From Success Magazine

John Assaraff (CEO of One Coach):

By far the best way to recruit the best sales and marketing people is to make them a part of the company by offering great incentives, including a small ownership in the company or better-than-average bonuses for exceeding goals. The other rule I have is that I hire people who are seasoned and who have already reached a level of success and income that they cannot afford to not make. That will keep them hungry. These two roles are oxygen for a company, and not areas where you want to skimp. Hire the very best you can afford even if you have to extend yourself beyond your comfort zone. Great sales and marketing people will never cost you a dime.

www.onecoach.com

Nancy Michaels: This is a tough one, because it's difficult to find someone who will be as passionate about your product or service as you are. But there's only one of you to go around and it's not often possible to run your business and do all of the sales and marketing associated with it. Is there someone's business that you constantly see mentioned in the press? Is their product or service getting a lot of buzz at industry trade shows and the local business events that you attend? If so, start asking people who these business owners are working with to help spread the word about their businesses. Hiring people who come highly recommended by people you view as successful and reliable sources of information is a great place to start. Ask them important questions about the way they work, how they demonstrate results and where they see your product or service getting more exposure that would increase sales for your company. Do they have existing connections with entities you'd like more exposure to? Give them about three months-sales and marketing takes time-before you make a final decision to keep them on in the capacity of your sales or marketing team.

Mark LeBlanc: Finding the right marketing and sales people should be an ongoing process and not just when you have a position to fill. Of course, the traditional way of advertising seems to have gone out of style, but creating a network of contacts that can keep their eyes and ears open for potential candidates will never go out of style.

Look into the crystal ball and create the profile of your ideal candidate. Identify the person by skill sets, as well as the intangibles or attitudes, values and behaviors you desire in someone on your team. Then make personal contact with your key contacts in your industry, as well as your community. Let them know exactly who you are looking for and what you expect in the person. The more clarity you have, the easier it will be for someone to refer or connect a prospect for you.

For these types of positions, a tiered compensation plan can always work to motivate and keep them in place for the long term. But most good to great sales people will tell you about experiences they have had in reaching levels of success and then having a previous owner or sales manager change the rules on them in midstream. Once this happens, it usually marks the beginning of the end.

Another option is to consider working with an independent recruiter or recruiting firm. While their fees can seem high, they can be a great investment and will increase the likelihood of a positive match.

The “Honor a Hero Hire a Vet” job fair will offer job seekers the opportunity to interview with approximately 80 employers and meet with educational and training providers representing a myriad of industries throughout Orange County .  The job fair is free of charge for all job seekers and there is ample free parking available for all attendees. All Job seekers are welcome and encouraged to attend.

For additional information, please call (714) 518-2345

About OCVEC

The Orange County Veterans Employment Committee (OCVEC) is a non-profit organization dedicated to helping veterans obtain gainful employment. The OCVEC works in partnership with the Employment Development Department Veterans Employment Services and the Orange County Veterans Service Office (OCVSO) to help veterans overcome barriers to employment and achieve their educational and career goals.

I’ve been playing with the title of this posting over recent days. And to be honest with you, a couple of titles I have been especially fond of are as follows:  “What Am I, Your Mommy?” And “No One Wants A Whiner.” But that would be mean-spirited, wouldn’t it?  But I’ve got to tell you, based on, like, 85% of the emails I’ve been getting from readers recently, I wouldn’t be hiring those people either! In fact, based on the boo hoo factor, I don’t even bother to respond to most of them (and you know who you are…that response email that you didn’t get? That’s me.).

Believe me, I’m not pointing the finger at anyone without pointing three back at myself. I know what it means to be completely at sea, not knowing where my place is in the world. I’ve even been accused of self-pity, but that was just because the accuser just like the rest of the world didn’t understand me – or appreciate me or hire me or get me or….. Get the idea?

You know those wonderful moments when the right words at the right time hit you right between the eyes?  A subtle suggestion that you consider the same things but through a different light changes your perspective forever. That happened to me about 10 years ago when I was holed up in a borrowed house on Cape Cod in the depths of one of the snowiest, coldest winters on record. I was flat broke. The few people I knew in this small town shunned me like existential life confusion might be contagious. (One of the shunners is a writer too. And I found myself as a character in one of her published short stories a few years later. She didn’t even bother changing my name. Now that was a bummer. I have the last laugh, though. My Amazon sales rankings are always much better than hers. Not that I’m holding a grudge or anything.)

The previous summer wasn’t much better either. I spent it on the basement sofa of a generous and way patient friend who took me in after I was stranded in Columbus, OH, after a client refused to pay me a desperately needed (and much earned fee) because I refused his advances. See? I can go there with the best of you!

Anyway, back to the Cape Cod house and those right words. It was definitely one of those times that Judy Collins calls the “fallow time.”  But one weekend a friend of mine came up from New Haven to spend a few days on the blustery beaches. And in the evenings we’d sit wrapped in afghans, talking about life, and basically why I thought it, well, sucked. (Normally, I don’t like to use that expression, but in this case, it’s the only one that works.)

I whined (I mean, said):  “I know I need a job, but I can’t bring myself to go around the Cape pleading with people to give me a chance to show what I can do.”

To which my friend, Patricia, said, “It’s not about what you need, it’s about what you can give.”

Thwack! Did you hear that? It’s the sound of an arrow of break-through brilliance leaving its bow and aiming straight between my eyes, which slowly crossed as I said, “ooooohhhhhh.” And suddenly, indulging in my mopes seemed actually selfish.

Did I happen to mention that Patricia is a coach? I think she’s one of the few true coaches who are actually born to the work. Just being around her makes you inspired to lose weight, do a The Firm dvd all the way through, and add another six digits to your annual salary.

Her right time/right words words changed my life (well at least my perspective – my The Firm dvds only get my attention when it’s time to dust. And often not even then). And I suddenly started thinking of my search for meaningful (i.g., paying) work as being an intersection where I can introduce my passion and abilities with real market need out there. How selfish of me to keep holed up and scared in my (well, someone else’s) house when there are people out there who actually need what I can do. And what I can do would actually make them happy.

All of which is to say: It’s completely understandable how in your pain it’s easy to lose sight of who you really are, what gives you true joy and how you can benefit the planet. And suddenly you start talking about yourself in high, squeaky, whiney tones in terms of what you need and your long litany of frustrations. And my all-time favorite expression starts to surface in your mind and escape your lips: “Yeah but.”

Another arrow between the eyes happened in November (I think). I was watching Oprah and Randy Pausch came on to deliver his now-famous Last Lecture. If you haven’t seen it, where have you been? Do it now. No, really, stop reading and do it right this very minute.

You’ll see that among the many brilliant things he says, he makes the point that we each have the choice to be Eyore or Tigger. TIgger spends his life bouncing for joy (a friend of mine has a Tigger cartoon on her fridge that says “no bouncing before breakfast.” Cracks me up every time). Eyore looks at life through one big self-pitying monocle of mope. 

Now I ask you, which one would you like to hang out with? Which one would you prefer to hire? I’m guessing Tigger. Tigger speaks in Woo Hoo!  And, not to rhyme or anything, but if it rhymes, you know it’s gotta be true:  Tigger speaks in Woo Hoo, and so you should too!

Even if things are way crappy, there is always something to bounce about.  Even that little smidgeon of joy is something you can give.  And eventually you’ll be able to figure out a way to sell it, because people will want to have a piece of you and your passion.

(Here’s another link to lift your spirits…it comes from The Secret, and it’s a minute of amazing images to make you really glad to get up in the morning and be standing on this particular planet. )

And so in closing, allow me to just say: Woo HOOOOO!  That is, as they say in the Hoky Pokey, "what it's all about."

A special note from Martha:   If you’re a manager, your company is counting on you to be an engaging leader. But what exactly does that mean? And how do you do engagement? Just because you’re brilliant at your technical skills, that doesn’t mean that you’re a natural at people skills. New managers need a book that can help them figure it out in simple, straightforward ideas.

That’s why I wrote The Truth About Getting the Best From People. It’s a book made up of 49 short, simple truths designed to help new managers understand how their beliefs and behaviors directly impact their employees’ passion factor on the job.

Click on the title and check it out! I hope you’ll enjoy it!