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Sales: The Critical Piece

Sales - The Critical Piece To Your Successful Future

 

Sales: The Critical Piece To Your Organization’s Successful Future

What drives your business?

Technology, finance, marketing?

These are all good things, but what it actually comes down to is sales.

I’m not saying that your other departments aren’t important, they are. They all contribute to the business, but sales is critical to the immediate and future lifeline of an organization.

Sales revenue is what allows you to succeed as an organization. You can have the best technology, the best services, and the coolest marketing campaigns, but if no one buys your product, you don’t have a business.

Sales in the door is what allows you to invest in advancing your services, providing marketing dollars, and keeping the wolves away.

Aside from new revenue, a customer’s first call (if they have an issue) is often to their sales rep, and I can’t think of a more important time than now to keep your current customers happy. A happy customer is a repeat customer and it’s often down to your sales rep to prevent them from going to the competition.

On that note, whether you like it or not, a lot of customers buy your products because they like the sales rep. If the rep is gone, the client will often follow.

When times are tough (hello Covid!) companies start cutting back and putting hires on hold.

It makes sense in these uncertain times to save as much revenue as possible for a rainy day (and it’s been pouring for months now). But, the one department that can help get you through this is sales; and the job postings I’ve been seeing certainly reflect this belief.

While a good number of companies have cut at least a portion of their sales staff, there are companies looking to expand their teams, which is great news for those sales reps that have been laid off.

As opposed to thinking of cutting back your sales team or putting all sales hires on hold, perhaps now is the time to be bold and look to the future.

While this may not be the year to expect record figures, if you’re fortunate enough to have the type of products or services that companies simply cannot do without, maybe now is the time to go for it and position yourself ahead of the competition when things go back to “normal”.

Here’s a great article from Harvard Business Review that explains how to re-focus your sales teams efforts now and when things go back to “normal”.

To be fair, there are some industries that simply may not survive no matter how many sales people they retain or hire. Fortunately, that’s not the case for all industries.

So, if you’re a company who are feeling the pressure to cut costs and hold off on hiring, really take the time to consider the impact a smaller sales team will have on your bottom line both now and in the future.

Sales are the critical piece to your successful future.

But how do you know you’re hiring the right person?  After all, every dollar spent is now more critical than ever. The answer is simple – contact a professional to help bring in the perfect candidate.

Rostie & Associates are those professionals.

At Rostie & Associates we invest time in understanding your organizations’ functions, your strategies for business success, your cultural environment, how to sell your organization to the candidate market, and associated success stories that differentiate your value proposition from competitors in the marketplace.

We provide a professional recruitment solution to a wide range of organizations in the United States, Canada and Internationally. Our clients range from the largest and most established firms to entrepreneurs on the cutting edge of technology.

Simply put, we’re dedicated to creating a perfect match between organizations and candidates.

Check out some of our hottest jobs!

If you’re an organization who is planning for a successful future by adding to your sales team, contact Rostie & Associates today.

We look forward to providing you the best sales representatives on the market!

 

Hiring: The Landscape Has Changed, But the Song Remains the Same

Well it’s officially official—the world has turned upside down.

What was white a month ago is now black, square, round, inside, outside, well, you get my drift.  This is (for the foreseeable future) the new normal.

In terms of Recruitment/Hiring/ Interviewing, one is left to wonder about the vast impact on this whole process.

Let’s look at the “interview process”.

“The interview process is also changing, going from in-person to video platforms like Zoom. Face-to-face interviews don’t exist anymore, and everybody’s fine with video interviews,” says Arran Stewart, co founder and chief visionary officer for the automated job-matching site Job.com.

So you’ve ACED your Video interview! Congrats!

As much as our work habits have changed, the employer must also adapt the terms of employment offered to new employees. In addition to standard salary and benefits, they should consider adding additional provisions relevant to our current situation.

Offer a paid subscription to a new wellness app, or complimentary meal/grocery delivery services; these offerings not only make a person feel valued; they are a constant reminder that they are part of a team and a company that cares for them.

This is critical at this time as they don’t have the luxury of natural team-building that comes when people come into the office daily. These little gems when they first join the team let new employees know they are valued and appreciated and improve employee attraction and retention metrics.

You must also keep the social aspect of work alive by arranging things like virtual lunches or happy hour, where food is on the company (it’s difficult to coordinate timely delivery so allow employees to claim back on expenses). This builds a break into the workday and gives people a chance to decompress, socialize and break the monotony and isolation inherent to working at home.

You should insist that your workers take part in this to make sure they feel included and most of all, keep a routine.

Although the landscape of the interview process has vastly changed, and the added benefits that employers should consider when acquiring a new client now differ, the fact remains, hiring new top talent is going no where.

For more information about the services offered at Rostie & Associates, feel free to visit our website www.rostie.com or call us toll-free 1-800-647-0780.

We look forward to finding your your next hire!

The Skype Interview

So, you submitted your resume, got past HR, and you’re moving on to the next steps in the interview process.

Now you can’t wait to meet the hiring manager, and you will, but not necessarily in person.

With remote work and de-centralization, it’s quite possible that you and the hiring manager don’t live in the same city – or even in the same country.

Skype/Video calls save a tremendous amount of time and money, but they do have their drawbacks.

Here’s some things to keep in mind…

Double-check your connection – make sure there are no technical issues on your end.

If you don’t have a home office, find a quiet corner where you won’t be disturbed and household noises won’t filter through.

Be conscious of your body language – you don’t want to appear too comfortable or laid back.

Dress for success still applies… no matter how tempting it is do not dress formally on the top half and casual on the bottom – just don’t do it!

Have everything you need ready at hand – pen, paper, your resume, list of questions for the hiring manager.

If you want water or coffee then use a proper mug or glass – no Disney themes, please.

Look them in the eye!

This is crucial to video interview success.

I’ve conducted a number of video interviews and it’s very disconcerting when someone doesn’t look you in the eye when you’re speaking with them. Even worse, you don’t feel like you’ve connected. A lot of people tend to look at the other person’s image on the screen but you need to look into the camera – not stare of course, you don’t want to freak them out(!), just natural eye contact.

Most of all, treat a video call as what it is, a formal interview, and act accordingly.

Best of Luck!

from the March edition of The Scoop
By: Pamela Inglis

#RostieTalks – Michael Koenig, Partner at Davis Martindale

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This week on #RostieTalks we feature Michael Koenig, Partner at Davis Martindale, with questions beings presented by Hannah Tough, Rostie Group’s Marketing & Communications Co-ordinator. They talk about Davis Martindale’s operations and why they are more than just your average accounting firm! 

Watch this video and tweet @rostiegroup!

Thank you for coming out and answering a few questions Mr. Koenig!