Ann Clifford's Blog (21)

Salaries: Which jobs will have the biggest 2012 increases?

Employers had the advantage during the recession. Yet, gone are the days of hiring overqualified candidates at discounted salaries. Job opportunities are on the rise. The best workers have choices and we are currently seeing candidates receive multiple offers at competitive salaries. According to CareerBuilder’s 2012 US Job Forecast, here are the top 4 functional areas that will see the…

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Added by Ann Clifford on April 16, 2012 at 10:45pm — No Comments

Compensation: Is it a Taboo Subject?

Discussion about money is often taboo, yet those who are uncomfortable talking about money upfront (both employer and employee) are starting their relationship off on the wrong foot.  The employer/employee relationship should not be a “guessing” game.  Good relationships are based on frank, honest communication.  And, the employer sets the stage first by being upfront about the salary range being offered.
 
Hiring managers are often afraid to show their cards first. …
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Added by Ann Clifford on April 6, 2012 at 3:36pm — No Comments

Employee Coaching: 4 Commitments

Employee coaching is on the rise, according to a recent study by Bersin & Associates. Business results (defined as a combination of market share, costs and financial performance) were 21 percent higher for companies whose executive leadership embraced coaching and actively coached others. When businesses reported “excellent cultural support for coaching”, employee results (a combination of employee productivity, engagement and customer satisfaction) were 39 percent stronger.

The…

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Added by Ann Clifford on April 6, 2012 at 3:14pm — No Comments

Positive Side of Turnover

As difficult as it is, turnover is not always bad.  It can be an opportunity to revise an outdated position or to hire someone new with fresh ideas.  To decrease the panic and pain associated with the resignation of a key employee, follow these advance planning tips.

  • Transfer the knowledge.
  • Cross-train employees.
  • Document important procedures.
  • Hire a support person to learn key aspects of the role.

Turnover happens.  The key is to be…

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Added by Ann Clifford on January 25, 2012 at 3:37pm — No Comments

Turnover: 4 Ways to Keep Key Employees

“If you’re not concerned that the toughest employees to replace are the most likely to bail on you; you should be.”  ~ Rieva Lesonsky, CEO of GrowBizMedia

In recent months, I have had several speaking engagements on the subject of turnover with hundreds of business owners in…

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Added by Ann Clifford on January 4, 2012 at 2:00pm — No Comments

Turnover: Musical Chairs Begin!

The game of “musical chairs” has begun as employees begin to jump ship for better employment opportunities.  The aftermath of a recession is employee disengagement.  Unfortunately, your key players won’t tell you they are dissatisfied until they are walking out the door.  As well-performing companies start to cherry pick top talent, it begins a chain of employee turnover events that will affect many companies.

72% of employers restructured or laid off employees since the recession…

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Added by Ann Clifford on December 7, 2011 at 1:31pm — 1 Comment

Employees Jump Ship!

Expect 2011 to be the year of musical chairs as employees begin to jump ship for better employment opportunities.  The aftermath of a recession is employee disengagement.  Unfortunately, your key players won't tell you they are dissatisfied until they are walking out the door.  As well-performing companies start to cherry pick top talent, it begins a chain of employee turnover events that will affect many companies.

 

72% of employers restructured or laid off employees since…

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Added by Ann Clifford on April 7, 2011 at 3:53pm — No Comments

Are you a Proactive Hiring Manager?

Proactive recruiting involves knowing what jobs are most valuable to your bottom line and having a plan to fill vacancies or newly created roles.  Companies that wait until someone quits or until a new project is on the table, run the risk of hiring unqualified employees in order to fill the seat immediately.  Turn your reactive hiring methods into a proactive strategy by following these three steps:

 

1. Plan for the next open position: Anticipate future needs and define…

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Added by Ann Clifford on April 7, 2011 at 3:50pm — No Comments

Just-In-Time Recruiting: 3 Advantages

Just-In-Time (JIT) recruiting is a hiring strategy that pulls candidates through a pipeline process that matches pre-qualified talent with immediate hiring needs. Difficult to fill positions, high-turnover roles, or rapid growth hiring initiatives are prime opportunities for developing an on-demand candidate pool. Building and maintaining a candidate database on a year-round basis offers the following three advantages:

1. Speeds up the hiring process.

2. Increases the quality of…

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Added by Ann Clifford on April 7, 2011 at 3:48pm — No Comments

3 Legs to Sales Success

Have you ever heard the following?



My sales reps can’t sell. They don’t prospect for new business. They can’t close. They don’t seem motivated to earn more money.



When I hear these comments from business owners, I ask 3 simple questions.



1) Do you have the right sales people?

2) Do you provide the right sales training?

3) Do you have the right sales management?



It takes all three…

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Added by Ann Clifford on May 10, 2010 at 3:04pm — No Comments

Technology Sales Talent – 4 Step Hiring

Jack Welch says, “. . . hiring people is brutally hard. New managers are lucky to get it right half the time. And even executives with decades of experience will tell you that they make the right calls 75% of the time at best.”



Are you satisifed with 50/50 odds, similar to flipping a coin? What steps do you take to improve your odds that your next sales person is above average? What would you need to do to reach beyond ”average?” Are you… Continue

Added by Ann Clifford on March 22, 2010 at 11:00am — No Comments

Sales Quotas: Define 5 Ways

Setting realistic sales quotas are important to the success of your sales compensation plan. But, how do you determine the right quota amount ?



Ask yourself the following questions to formulate quotas that work.



1) What was the amount of your new account sales in the past 12 months?



2) How many properly qualified opportunities can a salesperson manage at one time?



3) What is the length of the average sales cycle?



4) What is the average… Continue

Added by Ann Clifford on January 12, 2010 at 4:38pm — 1 Comment

Employees Jump Ship

Expect 2010 to be the year of musical chairs as employees begin to jump ship for better employment opportunities. The aftermath of a recession is employee disengagement. Unfortunately, your key players won’t tell you they are dissatisfied until they are walking out the door. As well-performing companies start to cherry pick top talent, it begins a chain of employee turnover events that will affect many companies.



72% of employers restructured or laid off employees since the recession… Continue

Added by Ann Clifford on December 14, 2009 at 9:26am — No Comments

HR Lite Culture: Is it right for your biz?

At what point does a start-up or a small business need HR? In my experience many small businesses feel comfortable as long as their payroll company is handling payroll reporting properly. Yet, as the business grows, the need for standardization in managing people develops. Policies on vacation, sick time, harassment, dress attire and much more begin to surface.



I’ve heard clients use the term “HR Lite” to express their internal HR structure. Basically, they don’t want rules to stifle… Continue

Added by Ann Clifford on November 23, 2009 at 12:17pm — No Comments

THE BILL GATES METHOD

Opinions may vary, but there is little doubt that Bill Gates has built, and continues to build, a very successful company. I find his secrets and his business strategies to be interesting and helpful:



1. Think and do. The bottom line is results. Thinking is a means to an end – and that end is action. You must take action to get results.

2. Only hire very, very smart people. The biggest problem with mediocre people is that they take up space that could be occupied by brilliant… Continue

Added by Ann Clifford on May 11, 2009 at 11:30am — 1 Comment

Animals, Merit and why the Bloom is on with our new Top 100 Series

Happy Monday,



I hope everyone had a great weekend and that all RBC moms got lots of love. This Monday we have two special posts including an in depth expose on the Recruiting Animal here:



http://www.recruitingblogs.com/animal-the-recruiter-the-recruiting-animal



"Is he a beast? A predator? A caged animal pissed off with Gen Y whiners and the recruiting world?"



And a straightforward question from a flummoxed recruiter… Continue

Added by Ann Clifford on May 11, 2009 at 11:28am — No Comments

Employment Brand: What is Yours?

All companies have a company employment brand. It’s their earned reputation for how they treat their employees.



A corporate brand is shaped primarily by three things:



1. How a company actually treats its employees.



2. What those employees say to other people about how they are being treated.



3. What the company’s ex-workers say about how they were treated… Continue

Added by Ann Clifford on April 5, 2009 at 9:45pm — No Comments

Two Fundamentals to Hiring Top Talent

To hire top talent you must have something valuable to offer them. You probably think I am talking about valuables like salaries and benefits. No, these are not valuables, these are basic need requirements. Valuables are more substantive and far more important.



The valuables I’m referring to are 1) A sound business model, and 2) Great leadership.



No one wants to work for… Continue

Added by Ann Clifford on February 4, 2009 at 11:59am — No Comments

INTERNS: Build Your Talent!

Should you "build" or "buy" talent? It is the ultimate dilemma for entrepreneurs. Busines owners don't have time to train newbies (build), and they can't afford to hire experience (buy). So what do they often do? They hire mid-level people with average talents; obtaining average results.



The accounting and legal professions have perfected the "build" model. Every year they hire interns that turn into direct hires. They train and mentor the heck out of them; thus always having a… Continue

Added by Ann Clifford on January 19, 2009 at 10:29am — No Comments

Sales: Most Difficult Position to Hire

Part 2: CEO Focus Roundtable Discussion



When our group of eight entrepreneurs were asked what position was most difficult to hire, the answer was a resounding . . . . Sales, Sales, Sales!



Here are a few tips on hiring sales professionals:



1. Classify the type of sale. Product or solution. Complex or simple. Short or long sales cycle.



2. Identify behavioral traits and attributes that are aligned with the type of… Continue

Added by Ann Clifford on January 15, 2009 at 1:31pm — No Comments

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