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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!

 

How Will H1B Visa Changes Impact Your Team and Talent Acquisition?

How Will H1B Visa Changes Impact Your Team and Talent Acquisition?

How Will H1B Visa Changes Impact Your Team and Talent Acquisition?

In our line of business, geopolitics doesn’t usually factor into decisions. We find you the best possible candidate for the role, and ensure that they are a great fit for your company. No more, and no less.

However, given the recent news regarding our friends to the south, and their government’s recent decision to suspend several classes of visa, most notably, the H1B, our work becomes more relevant than ever.

With companies no longer able to access a global talent pool, competition for US talent in the United States is set to increase significantly, and competition for global talent will increasingly take place within Canada, due to Canada remaining open for skilled immigration.

Using high-level boutique recruiters dramatically increases your likelihood of hiring top talent. We know exactly who fits a given role, and we are the most qualified people to advise you on how to attract and keep your talent, as well as ensuring that they continue to perform.

When competition increases, experts become more and more important.

We know the people, and we know how to ensure that you are not getting “B-list” staff.

Staffing is one of the few truly zero-sum propositions out there. If you attract the best, your competitors, well, won’t. Your business wins, and your competitors won’t be competitors for very long.

We know both Canadian and US markets and talent, which means that we are extremely well positioned to deliver in both markets. If your company is based in the US, and has Canadian operations, we can ensure that you have a top American team as well as an excellent international team.

The USA restricting access to foreign workers doesn’t need to mean that your team will take a hit, but if you don’t consult with the experts, it likely will.

See our partner, The Rostie Group’s, response here. They’re your go to for all office space and corporate headquarters needs in Toronto.

For more information about making  Rostie & Associates your go-to recruiting agency, feel free to visit our website www.rostie.com or call toll-free 1-800-647-0780.

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!

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Using an External Recruiter for your next Hire

No matter how great the job, finding top-tier talent to fill your vacant position can be difficult; proving to be exhausting mentally, emotionally, and financially.

While companies regularly feel that they are better off conducting these searches on their own, utilizing an external recruiter can help you navigate a lot of these challenges and save your Human Resources team, or hiring manager, a huge headache.

External Recruiters can save your Human Resources department a lot of time, allowing them to focus on their other duties. HR departments can often get overrun with resumes, leaving them combing through applications for hours on end.

Using an External Recruiter ensures that the resumes your HR department does see are those of first-class candidates. Having Recruiters conduct these searches and preliminary interviews helps you focus on the finer details.

Additionally, external Recruiters have their fingers on the pulse of the industry and marketplace… I mean, it’s their job. They have a multitude of contacts to work from and have an ever-growing knowledge of hiring trends in the industry. They know which companies are hiring, downsizing, or holding tight, they also know where the top talent is on the market.

Partnering with a recruiting firm will provide your company access to this information and expertise.

Often, there’s an attractive candidate you have in mind but can’t necessarily contact, and nobody likes a poacher. Utilizing an External Recruiter allows you to connect with individuals that you would otherwise not be able to due to contractual constraints or industry standards.

Whatever your challenge may be, Rostie & Associates can help you overcome it. With nearly 30 years of experience, Rostie & Associates are the perfect partners for your next opening.

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!

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Perspectives from a new recruiter in the industry

Earlier this month I began working with Rostie & Associates as a new recruiter on their team. As someone who has very recently been caught up in the rat race that is looking for a job, it’s been a nice change of pace being on the other side. Having experienced both sides of the job search market, I thought I would share some things I’ve learned along the way.

Whether you’re looking for a job or are looking for a candidate, communication is key. The way we prepare for, approach, and conduct conversations has a great impact on the type of relationships we build. I’ve found that authenticity and transparency go a long way and have helped me to really connect with the people I’ve contacted. I approach my calls in an open and honest way, looking to make a connection and build a relationship, rather than make a sale. Taking this approach, I’ve found people to be much more receptive and welcoming to my calls. Similarly, it’s important to be confident in who you are what you’re offering in a way that doesn’t come across as arrogant or irritating.

You want to feel comfortable with yourself and what you have to offer while also respecting the person on the other end of the phone, and their current situation.

Another thing I’ve noticed is that in an increasingly digital and connected world it’s never been more important to pick up the phone and actually build a relationship. With social media platforms, like LinkedIn, it’s easy to connect with someone and chat online without ever meeting face to face, or even speaking over the phone. I think we sometimes find ourselves perceiving these online relationships to be stronger than they truly are and have a false sense of security if you may. Taking the time or initiative to pick up the phone, even for just a brief conversation, really goes a long way in fostering your business relationships.

At the end of the day, when it comes to recruiting you’re not just selling a job, you’re selling the candidate on yourself and how you can provide for them. If you want a candidate to take a chance and take a job, then you have to make them comfortable and find a way for them to trust you. That is why I find being honest, transparent and open to be the best approach.