficiency using Microsoft Office Suite. Talent and Resources, Aligned. www.superiorjobs.com. EOE M/F/D/V SDI International - 1 day ago - save job - block » View or apply to job The ad above never gets to what the real requirements for the job are. It appears that any recent college graduate in IT could apply for this position. Here is the same ad taken from the company website:  Desktop Tools Support Specialist Ref# 263903 Office:

Atlanta, GA - SDI (15002320) Category:  Professional Description: 

ZZZ is looking for a Desktop Tools Support Specialist for a 4 months contract for our client located in Milwaukee, WI.

Under the direction of the Manager Data Quality, Global SAP Territory Management the Desktop Support Specialist:

• Supports the automation of business and transactional processes using desktop based business applications.
• Supports the day-to-day operation, maintenance, troubleshooting and enhancements of such transactional desktop tools which, in turn, support the Global Sales Territory Management business function and up or down stream processes.
• Analyzes, codes, tests, configures and deploys desktop based applications of varying degrees of complexity leveraging his/her VB, VBA, MS Access and MS Excel developer skills. 
• The applications supported by the Specialist are typically transactional in nature with update capability.
• Data analysis, requirements gathering, formulation of technical solutions, coding, testing, debugging, documenting and deploying new or revised application functionality utilizing VBA/VB and MS Access.
• Provide day-to-day technical support to the end-users.
• Occasionally, the incumbent may prepare and deliver training on new or existing functionality to end users.
• Working closely with the manager, end users and other team members to coordinate tasks, elicit requirements and/or provide technical support in the usage of the tools deployed and supported by the incumbent.
• Problem solving, situational auditing, quality assurance of the deliverables and, ability to gather requirements; translate into functional specifications and into technical solutions.
• Provides technical support (troubleshoot, maintenance, enhancements, etc.) of desktop based transactional applications written in MS Access/VBA-VB rel 6.
• Gathers and documents business requirements and transforms them into technical specifications.
• Applies SDLC best practices when solving business problems utilizing desktop multiuser tools.
• Troubleshoots issues reported by the End Users, peers and/or associates as they relate to the utilization and performance of the desktop applications.
• Translates functional requirements into sound technical solutions.
• Codes the scripts, tests and deploys the modules, queries, procedures, macros to meet the needs of the end users.
• Participates in Analysis and Design sessions with the manager, the end user and/or Territory Management team members.
• Ensures that the application’s documentation is always current and that it meets the requirements established for this type of solution.
• Acquires the necessary knowledge as it relates to SAP CRM Sales Territory Management as well as its upstream and/or downstream processes that utilize the territory data.
• Serves as a point of contact for technical consultation to the end user and/or other team members.
• Consultation topics: Desktop tools functionality, MS Access, best practices, etc.
• Investigates and resolves data discrepancies identified during the testing of existing, modified and/or new functionality deployed in the desktop tools.  
• Recommends improvements and/or procedural modifications that may enhance the customer experience as they interact with any of the deployed desktop tools.  
• Attends mandatory training sessions and participates in team meetings as needed.
• Able to make important and informed decisions.
• Applies software development skills to solve business challenges.
• Able to work effectively and collaboratively with colleagues and peers.
• Team player who will be committed to a timely completion of assigned tasks.
• Detail oriented, organized and able to keep track of multiple tasks being performed simultaneously.
• Demonstrate good customer service support skills.
• Self-starter and demonstrated ability to work productively with limited supervision.
• Ability to perform effectively and efficiently in a fast paced environment working under strict deadlines.
• Excellent communication skills: (1) the ability to communicate technical information to non-technical personnel and (2) interview end users to gather information on defects, requirements for new functionality and/or to address end user’s requests for support.
• Proficiency using Microsoft Office Suite.

Talent and Resources, Aligned. www.superiorjobs.com. EOE M/F/D/V  Requirements: 

Required Skills / Qualifications:

• BS degree in Computer Science, MIS or related field.
• Minimum of 4 years experience in development and maintenance of Transactional Business Applications written in MS Access.                                                                                                                      
• Minimum of 4 years experience developing automated solutions utilizing MS Access 2007 or better (MS Access 2002 experience will be considered), VB and/or VBA, MS Excel 2010.
• Minimum of 4 years of experience maintaining, enhancing and/or developing desktop based applications utilizing MS Access and MS Excel.
• Minimum of 4 years experience in VB and/or VBA.
• Minimum of 4 years experience in System Testing and Q/A.
• Minimum of 4 years experience in Windows XP.
• Minimum of 3 years experience with software testing (unit, system, performance and regression) and developing test scenarios, test cases and document test results.
• Minimum of 3 years experience in MS Excel.

Minimum of 2 years experience in the following:

• Systems Analysis & Requirements definition.
• MS Word.                                                                             
• MS Power Point.                                                                    

Preferred Skills / Qualifications:

• SAP CRM experience.
• Knowledge of SAP CRM.

Location:  Milwaukee , WI Minimum Experience (yrs):  Required Education:  Not Specified

EOE/M/F/D/V

It makes a big difference on who might apply for the position when the requirements are listed doesn't it (yes, I know there will still be unqualified people applying)? I wonder how much time has been wasted by the recruiters from the company going though resumes from people who honestly thought they were qualified because they saw the Indeed ad, but not the ad on the company website?

In fairness I am not saying the difference in these two ads is the fault of Indeed or any other websites. What I am suggesting is two things:

1. Make sure the requirements you want the candidates to have are listed first. Hit the candidates right away with what you want them to have. Then what you want them to be able to do. Save some time for yourself and save time for the candidates too.

2. Check how your ads look on the different websites and devices you have from time to time.

Thanks!

Ev
"A Heck of A Nice Guy"

Captain Kirk, Bert & Ernie, Fozzie Bear Star in Everet's May Newsletter

Greetings!

Here is the May edition of my newsletter!

If you are new to my email newsletter, I send this out once per month as a way to stay in touch with clients and prospects I’ve worked with over the years.

It is meant to share some insight and tips on recruiting and HR related sales.

I make it fun by injecting some humor into my posts.

I’m open to your suggestions for topics and advice.  

If you are interested in an article click on the link and it will open for you.

 5 Leadership Lessons from Captain Kirk

http://everetsblog.blogspot.com/2012/04/5-leadership-lessons-from-captain-kirk.html

Kermit and Fozzie Bear: Don’t be too Anxious to Close

http://everetsblog.blogspot.com/2012/04/dont-be-too-anxious-to-close.html

Bert & Ernie: Take responsibility for your recruiting & sales results

http://everetsblog.blogspot.com/2012/04/take-responsibility-look-in-mirror.html

Jokes:

http://everetsblog.blogspot.com/2012/04/april-2012-jokes.html

There are other articles as well so please feel free to search my blog.

  

Thank you for everything!

Have a great May!

Everet Kamikawa

"A Heck of A Nice Guy"

Don't Leave a Voicemail

Ring
Ring
"Hi. You have almost reached Everet. Please leave your name and number after the tone and I will get back to you..." Beep!

"Everet this is (name your favorite salesperson) from Company X. I'm calling because I have a favor to ask. We have a great candidate for your position of _______. This candidate would be a great fit and I think would be a good person to have on your team. Please call me at 799-555-1212.

How many times have you left the message above or something similar and you leave the same message over and over. You may not always realize you are. Even if you change the words on every one of your messages you are probably not changing the tone of your voice or your inflection.

Ever get bored saying the same thing over and over again?
Wonder why a prospect or client doesn't return a call?

Remember that for every recruiter like yourself trying to reach a candidate or company, there are potentially hundreds of you from the same industry trying to contact the same person. What makes you stand out? In today's world there are many ways to reach someone.
If you answered  yes to either of the questions above, here is a simple system to recharge your batteries.

Don't leave a voicemail next time you call that person.

Odds are the person you are calling already knows you or your company and doesn't want to be bothered by what you have to say. IN that case it is easy to delete your voicemail. people might also tag you as some sort of salesperson right away and you never get to the last line of your carefully rehearsed script.
I propose not leaving a voicemail and just try calling the person at a different time of the day.
Get them live and you won't have to worry about being lost in the shuffle or deleted.
It is much harder to reject someone when you have them live as opposed to sending an email, voicemail, or text that can be easily deleted or ignored.

The next time you do a phone blitz calling potential customers, try not leaving a message  and see how much time and energy you save. More importantly how your sales will go up because you are catching people live.
There is more to update on voicemail but that is a future column.

Thanks!

Everet

Sales Solutions Start with You!

Deadlines are approaching and you don't have enough sales.

You're not getting enough new business.

Your orders are less than what they used to be.

Prospects or clients aren't returning calls as fast as they once did.

What has happened?

You're leaving the same voicemail, sending the same thank you notes, and finding leads in the same places you always have. You're  a veteran. To solve these problem you've tried to do things outside of the box. You're open to new ideas and even tried some suggested by your colleagues.

In the end it is the same results. Things are starting to slide a bit.

Maybe even starting to burn out.

Good salespeople try new ideas. Great salespeople review the basics of what they are doing first to make sure  their foundation of skills are still solid before adding levels of experimentation and analysis.

You don't need to be Sherlock Hemlock like in the example above to see that it is obvious Ernie buried Bert.

Are you making the right number of calls to the RIGHT kind of prospects?

Are you asking the RIGHT questions to qualify prospects and drill down to their core reasons for buying?

Are you getting lazy either physically or mentally?

The road to fixing any sales woes starts with the obvious choice...you!

Look at yourself. Take accountability for your actions. The economy sucks but how come other salespeople are making more money and sales than you? Companies are still buying and needing people, why aren't they buying from you? Before looking at factors like the economy or price, look first at the obvious, you, and see what parts of your foundation do you need to repair. What is solid and what is built on sand?

How and where do you prospect?

How do you qualify prospects? What in your mind makes them qualified?

What questions are you asking, are they appropriate for the industry, area, season, etc.?

What other duties during your day have you allowed to become distractions from what you need to do (email is great at this)?

Are you getting enough rest or relaxation time away from sales to refocus your mind?

What additional training seminars and workshops have you been to lately?

What was the last sales book you read?

When was the last time you practices your pitch with a peer for feedback?

When did you last change up your standard email or voicemail message?

What is the first thing you say to a prospect over the phone and have you said it to colleagues to see if you sound too salesy?"

When was the last time you looked at your metrics? How many calls do you make, how many turn into appointments, how many appointments turn into sales. Average sale? What can you do to improve 10% over what those numbers are today?

If you're in a slump or just want to do better, look at your basics first. If the walls of your selling foundation are wrong, they will tell you much like Bert told Ernie where he was. If you don't look at your foundation and fix it, you'll just keep running into the same problems. Much like Ernie burying Bert and then burying Sherlock Hemlock.

Thanks for reading!

Ev

"A Heck of A Nice Guy"

Acknowledge Your Influences: Jim Irwin

                                                                         Packer Call

Badger Calls

"I'm Jim Irwin...and that's a viewpoint."

My parents grew up in the 1920's during the during the "golden age of radio" before TV was the dominant form of entertainment and well before the Internet was conceived. As kids my sisters and brothers and I awoke to the sounds of WTMJ radio as our parents went about getting ready (or us ready) for the day. Sports, news, "Beautiful Music" with Gordon Hinkley or "Sunday Dance Bands" with Jack Baker were commonly played, but the voice most often heard was that of sportscasting legend Jim Irwin.

  

For years when I lived at home as a kid I would make sure I listened to the sports at 7:45am. After that Jim Irwin gave his "viewpoint." It was a three to five minute segment where Jim Irwin would talk about lots of different subjects, but mostly how sports impacted daily life or the societal commentary made or reflected by sports. Sometimes these opinion pieces were funny. Sometimes they were critical. They were always honest and they were always interesting. At the end Jim Irwin would always say "I'm Jim Irwin...and that's a viewpoint." When I heard that I knew it was time to get out the door and go to school. Hearing his viewpoint became a morning tradition for me and mornings weren't quite the same when there was a different announcer doing sports that morning and there was no viewpoint.

Growing up liking sports and loving radio I listened to all the Wisconsin Badger football and basketball, Milwaukee Bucks basketball, Milwaukee Brewers baseball (when Bob Uecker was filming his TV show "Mr. Belvedere" Jim Irwin sometimes filled in), and of course Green Bay Packer football. All of them had Jim Irwin as the play-by-play announcer. He wasn't always the rowdiest, funniest, announcer. What he did have was an intensity to his voice and delivery that made every play seem like it could be the most exciting play of the game. He was a consummate professional and yet had a comforting style that made you enjoy the game, to really "see it" in your minds eye. Appreciate it more if you were one of millions who turned the sound down on TV to listen to Jim Irwin, especially Packers games when he announced with Max McGee. He gave a local flavor and history that was so enjoyable to listen to. It was fun to hear him talk to long time listeners that sent him notes to talk about during the game (he even mentioned my brother and sister-in-law  twice when on two occasions their bakery delivered home made bread to Jim and Max in the broadcast booth).

Radio is one media that is deeply personalized. It connects with us in very personal ways and becomes a part of our lives. Radio is still the best media for local news, traffic, weather, sports, and entertainment. Radio provides the opportunity for the announcer and listener to connect in a personnel way. It might be through playing a song that sparks a great memory, the excitement of a great sports game, and there is still a thrill from hearing the announcer saying your name on the radio.  

I later spent 15 years in radio in one position or another. I never met Jim Irwin, except through the radio, yet I'm convinced he had a positive influence on my decision to get into radio, and why to this day I love the medium. I was very sad when I learned of his death. The sucky thing about getting older is hearing when your influences die. I never met you Mr. Irwin, but I wanted to acknowledge and thank you in some way for the influence and years of entertainment you provided for myself and millions of others. In this digital age where people share and download their music, podcasting has replaced traditional radio stations, and advertisers You were a classy, professional person who brought joy to millions. Looking back on life, not many of us can say we accomplished something better than that.

I hope Mr. Irwin you'll appreciate the spirit in which I borrow your catch phrase to end this column because I think my last statement sums up your life best.

I'm Everet Kamikawa...and that's a viewpoint.

Story from Fox 11