Latest Resource : Are you looking for a Hunter, Farmer or a Hybrid Salesperson

It is important to understand what type of salesperson you are looking for and need.  Hiring for sales positions is one of the most challenging and important positions that many of you hire for. 
 
“The “hunter” sales rep drives revenue by generating new leads and converting them. The “farmer,” on the other hand, generates revenue by nurturing and growing existing accounts. They cultivate what's already there. The hunter vs farmer sales framework allows sales reps to specialize in their strengths.”*  The “hybrid” salesperson is a blend of both.
 
At Plotkin Group we have discovered some interesting data with our sales assessment studies for all three of these roles.  We uncovered what personality trait scores, and combinations are important and relevant in predicting what type of pers... FULL ARTICLE >

Latest Resource : Should Resumes Be Replaced with Questions and Assessments?

“Hisayuki Idekoba, the CEO of Recruit Holdings Co, the Japanese owner of Glassdoor and Indeed, told Bloomberg that despite struggling to find staff, many small and medium (sized) businesses were still trying to recruit workers the way they did a decade ago — by asking them to submit resumes.  He said the labor shortage was a chance to move away from a "resume-profile culture." Resumes could be replaced with questions and assessments to see how a job seeker would handle specific tasks required by the role, he said.”

At Plotkin Group we agree with this strategy for some industries and positions.  We also believe resumes provide value for the other positions but, they should carry less weight than many hi... FULL ARTICLE >

Latest Resource : Will More Candidates Start Applying for Job Openings?

Governors in 26 states have already eliminated the federal $300 unemployment benefit.  For the other 24 states, roughly 10 million people who rely on jobless benefits will lose them on September 6th if Congress allows the Federal Pandemic Unemployment Compensation program to expire. 

Jobless claims fell to a new pandemic low last week, suggesting the labor market continues to heal even as the Delta variant causes uncertainty.  Treasury Secretary Janet Yellen and Labor Secretary Marty Walsh said that while the extra weekly payments should expire next month, states that want to contin... FULL ARTICLE >

Latest Resource : How Do Your Employees Make the Right Decisions?

Recently I read an article in Barron’s (May 31, 2021) titled ‘Adding Discipline to Decisions’, an interview with Daniel Kahneman who also wrote a book called ‘Noise: A Flaw in Human Judgment’.  Kahneman, who won a Nobel Prize in Economics in 2002, changed our understanding of how people think about money and make financial decisions.  He and his research partner rejected the notion of the “rational actor” and instead mapped the myriad of errors people make due to predictable biases and behavioral tendencies.  In my view the same could be said for hiring managers, recruiters interviewers and all of your employee... FULL ARTICLE >

Latest Resource : Why is it Important to be Patient When Hiring in 2021?

In short, haste makes waste.  Companies are facing hiring hurdles in 2021.  Some companies are not getting enough candidates to apply while others are not getting enough qualified candidates to apply. 
 
On Wednesday, April 28^th, Federal Reserve Chairman Jerome Powell said that an apparent hiring bottleneck in the labor market has made it difficult for employers to hire workers despite a persistently high jobless rate.  He predicts that this will likely end in the coming months.  Powell mentioned several reasons for the labor market shortage, even though the unemployment rate is down to 6% and some 9.7 million Americans say they are actively looking for work according to the Labor Department’s February jobs report.  As some of you battle with these challenge... FULL ARTICLE >