Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     PRINT 18     Production Inkjet     Installations and Placements Tracker

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    Reprint Icon Embed/Reprint

 

Post a Comment

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

 

 

Recent Videos

 

Video preview: Frank Visits the New England Author’s Expo

Frank Visits the New England Author’s Expo

Published: September 21, 2018

Frank attended the New England Author’s Expo, featuring more than 100 self-published authors. Frank opines that it was on-demand digital printing that made it all possible. He interviews Robert Uttaro, author of “To the Survivors.”

 

Video preview: United Mail Invests in a Canon i300

United Mail Invests in a Canon i300

Published: September 20, 2018

Casey Hendrick, President of Production for United Mail, talks about the company's offerings—predominantly in the health and financial industries—and the company's integration of the new Canon Océ VarioPrint i300.

 

Video preview: Inkjet Growth Continues to Make an Impact on the Market

Inkjet Growth Continues to Make an Impact on the Market

Published: September 19, 2018

Amy Machado of IDC Research talks about her recent inkjet forecast for the entire color market. Overall numbers show that the inkjet market is growing, thanks to quality improvements and the availability of more options.

 

Video preview: The Evolution of Color Management

The Evolution of Color Management

Published: September 18, 2018

Bob Barbera, Senior Manager of Production Solutions Marketing for Canon USA, discusses the challenges of color management, such as predictability, and how the technology is evolving.

 

Video preview: Core Publishing Solutions Switch to Production Inkjet for Book Publishing

Core Publishing Solutions Switch to Production Inkjet for Book Publishing

Published: September 17, 2018

Todd Roth, VP of Manufacturing and Distribution, Core Publishing Solutions, at Thomson Reuters, discusses the company's background in web press applications, their move into production inkjet, and their new venture selling book manufacturing for other publishers.

 

Video preview: Frank Visits Faneuil Hall’s Edes & Gill: An 18th-Century Print Shop

Frank Visits Faneuil Hall’s Edes & Gill: An 18th-Century Print Shop

Published: September 14, 2018

Frank plays with his newest toy: a model of an English common press, a design that improved upon Gutenberg’s original. He then takes a field trip to Boston’s Faneuil Hall Marketplace, location of Edes & Gill, an 18th-century print shop that has a life-size English common press as well as other period printing equipment. There, he talks with Gary Gregory, executive director and master printer, and his assistant Tyler Kerr.

 

View More Videos

 





Become a Member

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

Copyright © 2018 WhatTheyThink. All Rights Reserved