Implementing People Analytics
Michael Cavaretta, Lead Data Scientist (before data science was cool) at Ford Motor Co. crafted a striking article on the fundamentals of analytics. With over 15 years experience, Michael points out the most critical question that is too often overlooked, “so what?”
Many analytics presentations crash and burn because no one answered the question, “so what?”
We often talk about the power of people analytics and the potential it holds for business large and small. Michael even makes note in his piece, “Anytime you look at business metrics there is an opportunity to use analytics. A hot area right now is the application of big data and analytics to HR processes.”
It’s clear that human resources and hiring are itching for a revolution – but without defined strategy, many firms will fail. Continue reading
Sales is Changing
This is the data we have on the most common sales career path. People from all backgrounds and various education levels are welcome in the sales industry and we can learn a lot from the salespeople from generations before us.
How far they have progressed in their career is a usually a combination of ambition + personal drive + mentorship + a great job fit.
As the number of sales jobs diversify, more and more people will work in sales at some point in their careers. This is an overview of the most common sales career path.
Traditional Sales Career Path
Most career professionals within the industry began in a Sales Development Rep or Business Development Rep Role and worked their way up the ladder. Continue reading
What’s a sales personality assessment? And how does it help you hire better salespeople?
In the third episode of Ideal.com’s video series The Science of Sales Hiring, I explain how a sales personality assessment helps you identify salespeople who are more likely to succeed in your sales role – and produce 20.7% higher sales revenue on average.
The personality traits to look for when hiring salespeople
The most commonly researched personality traits for salespeople are the OCEAN traits (aka The Big Five):
Openness to Experience (how creative you are)
Conscientiousness (how hardworking you are)
Extraversion (how social you are)
Agreeableness (how nice you are)
Neuroticism (how negative you are)
Out of the five OCEAN traits, the ones that have the highest correlations with sales performance are: Conscientiousness and Extraversion. Continue reading
This is The Salesperson’s Guide to Sales Job Hunting Part 2: The Decision Stage
, part two of a two-part series. Read Part 1: Prep & Target here.
Step 1. Interview Prep
Sales job hunting is an art and a science. Once the interview requests start coming in, cross-reference your Skills, Pains, ROI, Budget and Geo/Industry with the position in question one more time. Create a final list of key questions you’re looking to answer in the interview. Note: Some of these should not be asked outright, only reflected upon using the information you’ve been given.
Skills: How translatable are my skills? Continue reading
Sales Team Spotlight
At Ideal I get the benefit of working very closely with the CDW sales team. Here is a video overview of the culture, perks and sales jobs at CDW.
Key facts about CDW
CDW is a leading provider of technology products and services for business, government and education
Their hiring philosophy is “in order to deliver the right technology, right away, you have to start with the right people”
Consistently ranked by Fortune magazine as one of the “100 Best Companies to Work For”
Ranked No. 31 on Forbes’ list of America’s Largest Private Companies
CDW was founded in 1984 and employs more than 6,700 people
Open roles at CDW
Establishes, develops and manages a book of business
Researches sources for developing and qualifying prospective customers
Coordinates sales effort with internal and external technical specialists, purchasing, and other internal departments
Demonstrate ability to close sales and overcome clients objections
Develop and maintain exceptional consultative relationships with existing clients
Interested? Continue reading
This is The Salesperson’s Guide to Sales Job Hunting Part 1: Prep & Target, part one of a two-part series. Keep on eye out for Part Two: The Decision Stage!
So you’re a sales professional. You graduated from college, went tumbling into the job market and landed in a pretty decent entry-level sales role with a B2B software company. Or maybe it was financial services? Insurance? Pharma? Whatever you’re selling, you’ve learned the fundamentals of the profession and are happy to be a part of it!
Over the last 1-5 years, you’ve learned the ropes, earned your stripes and have decided it’s time to start looking for your first big move into a great, new opportunity. Continue reading
So you’ve landed a sales job interview, nice! Feeling nervous? Good. Career counselors say that a manageable level of nerves can actually improve interview performance. Stress “quickens our mind, sharpens our conversation and pumps more adrenaline into our system,” says Arlene Hirsch, a Chicago career advisor.
Let’s make sure you’re interview ready
Have you brushed up on your behavioural interview answers? Picked out your power suit? Set three alarms? Great. There’s only one thing left. Whether your interview is in an hour or a week, make sure you make the time for these three motivational videos. A combination of social science, inspiration and a classic badass Alec Baldwin monologue, these 3 speeches will have you ready to close one of your most important sales: a new job! Continue reading
An Introduction to HR Technology
You’ve read it in the headlines. You’ve heard it at the watercooler. #HRtech seems to be the next big thing on your twitter feed. But what does it actually mean?
You can find a detailed definition of the emerging term here, along with examples and industry jargon – but if you’ve only got 5 minutes, here’s what you need to know.
15 Second Definition of HR Technology:
Technology used to attract, hire, and retain talent.
Origin of HR Technology:
The term itself has evolved over time, loosely from the days of Paper-based Systems > PC Systems > Electronic Databases > to today’s Web-based Technology
#HRtech, People Analytics, HR Predictive Analytics, HR Big Data
HR Technology Names to Know:
Chris Russell (@Chris Russell
), RecTech Media,
Chris is considered the ‘mad scientist of online recruiting’. Continue reading
So you have a great mix of experience, talent and personality that is essential in any career in selling. Now it’s time to land that perfect job and start earning the big bucks. These are the top 5 sales careers hiring in 2016.
Good news—most sales careers have the potential to be amongst the highest paying professions in North America. According to a survey from The Bridge Group (2015), the average base salary of a B2B inside sales rep is $60,000 with an average on-target earnings of $118,000. This is extremely high. A salary of $118,000 makes sales more than twice the average salary for all other professions. Continue reading