It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.
No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere…Continue
Added by Scott Wintrip on March 2, 2015 at 1:00pm — No Comments
Staffing and recruitment firms who are achieving the fastest growth in margin percentage and dollars are taking their cues from some of the best at innovation: Starbucks, Airbnb, Warby Parker, Patagonia, Kickstarter, and Apple. Instead of bombarding tons of prospects with mundane sales and marketing pitches, hoping to get them to care about their offerings, they are figuring out what matters most to these buyers, then delighting them, one person at a time. This approach,…Continue
Added by Scott Wintrip on February 9, 2015 at 11:46am — No Comments
Car fanatic or not, there is a lot to like about a Teslaand how this electric vehicle is a model for better business. Acceleration from zero to 60 miles per hour in just 3.1 seconds, which the Model S can now achieve, is the kind of rapid velocity staffing and recruitment customers can experience when firms shift from reactive to active recruiting. Most buyers need that talented person yesterday, so speeding that…Continue
Added by Scott Wintrip on February 2, 2015 at 11:35am — No Comments
In just two minutes the salesperson had gotten the client to say “yes” to giving his firm a shot at filling their needs. Had he stopped there, all would have been right and good in his world. Unfortunately, he continued to talk, extolling the features and benefits of the staffing services provided by his company. The “yes” turned into a “no” after the customer recanted, deciding to take time to think over his decision. Now that customer is buying from another firm, one I suspect whose…Continue
Added by Scott Wintrip on January 26, 2015 at 9:02am — No Comments
I have a dream that one day this nation will rise up, live out the true meaning of its creed: “We hold these truths to be self-evident, that all men are created equal.” – Dr. Martin Luther King, Jr.
Having a dream is a powerful thing. So proved Dr. King in the life he lived and in the words he shared as an American civil rights activist. Dreams, based upon deep convictions and core beliefs, can be the basis of tremendous good in both personal and professional…Continue
Added by Scott Wintrip on January 19, 2015 at 9:48am — No Comments
How easy it is to apply previous experience to current circumstances. Such was the case when I emailed colleagues last week about a trip to New York I was on as a chaperone for my son’s thespian troupe. I received responses like:
This trip was one of…Continue
Added by Scott Wintrip on January 12, 2015 at 9:30am — No Comments
Watching the Florida State football team lose to Oregon on New Year’s Day was not shocking nor disappointing, given the impressive performance of the Ducks. What was disheartening was the poor sportsmanship displayed by both teams; many of the Seminoles headed to the locker room instead of shaking hands with the victors, and several Oregon team members openly mocked Florida State quarterback Jameis Winston and the accusation of sexual assault that has followed him for the past…Continue
Added by Scott Wintrip on January 5, 2015 at 9:39am — No Comments
Given that how we invest our attention, time, and energy each day is a choice, I offer the following Wintripisms as suggestions for the coming year:
Added by Scott Wintrip on December 29, 2014 at 9:46am — No Comments
Yes, I’ve borrowed this statement from the Christmas song with the same name. And this concept, as the song ran through my head (over and over again after hearing it), reminded me that each and everyone of us is an artist, trading a day of our lives for what we create each day. We receive daily “clay” in the form of opportunities, connections, conversations, and moments in time to create something of meaning.
Whatever was already created this year is done, baked, and hardened. All we…Continue
Added by Scott Wintrip on December 22, 2014 at 1:41pm — No Comments
People are not the only ones getting on the scale as staffing and recruitment firms across the globe are trimming the fat as a catalyst for growth. Lean Recruiting initiatives across the globe are focusing leaders to eliminate wasted time, resources, energy, and effort. The results benefit everyone as clients have talented people working more quickly, candidates land better opportunities with less effort, and their providers are rewarded for their efforts while also be able…Continue
Added by Scott Wintrip on December 15, 2014 at 12:11pm — No Comments
Like a computer with a well functioning operating system, companies that perform exceptionally well year after year have a well planned Renewable Operating System (ROS). Better than a strategic plan, an ROS creates a better way of doing business with speed, agility, and reduced effort, similar to the powerful processors in today’s technical devices.
The first step I initiate with every leader with whom I work to create an ROS starts with the current “code.” Just like rewriting an…Continue
Added by Scott Wintrip on December 8, 2014 at 11:04am — No Comments
While I’m all for being grateful, especially being mindful of this during this week’s American Thanksgiving celebration, I’m not too keen on satisfaction. Satisfaction can become a trap that keeps you cemented to your doorstep, allowing competitors to grab the glory, the gusto, and even some of your market share.
One of my favorite examples of this is when I asked a workshop participant, who was resistant to ideas for improving her company, if she was satisfied with her current…Continue
Added by Scott Wintrip on November 24, 2014 at 9:38am — No Comments
It’s all too easy to play the game their way. Following their rules, their pricing, their way of doing business. They are the customers, your competition, the majority of the market, and playing their game doesn’t serve most firms very well.
If you’re really satisfied with playing the game their way stop reading, because this post is not for you. For the rest of you, here’s how you play the game your way:
Added by Scott Wintrip on November 17, 2014 at 2:33pm — No Comments
Last week I watched a common example of one individual serving as the intellect and conscience for another. It happened at Publix, our local grocery store, where my 17-year-old son Benjamin decided to apply for a job. Standing at the application kiosk was a couple, painfully going through the questions, discussing and debating each response. The woman, who was the one applying for a job, was insecure answering the questions on her own, instead, running each one by “her man” as she referred…Continue
Added by Scott Wintrip on November 10, 2014 at 11:19am — No Comments
Resumes are incredibly flawed sales tools that prove the common saying that “less is more.” Case in point comes from a salesperson new to the staffing and recruitment industry. Instead of the resume he sent to the buyer creating buy-in, it’s generating pushback as the hiring manager is questioning why the candidate for a contract role has worked at seven companies in the past 10 years. The answer—each of these was a contract assignment. Yet, this fact did nothing to allay the concerns of the…Continue
Added by Scott Wintrip on November 3, 2014 at 10:32am — No Comments
While the quote “you can’t take it with you” may apply to money and material possessions, managers must require that team members take with them their greatest asset to the job each day—responsibility. Leaders of organizations doing better than others are always insisting on consistent execution, and execution can only happen if everyone does their part, being responsible for their contribution.
For example, take two recruitment companies in the UK working on the same type of growth…Continue
Added by Scott Wintrip on October 27, 2014 at 2:05pm — No Comments
We are powerless when it comes to making people do what we want. I believe this is one reason parents are given teenagers, reminding them how powerless they truly are over people, places, and things.
Too many people in our business continue to promote the myth of client and candidate control, insinuating that we can or even should manipulate the choices of others. These dangerous, Repetitive Practices (methods which cause harm) do nothing more than perpetuate the predominant, negative…Continue
Added by Scott Wintrip on October 20, 2014 at 9:31am — No Comments
People often say knowledge is power, which is incredibly inaccurate. Knowledge applied in a compelling way is true power as it engages people in a meaningful manner. The question is, with so much available knowledge, how does one pick and choose what to acquire and what to ignore?
Companies in staffing and recruitment, in particular, often don’t have the right knowledge that will be powerful in how it helps them support prospects and customers in improving their…Continue
Added by Scott Wintrip on October 6, 2014 at 9:20am — No Comments
Are you hiring right? “Of course we are,” answered Dan, a CEO who is a new advisory client from the West Coast of the United States. Then, he took the Hire Right Assessmentand was shocked to learn how much better other companies were doing at hiring for internal staff.
Getting hiring consistently right is difficult for most companies, which is one reason why the staffing and recruitment industry has grown and flourished over the years. However, most executives in…Continue
Added by Scott Wintrip on October 2, 2014 at 9:22am — No Comments
Whoever said that “a failure to plan is a plan to fail” didn’t understand planning. Unless mentally impaired, no one actually plans to fail; what really happens is they fail to take into consideration the one element that kills the chances of any plan succeeding—emotion.
Logic makes people think while it’s emotion that makes them act. All variations of planning, be they strategic plans, project plans, or broader business plans are exercises in logic. Done right, they make…Continue
Added by Scott Wintrip on September 30, 2014 at 11:03am — No Comments