These are the top reasons people delay their retirement

These are the top reasons people delay their retirementThese are the top reasons people delay their retirementNew data from TD Ameritrade shows that the need to save more is the most popular reason why people delay retirement, at 74%.Its also important to note up front that according to the report, while 50% of respondents would like to retire by 60, just 33% expect to do so.The Harris Poll surveyed 2,002 American adults for TD Ameritrades research. For clarity, here are the age brackets provided for each generation in the studyMillennials (ages 18 to 34), Generation X (ages 35 to 52), Baby Boomers (ages 53 to 72) and the Greatest Generation (ages 73 and older).Why Americans say theyll put off retirementNeed to save more 74%To qualify for social security 37%To qualify for Medicaid 23%Afraid of getting bored 20%To take care of their kids 16%To take care of their parents 7%Overall, while an average of 24% of Americans surveyed said theyve officially retired, the report also breaks thin gs down by generation. These are the percentages of people who are retiredMillennials 1%Generation X 8%Baby Boomers 46%Greatest Generation 87%Heres how Americans say theyre getting ready for retirementHave you used any of ansicht methods?Reducing expenses to save more 68%Contributing more to retirement 53%Increasing income outside of job 30%Shifting to higher return/risk assets 18%But while 72% surveyed dont think their social security will be enough money for how much they spend, 51% dont think theyll have more than enough to cover their needs. A whopping 60% say they have/had no idea how much to save for life beyond 65.

7 Mistakes Employees Make and How to Deal With Them

7 Mistakes Employees Make and How to Deal With Them7 Mistakes Employees Make and How to Deal With ThemOne of the joys of managing is supporting the development of your team members. One of the challenges of managing is navigating the many mistakes your employees make over time. And while the mistakes are potentially aggravating, your response to the mistakes serves as a powerful learning opportunity for your team members. This article outlines seven of the most common employee mistakes and offers guidance for the best way for managers to deal with them in a constructive manner. 1. Asking, What Should I Do? Many employees are uncomfortable taking risks or doing something in a manner that disappoints or angers the manager. If you feed this habit by providing direction, your workers may not feel empowered to take action and fix aufgabes or make decisions. The Solution Respond to the What should I do? inquiry with, Im not certain. What do you think you should do? Let the employee thi nk about and proffer an answer. If it is in the neighborhood of correct, offer, Thats a good idea. Why dont you try it. If its not quite right, then ask questions that encouragethem to think critically. Consistent use of this technique will support employee development and improve feelings of empowerment and engagement. 2. Not Communicating With the Right Level of Detail Employees err in one of two directions on this issue. They either share too much with you or not enough. The fassoner is annoying and the latter potentially damaging to your credibility if you are caught unaware of key issues. The Solution Educate new employees on your communication preferences for detail. If you enjoy looking at the entire picture, encourage your employees to provide detailed briefings and reports. If you prefer just the top-level details and key points, offer them some examples and for the first few updates or reports, sit down with them and provide specific feedback. Helping your employees un derstand how to communicate with the right level of detail will strengthen your ability to do your job and eliminate guessing on the part of the employee. 3. Not Communicating With the Right Frequency Much like the level of detail described above, every manager has a preference for communication frequency with subordinates. Some managers prefer daily communication and status updates. Others prefer to engage periodically for status updates, but daily communication is not required. The Solution You owe it to your employees to highlight your communication protocol. Let them understand your style and needs and offer positive reinforcement as they adapt their habits to meet your needs. Of course, as a manager, you have the responsibility to also understand their preferences and flex to adapt to their style for your own interactions with your employees. Also, remember to highlight to your employees that they must immediately notify you of emergencies and big problems. Cultivating an e ffective communication routine with your employees will help them structure their own work and operate with the assurance that they are properly supporting you. 4. Withholding Bad News If youve ever been caught by surprise about a problem one of your employees was involved in or knew about, you understand how aggravating this issue can be. Your tendency may be to display some combination of anger and frustration. Instead, bite your tongue and follow the solution described here. The Solution Draw upon your feedback skills and remind yourself that when tempers are hot or the situation is emotionally charged, you should have a cooling-off period before delivering feedback. Once youve calmed down, open your discussion with an unemotional description of how not sharing the bad nachrichtensendung impedes your ability to help solve the problem and do your job. Indicate that you were upset about being caught unaware and that this was a mistake that cannot happen again. Theres no need to dig into why the employee held off on informing you. Simply reinforce that it is critically important for them to involve you in future situations. Ask if they understand and then end the discussion and move forward. The willingness to share bad news with the boss is a function of trust. It is possible your employee assumed that you would be angry and that the news might jeopardize their employment or at least your evaluation of them. You must reinforce that it is both expected and safe for people to share bad news with you. Just remember to not metaphorically shoot the messenger. 5. Gossiping Its nearly impossible to eliminate dialog about issues and people in the workplace. However, we all know that gossip is potentially misleading and even malicious. If you observe employees gossiping, it offers an opportunity for you to reinforce positive core values. The Solution Go out of your way to share with your team members the destructive potential of gossip. Let them know that the individuals engaging in and spreading gossip are risking damage to their own reputations. Reinforce the need for people to ignore gossip, and encourage them instead to seek people out and ask questions if they have workplace issues or concerns. Open, honest dialog is better than questionable allegations raised behind someones back. Your work in eliminating gossip will pay dividends in the form of a healthy workplace where individuals feel respected at all times. 6. Not Finishing Projects One manager described this as the 70-Percent Effect, where an employee would start but never finish major initiatives. He would get most of the way there, but never quite finish, was the managers complaint. The Solution Reinforcing a culture of accountability for results is critical to your success. Teach employees to use proper project management techniques, including identifying their completion and delivery dates. While dates sometimes slip, it is incumbent upon you to ensure your employees keep their word and bring every project to closure. Too many lingering projects drains resources and management attention. If you are struggling with a 70-Percenter, redouble your efforts to observe, coach, and as needed take action. Just as your employees expect 100-percent from you as the manager, you expect the same from them. 7. Not Cooperating With Coworkers If youre not careful, you can end up serving as the referee for your employees. It is not uncommon in close quarters for employees to disagree. However, when they begin pleading with you to resolve their communication issues, it is time to take a different form of action. The Solution Meet individually and then as a group to review their communication challenges. Again, drawing upon your best feedback skills, describe in specific detail how this behavior detracts from workplace performance and success. Amplify that it detracts from their own performance. Offer to provide training on conducting difficult discussions. Obs erve the parties in action and offer ample coaching and feedback. Teaching your team members to conduct difficult discussions strengthens the opportunity for high performance to emerge and minimizes your need to serve as a referee. Instead of taking sides, train the individuals to resolve their own issues. Navigating the employee problems and mistakes is simply a part of your role as manager. Always view the problems as opportunities to teach, train, coach, and improve performance. Your positive approach to these often frustrating activities will set a powerful example for everyone on your team.

Money Talks with Renewable Energy

Money Talks with Renewable Energy Money Talks with Renewable Energy Money Talks with Renewable EnergyTalking about the weather has never been more controversial.Climate change has become the hot button issue of our time on both sides of the aisle, with politicians arguing passionately both in support, and in opposition, to measures that would address the gradually warming temperatures that were seeing worldwide. At the same time, world leaders are arguing over what steps, if any, to take, what agreements to focus on, what renewable energy sources to support, and what to do today about something that may take many generations yet to play out.Whatever happens in Washington, renewable energy has arrived in corporate America in a big way, with 63 percent of Fortune 100 companies and nearly half of the Fortune 500 having set at least one clean energy target this year, according to a new study sponsored by the World Wildlife Fund. This includes efforts by corporations to reduce their green house gas emissions, increase energy efficiency at their facilities and convert their ordnungsprinzips to rely more on renewable sources of energy.And this has happened as the result of renewable energy providers and advocates speaking a language that resonates almost universally in C-suites and boardrooms worldwide Cost.The story is that the cost of building new solar and wind systems, in particular, has come down sixty, seventy, eighty percent in the belastung six or seven years, says environmental consultant Andrew Winston, the author of The Big Pivot Radically Practical Strategies for a Hotter, Scarcer and More Open World. And its leid hard to leap from there to, Hey, renewable energy is now cheaper. This is something that we as a company can do.Projections of world energy consumption by fuel. Source U.S. DOEIn many cases, according to Winston, renewable energy has simply gotten too cheap for corporations to ignore.You look at the big tech companies, the big retailers, he says. Apples at a one hundred percent renewable now. Walmart buys a lot. The military buys a ton. Google buys gigawatts at a time. It doesnt mean at a given moment that theyre off the grid, but for the most part it means that on a sunny day the energy theyve bought is way more than they need that day. On a wintry day or a cloudy day its less, so across the year theyve bought as many renewable kilowatt hours as they use.New ToolsAs a result, a new universe of energy tracking and efficiency tools have sprung up to help corporations tap into these new opportunities. Bractlet, for instance, is a startup based in Austin, TX, that has developed a set of building energy analysis tools designed to help facility owners and corporate managers reduce their energy costs by tracking and identifying both wasted energy as well as efficiency opportunities.The big thing that were seeing is companies and building owners making decisions about their facilitieswhether its deciding to retire a heating system, or replacing air handling units, or upgrading building automation systemsbecause they have to, not because they want to, says Alec Manfre, Braclets CEO and cofounder. All of these different things that theyre spending capital on that they hope are going to return some money for them. But when theyre making these decisions, often they are basing them off of pretty limited, outdated information.Bractlets solution is to incorporate a laundry list of sensor-based data points into building maps that make it easy for geschftsleben leaders to visualize and describe the potential cost savings associated with each possible efficiency upgrade. Just taking the capital that is already allocated to a companys buildings and facilities budget and determining where in the portfolio that capital can be allocated more efficiently can have a big impact, Manfre says, trimming energy spend by 10 to 25 percent on average just by reprograming existing systems and optimizing existing equipment.Then, when youre looking at the portfolio side, you then can strategically say, All right, I have $30 million to invest in my buildings where should I spend it? I might have a lot of fast payback opportunities that would yield great energy savings, so maybe I take some of that savings and help offset capital costs at another building that might need a lot of work but is not going to have as good a payback. Companies can now start allocating cash in a very intelligent way to maximize returns, but also maximize energy efficiency across their properties.Options Rule the DaySome companies are even starting to look beyond the grid when consider their energy expenditures, because of the way the energy market has grown up in this country over the last century or so.In reality, energy budgeting comes down to two choicesa customer either owns their own production system (e.g. solar panels, wind turbines, etc.) or they purchase their energy on the grid from a third party that creates the power and then delivers it to them the old-fashioned way. It stands to reason, then, that any energy purchased from a third-party is going to be more expensive than any that is produced in house by a companys own energy producing asset due to basic economics.Today this means that customers have more choices than ever when allocating their energy dollars, because producing their own has gotten so cheap. What was once cost prohibitive for all but the best capitalized corporations is now well within reach for almost everyone, and that is changing the math behind renewable energy.According to Noah Kirsch, director of finance at Wunder Capital, a firm based in Boulder, CO, that is dedicated to funding solar power installations using a tech-based underwriting system to identify the best investments, the cost of a solar panel installation has fallen by orders of magnitude since the technology first went mainstream in the 1970s. Today it is far easier for corporations and other large energy customers to j ustify the investment.Fundamentally the economics is driving these opportunities, he says. The sales that were seeing happen are being driven by basically people going in and saying, Do you want to save money? Were not seeing sales being driven by, Hey, do you want to do something good for the Earth? That is something that might come in to play but its really not a focus right now.And, when it comes to corporate finance, that is enough to drive a major shift in renewable energy usage.Tim Sprinkle is an independent writer. For Further Discussion The story is that the cost of building new solar and wind systems, in particular, has come down sixty, seventy, eighty percent in the last six or seven years. Andrew Winston, author

Does Your Resume Pass The Scan Test

Does Your Resume Pass The Scan TestDoes Your Resume Pass The Scan TestAsk any HR manager the piles of resumes he or she receives for any given job opening can be overwhelming. A study by The Ladders shows that because of the sheer volume of resumes, HR spends only 6 seconds on yours not much when your career rides on this single pass. Maximize those seconds by using these simple steps to woo HR Readability is ScanabilityResume writing professionals agree how you organize your resume is the 1 factor that influences employers snap judgments. The people who do the hiring at any given company learn to scan through resumes quickly to eliminate all the candidates they believe are definitely not qualified.Your formatting influences what the reviewers see during that small window they use to check you out. This is why its so important to stick to a standard format and use a font thats easy to read. These formatting must-haves are just the beginning, though. You can also grab attention byCl early identifying sections so no one has to hunt for information.Using bullets to draw the eye to your most important accomplishments.Compressing long blocks of text into short sentences.Breaking up long paragraphs into scannable lists.Bringing important skills into focus based on the job description youre applying for.Remember, the key is tight, punchy, powerful copy that demonstrates what youre bringing to the table without any unnecessary information. You can always expand on your experience on your LinkedIn profile if youd like the potential employer to see the bigger picture. Visual InformationIts true a picture says 1,000 words. If you have an opportunity to include a graph or chart on your resume then absolutely do it HR can easily take in a chart that shows progressive sales increases for 10 years. Its informative and its eye candy at the same time much mora interesting than 10 bulleted lines with words indicating your sales performance. Keep your word impact low and your v isual impact highIf you find yourself passed over again and again despite having the right qualifications, take another look at your resumes scannability and visuals. Youre bound to see new and better results.

Mythical Solutions to Resume Personal Statement Examples Uncovered

Mythical Solutions to Resume Personal Statement Examples Uncovered What You Should Do to Find Out About Resume Personal Statement Examples Before Youre Left Behind A career objective may be used as a means to get across your abilities and experience, without the personal bit. Your own personal meinung for nursing school can carry weight in regards to assessing your application thats the reason you should learn to write one like a pro. Its possible to also write a concise background of your private life and experiences that made you choose to turn into an emergency nurse. A career change can be particularly daunting, therefore its important to ensure you sell your key abilities, enthusiasm and reason for a career change inside your private statement. Our resume builder provides you with tips and examples on the best way to compose your resume summary. Your own personal statement should contain enough detail to supply an introduction to your abilities and knowledge, but not so much detail it bores readers. 1 A resume summary is a brief, snappy introduction paragraph that offers a summary of your very best work. When you check at midwifery personal statement examples you will see that they all have the capability to grab your attention and theyre all written in perfect English with no writing errors whatsoever. Theres no demand for you to embellish stories in your statement merely to make a great impression as it is simpler to fact check nowadays in comparison to before. Its vital that you discuss the experience youve gained in your own personal statement, to give readers a concept of the job youre comfortable undertaking. Finally, my background in music has not merely given me an encyclopedic understanding of style, but in addition an extraordinary feeling for time. If youre likely to take a look at adult nursing personal statement examples you will see that the majority of them have an excellent introduction. Never purchase or book any componen t of your conference trip before its very clear you will be in a position to attend and that the travel grant will pay for the expenses, unless youre content to cover any resulting costs yourself. Often the majority of the statement does report on impressive pursuits that are related to admission. The personal statement is a significant portion of your application package. Like a college essay, your private revenue statement ought to have a layout. Life After Resume Personal Statement Examples When writing your statement, it is necessary to look at where youre in your professional progression. To let you know the truth, its not the gist of a personal statement. Theres a lot you may learn from well-structured personal statement examples. Nonetheless, there are 3 primary elements that each and every thriving personal resume statement should incorporate. Using our example personal statements that will help you to learn how to compose your own can help improve your understanding of what you need to write. Another thing which you want to examine in your private statement is whether youve written an excellent introduction. If you wish to have the fruchtwein effective personal statement, it wouldnt be a terrible idea to check at some samples first. Resume Personal Statement Examples - the Story Remembering that hiring managers will spend quite a quick quantity of time on your CV, you want to present your accomplishments and do it together with numbers. While its not obligatory to have a resume summary, it is imperative to include one if you truly need the job. To begin with, it should show what prompted to you to make an application for the job. Your resume will supply the particulars of your professional experience. The Appeal of Resume Personal Statement Examples Your CV personal profile is just one of the most crucial portions of your CV. With a well-written and professional personal statement, youve got an opportunity to turn your CV stick out from the remainder of the pack. The CV personal statement is intended to demonstrate why youre the ideal fit for the job. A personal statement on your CV is an excellent way to provide your work application extra effect. The thought of a skilled or private brand isnt new. You might believe that the personal statement isnt really critical in your application but you may be surprised to discover it does add weight to your impressive resume. Think Ironmans armor you wish to assemble your private branding statement in detachable, standalone components, so which you can select and adapt different bits based on the platform and purpose. Chiaras individual branding statement comes in bite-sized components. An employer will frequently be inundated with hundreds of resumes per week so grabbing their attention is critical. A strong resume can indicate the difference between a fast offer and a lengthy, difficult search. The most suitable oncology personal statement can be accomplished by the crucial use of samples and should you comply with the steps above, you will land very excellent samples. Our tafelgeschirr is about customization which means that well carefully select a writer who best satisfies your needs so youll have a less difficult time discussing about what you would like to have in your paper.

Facts, Fiction and Writing a Resume and Cover Letter for a Job Interview in Education

Facts, Fiction and Writing a Resume and Cover Letter for a Job Interview in Education A Secret Weapon for Writing a Resume and Cover Letter for a Job Interview in Education If youre thinking about how to compose a titelblatt letter, youre in the correct spot To assist you craft the very best deckblatt letter, were supplying you with a few examples to examine. So as to land work at your fantasy school, you will want to make an outstanding cover letter. You need to be sure to direct your cover letter to a particular individual, too. Get the Scoop on Writing a Resume and Cover Letter for a Job Interview in Education Before Youre Too Late As you may decline the position, the contact youve made may be an ally later on. Also, explain why it is youre hoping to land the position and specifically name the work title for which youre applying. When youre searching for jobs, your cover letter is just one of the tools which may catch a hiring managers interest. The job posting should s upply you with an abundance of information regarding the employer and the kind of person they wish to employ. The Debate Over Writing a Resume and Cover Letter for a Job Interview in Education Focus on what youve got to provide the school rather than that which you expect from the job. Do show which you have the experience the school is seeking. Close by saying you will follow up within a week or two if you havent heard back and that you would prefer an interview. If you want a teaching job, include all appropriate experience. An application letter is understood to be a formal document that is composed of just one page that normally accompanies a resume and other necessary documents to submit an application for a work position. In the very first paragraph itself, you want to speak about your interest in the post thats vacant in the firm. Make certain you keep your resume to a single page in length. These examples represent a number of letters that you could use during you r job search. The New Fuss About Writing a Resume and Cover Letter for a Job Interview in Education Your cover letter can supply a deeper insight in your job history. Additionally, there are books solely written to assist you write fantastic resumes. Many applicants underestimate the significance of a fantastic cover letter but the fact of the matter is the fact that it can indicate the difference between getting rejected and landing the interview. The intention of the introduction is to specify why youre writing and to say a couple of things about yourself, for example, where youre going to school and your major.

What Everyone Else Does When It Comes to System Administrator Resume Sample and What You Need to Do Different

What Everyone Else Does When It Comes to System Administrator Resume Sample and What You Need to Do Different System Administrator Resume Sample Ideas For the protect you have to help keep it below a common page with three or four paragraph and make your contact and simple facts about the cap of the site utilizing format for geschftsleben letter. You cant deliver the precise same linux resume template to several company for different job. Whether this System Administrator resume example welches not sufficient for you, youre absolutely free to review several other samples and templates from our website. If this Network Administrator resume example was not sufficient for you, youre absolutely free to review several other samples and templates from our website. If you would like to make an application for a new job, you first have to create a professional resume. Dont spare any essential details in the kind of work you did for your prior employers. Some employers also search f or other relevant work experience also. Additional personal activities might also be included here but only should they map straight to the work role. This sample defines the nursing job in a brief and concise fashion, including all the essential particulars of the nursing job. On-line samples may be used to write job descriptions if youre unsure how job descriptions are in fact written. Youll also notice there arent any soft skills. It is very important to note you need to only add skills that are pertinent to the position youre applying for. The challenge here is that an IT director may have a huge assortment of responsibilities based on the individual function. Each and every day, you face many challenges and obligations. The applicant also demonstrates they can manage the pressure of being responsible for a huge budget. Many employees wind up feeling that their existing employers find it impossible to offer what they are searching for and proceed to scan the marketplac e. If you may add 2 or 3 to each experience, then you are going to demonstrate that youre a goal-oriented individual. In any event you are going to need a superior understanding of the way businesses work and gain as much experience as possible in working with different employees that are employed in technical and non-technical roles. The very first impression counts and your resume decides how your very first impression will be like on your possible employer. It matters a lot. You could also have to mention any connection youve got in the company since they could contemplate personal suggestion in the choice approach. No matter your degree of work experience, your resume structure is critical to making your application stick out. The Debate Over System Administrator Resume Sample Before going further, it can be useful to distinguish between different assortments of systems administrator positions out there. One other important skill that a systems administrator must have is the ability to swiftly identify and fix common troubles. There are various types of system administrators based on their roles and obligations. Furthermore, an administrator for a huge organization may want to get certified in over a dozen different varieties of software. Administrators also require good problem-solving skills to efficiently tackle any problems that arise. Administrators also needs to be skilled in the usage of different computer applications to fit the requirements of a specific organization. Network administrators are also known as system administrators. They must be willing to keep up with new technologies in this continuously changing field, even getting additional certifications as necessary. It covers all of the cloud computing principles but isnt a heavy technical certification. Your target is going to be to ensure our technology infrastructure runs smoothly and efficiently. Some network and computer systems administrators also manage telecommunicat ion networks so employees can work at home or on the street, which is becoming increasingly more important as new technologies permit employees to attach beyond the office. An extensive understanding of computer operating systems and applications in addition to hardware and software is needed for this profession. Its the job of the System Administrator to guarantee the banks networks are operating smoothly all of the moment. A wide understanding of various kinds of software is also needed to choose programs that are suited for certain small business operations. Generally speaking, these systems administrators have a tendency to be older and more experienced. For instance, if youre searching for a system administrator for a particular operating system, mention the name of the operating system.

Three Recruiting Strategies to go from Survival to Success

Three Recruiting Strategies to go from Survival to SuccessThree Recruiting Strategies to go from Survival to SuccessThree Recruiting Strategies to go from Survival to Success MuzioYou cant verify this with your dictionary, but if you work as a recruiter, you probably often feel like your title is synonymous with convenient scapegoat, underpaid mercenary or misunderstood go-between.At first glance, your job sounds simple enough connect potential talent with the hiring managers who need to fulfill the recruiting process. In reality, your job lands you directly between two different, equally unrealistic sets of hiring expectations those of the managers and those of the candidates.And now, thanks to the recession, you face mora candidates clamoring for jobs than ever before and a population of hiring managers who is so resource-constrained that every hire simply must be absolutely perfect and done in an instant. Also binnenbinnensee time management for recruiters. How can you keep from going crazy as a recession-time recruiter? Here are three recruiting strategies.First, Be a Teacher When a job candidate is expecting a salary 20 percent over the market rate, or a hiring manager seems to think it will take about 24 hours to find the perfect candidate, you know theyre in for a disappointment.In cases where employee compensationis in question, you may be tempted to simply walk away. After all, you dont want to be seen as a part of the failure you already know is looming on the horizon.Consider an alternate approach. If youre trapped between irrational demands around a jobs market value, that means youre the one person uniquely equipped to understand them. Take time to teach both job candidates and hiring managers what they should expect.Rather than walking away, educate your customers on both sides of the fence about what their salary expectations should be. Begin by asking permission to play the role of teacher for example, you could reply, If youd like, I could sh are with you some of my experience in working with other candidates and hiring managers.Youll almost invariably get an affirmative answer.When you do, be as specific as you can be without betraying any confidences. For example, to a candidate who is seeking an over-the-top salary, you might say, Ive recruited around ten people with similar qualifications to yours and last year I conducted benchmarking studies of starting salary offers in our industry. Im sorry to say that my experience suggests that your expectations are high by ten to twenty percent. I dont mean to discourage you, but I thought you might like to know what I know.Or, to a hiring manager who is intent onreducing time to hire and tells you that because of the recession I expect you to find the right candidate even more quickly, you might draw parallel to another marketplace I see myself as a sort of real estate agent, only I find candidates to hire instead of houses to buy. But remember, youre looking for a house that works for you. More inventory means you may spend more time looking for the perfect fit, not less. Thats true in housing, and its no different in recruiting.Second, Be an AdvisorTeaching is the first step in your recruitment strategy, but its not enough. In reality, youre not just an educator, but also an advisor.Remember, most candidates only land in the job market when theyre unemployed or unhappy. Theyre not studying the job market theyre trying to survive And most hiring managers dont understand the market either, for the same exact reason they only participate in employee sourcing and hiring when theyre overwhelmed and looking to hire the right candidate.Unlike your two sets of customers, however, you spend your career on both sides of the job market. You know whats different this month and this year, and you also know that some things never change.Of course, candidates and managers dont know that you know all this. They only know what they see, and too often they see you doin g administrative things passing along resumes, extending phone calls and conducting interviews.To be seen as an advisor in the hiring process,you must behave like one. In other words, make sure your candidates and your managers see you offering useful counsel at least as often as they see you performing clerical duties. That means taking the time to come up with sound advice, and offering it as part of a recruiting strategy.When you deliver a resume to a manager, for example, add some commentary about recent experiences with other graduates of the same degree program, or other ex-employees of the same company. (That degree program is considered among the best in its class, for example, or weve hired three other people from that company I can put you in touch with their managers if you like.) Be honest about what you do and dont know, and ask for the managers impressions to help formulate your post-interview knowledge base for the future.You can also provide advice to candidates.Obv iously, as a representative of your company you might have information about competitors hiring practices that you dont want to share. Still, that doesnt prevent you from offering advice at a more general level. For example, by giving candidates tips about what to expect in your companys interview process, you can help them to relax and put their best foot forward. Thats in everybodys best interest you want your hiring manager to get a sense of the candidates real potential from the interview that can be obscured if the candidate is unprepared or nervous.Finally, Be an Account ManagerWhether internal or external, as a recruiter you dont just work for hiring managers you work for accounts. Depending on your position, an account might be a company, a division or department, or even a single hiring manager who uses you for multiple needs over time. Whatever the arrangement, to be truly successful as a recruiter, you need to manage your accounts.Managing your accounts goes beyond teachi ng and advising individuals. Thats because the needs of accounts are complementary to, but different from, the needs of the individuals within them.For exampleThe hiring manager needs a person to fill the requisition so that work gets done, now. The account needs a hire that is going to last over the long term, not one that will cost time and money for training today, only to leave for another job in six months.A manager needs to conduct interviews that get to the heart of whether the person can do the job. An account needs to conduct interviews to maintain a fair and legal hiring process.A manager needs to put together a team. An account needs to create a sustainable workforce.Also, dont forget that as the recruiter, you have complementary but separate goals for individuals and accounts too.Completing the hire is different from growing the account ideally, you want to do both. A good recruiter adds value today and positions him or herself to do so again in the future.When you inter act with hiring managers, think and speak in terms of account-level needs, as well as individual needs. Set the example by balancing short term and long term considerations, such as gently reminding managers about the high cost of common hiring mistakes.If you can position yourself as a resource that helps your account find the right hire at a reasonable cost, not just the first hire at the lowest cost, you will stop being viewed as clerical and instead become a valuable asset to the accounts that fund you.Recruiting is what You Make ItYour role as recruiter, like everyones, goes way beyond its title. We all have bad days at work, and some days you will certainly feel like recruiter is synonymous with scapegoat or mercenary. But if you work to make your title synonymous with educator, advisor, and trusted ally in the job market, you may be pleased with the results. Not only will you get more respect and more rational expectations from both sets of your customers, but you might even enjoy your job a little more too.Author BioEdward G. Muzio, CEO of Group Harmonics, is the author of the award-winning books Make Work Great Supercharge Your Team, Reinvent the Culture, and Gain Influence One Person at a Time and Four Secrets to Liking Your Work You May Not Need to Quit to Get the Job You Want. An expert in workplace improvement and its relationship to individual enjoyment, Muzio has been featured on Fox Business Network, CBS, and other national media. For more information visit Make Work Great and follow the author on Facebook.

Powerful Sales Questions to Ask Your Prospects

Powerful Sales Questions to Ask Your ProspectsPowerful Sales Questions to Ask Your ProspectsAsking sales questions of each and every prospect will make your sales process easier and more effective. Doing so will help you uncover your prospects needs and concerns so you can deliver a customized pitch that focuses on whats most important to that prospect. Any question that allows you to more closely understand a prospects needs is a good one, but certain sales questions can be powerful and useful for nearly every prospect, whatever their individual situation may be. Whats Changed Recently? This question can be phrased in several different ways, such as How has your industry changed in the past six months? or What has changed in the way you do business? or even What changes do you expect to see in the near future? However you phrase it, this question digs at what has changed for your prospect and how theyve reacted or expect to react. Understanding the changes affecting your prospec t gives you an excellent look at their needs and how they may be changing as well. Talking about changes will also give you a glimpse at your prospects emotional state. When they talk about whats changed, pay close attention to whether they react with fear and anxiety or if they seem pleased and excited? Thats an important clue that you can use to direct your next set of questions. Show Youre Listening Make sure prospects know youre listening as they answer your questions. Take notes, dont interrupt, and repeat back what they tell you in your own words. What Would You Like to Talk About? This question is a powerful way to quickly focus the conversation on whatever matters most to the prospect. The best time to ask this question is right after scheduling a sales appointment or other meeting with a prospect or customer. This allows you to get an advance peek at your prospects needs and to come up with other questions (and comments) that are designed to appeal to those needs. Anoth er good time to ask this question is when youre having trouble getting an understanding of the prospect. Sometimes, even though youre asking all the right questions, you may get nothing but yes-or-no answers. Asking the prospect to pick a topic helps you to find a way through that resistance. Ask Open-Ended Questions Asking open-ended questions allows your prospects to lead the conversation, open up, and reveal whats important to them. Avoid asking yes-or-no questions when possible. Do You Have Any Questions? This question is almost mandatory after youve finished a sales presentation. Another and equally relevant way to phrase it is, Do you have any concerns? Asking this question in either form after a presentation is also a great way to fish for objections. The sooner you can get those objections out in the open and resolved, the sooner you can move along with the sales process. Youd also probably choose this phrasing if you noticed the prospects body language during your prese ntation was less than positive. In fact, if a prospect seems to react negatively at any point during your presentation, you should probably pause and ask this question. Its better to find out right away if youve said something that triggers a negative reaction in a prospect. Ask Follow-Up Questions Dont be afraid to ask for clarification or more information. Here are some additional questions you can askWhats an example of that?Can you be a little more specific about that?Can you tell me more about that?How did that affect your business? What Do You Need to Move Forward? This question is powerful because the answer usually tells you exactly what you need to do to close the sale. Once youve uncovered the prospects needs, made your pitch, and answered any objections, its time to find out where you stand with the sale. In the best case scenario, your prospect will answer this question with, Nothing. Im ready to move forward now. At this point, you can pull out your paperwork and ge t his name on the dotted line. On the other hand, if you get an answer along the lines of Ill need to think about it or something equally vague, you could be in trouble. This type of response usually lets you know that you have a lot of work to do before you can hope to close the sale. Many times youll get a response somewhere between those two, such as Ill need to look at a couple of your competitors first or I need to give your proposal to my boss and get approval before we can move forward. Understand the Process Its important to get an understanding of the prospects decision-making process. Thatll help you decide which questions to ask, when to ask them, and to whom. More Effective Sales Questions Other questions to ask of prospects include What are your top priorities right now?What are your goals (both short-term and long-term)?Whats holding you back from meeting your goals?What is the companys decision-making process like?Whats the outcome youre looking for with this prod uct/service?Who else is involved in this purchasing decision?