Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     January Economic Webinar     Printing Business Outlook 2017 Report     European Coverage     Production Inkjet Analysis

Jerry Scher of Peak Focus on Where to Find Talent for Your Business

Published on March 22, 2013

Jerry Scher, Principal at Peak Focus, talks about his ongoing series on recruiting and discusses how to actually go about attracting talent and where to find it.

Hi, this is Jerry Scher from Peak Focus. For the past few weeks I’ve been sharing some of my thoughts with you about recruiting talented people. Talented people that will enable you to execute your strategies. I encourage you to go back and take a look at some of the previous videos as I’ve built a systematic approach for you to take.

But I want to talk a little bit about how do you actually attract talent and where do you find it. This, of course, is a question that everyone asks me.  To begin with, you have to define the job. You have to know exactly what you’re looking for before you go looking.

Secondly, under the circumstances where you are attempting to sell services beyond print you actually need to go outside the print industry to find the talented salespeople that you’re looking for. Part of that is because if you approach a vertical market within your business, folks that work within that vertical market know that industry and they can bring a wide range of knowledge and networking to your organization.

So going outside your organization – I mean typically in the past when printing company executives went looking for salespeople they looked for somebody with a book of business. That’s not gonna work this time. They need to find people who actually work within the industry, have knowledge of the industry, have those industries make money, people with marketing backgrounds and good strong consultative selling skills is a must.

Beyond that if you’re going to determine the suitability of a candidate – in other words, will you be able to work with them? Will they have the right motivation? Will they be organized? All of these are behavioral competencies and to be able to predict that in advance is extremely valuable. So I strongly recommend the use of a validated behavioral assessment tool that can provide that information for you. Given to people within a relatively short period of time but getting you a significant amount of information.

Now, for the past two years I’ve been working on the development of a job template for business development specialists for the printing industry, specifically in the area of marketing services. I’ll share with you just a few of the traits that we’ve uncovered based on lots of research and experience.

To begin with, they have to have very strong interpersonal communication skills. The ability to communicate in a tactful yet direct way. They have to be strong influencers, convincing other people to their point of view, and be assertive so that when they finally present a solution they’re actually strong enough and assertive enough to ask for the business.

They have to be well organized and have the ability to plan properly and be strategic in their thinking. They have to be able to work with others. One of the major differences with the sales position today, as I’ve indicated before which is a much more sophisticated sale, requires that they work as part of a team. They have to be collaborative and be willing to enlist cooperation. The days of being an independent salesperson, being out on your own, doesn’t work anymore because no one person in the organization, especially offering this wide range of services, is able to have all of that knowledge and expertise.

So taking a look at all of these kinds of behavioral traits is critical to making a good decision. I strongly recommend that you take a step back, take a look at your hiring processes and really develop a reengineered approach to attracting talent, to recruiting talent, assessing people up front so that you can eliminate those that don’t behaviorally fit within your organization. And then be able to move forward with a plan that can be well executed. Thank you.

Email Icon Email         

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: Guy Gecht's Advice to the Industry: Keep An Eye on Artificial Intelligence Developments

Guy Gecht's Advice to the Industry: Keep An Eye on Artificial Intelligence Developments

Published: January 23, 2017

Guy Gecht, EFI's CEO, typically includes a thought leadership segment in his opening talk. In 2017, he put the industry on notice that artifice intelligence is almost upon us, with a convergence of technology and market demand that will bring this to mainstream in the foreseeable future. Artificial intelligence (AI) is a technology that will have an impact on the printing industry, and printing owners and managers should keep tabs on its progress, understanding both eh risks and the opportunities for their businesses.

 

Video preview: What Color is Consistent?

What Color is Consistent?

Published: January 20, 2017

Color management works, and it has been available to designers and printers for more than 25 years. Why then do we still make mistakes in color reproduction? Shoshana Burgett of X-Rite Pantone notes that CM has to be understood as something more than calibrating a monitor. It is a set of steps, processes, and tools that must be in place across the entire production workflow, always with monitoring for continuous improvement. Designers who want color to be consistent in all the channels they are now responsible for can find the help they need in CM, Burgett says.

 

Video preview: Frank on Pre-VDP Personalized Direct Mail

Frank on Pre-VDP Personalized Direct Mail

Published: January 20, 2017

Frank Romano keeps EVERYTHING. This week he shares his collection of pre-VDP personalized direct mail when everyone was a winner. Direct marketers tried every trick to get you to open the envelope.

 

Video preview: The Challenges of Managing Color in a Global Supply Chain at Canadian Tire Retail

The Challenges of Managing Color in a Global Supply Chain at Canadian Tire Retail

Published: January 19, 2017

Angela Stone, Manager of Packaging Optimization at Canadian Tire Retail, is responsible for all of the private label packaging that is used for the wide range of products it offers. It covers all types of packaging, from folding carton to flexible to sewn-in labels. She talks about how she handles color management across this disparate array of packaging applications.

 

Video preview: What PDF 2.0 Will Mean for the Printing Industry

What PDF 2.0 Will Mean for the Printing Industry

Published: January 17, 2017

Mark Lewiecki, Senior Product Manager at Adobe, talks about PDF 2.0, now being developed through the International Standards Organization which has responsibility for the PDF standard. A key new attribute is the ability to put page-level media-specific information directly into the PDF file. The ISO is also defining the metadata as it relates to media, especial for variable data printing, and is incorporating CxF spectral data into the PDF file.

 

Video preview: Learn About Anti-Counterfeiting Measures in Packaging

Learn About Anti-Counterfeiting Measures in Packaging

Published: January 17, 2017

Christine Gallagher, Director of Commercialization at Sonoco Trident, a division of the $5.2 billion packaging organization Sonoco, comes from a brand owner background. She speaks about the latest trends in anti-counterfeiting in packaging and how Sonoco Trident controls anti-counterfeiting measures, including reporting, and next generation developments that empower consumers.

 

View More Videos

 

Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2017 WhatTheyThink. All Rights Reserved