Jobvite Webcast: Raise your HR Game By Thinking Like a Money-Hungry VP of Sales. By Kris Dunn & Tim Sackett

Raise Your HR Game by Thinking Like a Money-Hungry VP of Sales,[object Object],“Get Them to Sign On the Line,[object Object],Which is Dotted”…,[object Object]

What HR is Thought to be good at,[object Object]

What We’d Like to Add to that,[object Object]

What we don’t think about a lot,[object Object]

We think Sales Pros can teach HR a lot about influencing decisions and getting to “yes” in whatever is important to you…,[object Object]

Without you feeling like you’re this guy…,[object Object]

Here’s our Top 7 Ways to channel the Sales Pro in what you do…,[object Object]

Being a victim of other’s unreasonable expectations,[object Object]

WWTSPD?(what would the Sales Pro Do?),[object Object]

She’d understand value of delivering the "first-strike" offer at the start of any negotiation,[object Object]

TALKING TRACKS!!,[object Object],“Our sweet spot from a salary perspective for this role is 65K.”,[object Object],“It’s a difficult conversation, because it’s pretty common for people to be asked to leave a company for this type of issue.”,[object Object]

No Budget for New Tools,[object Object]

He’d Ask for the Top-of-the-LineSystem…knowing he’ll get the next best thing…,[object Object]

TALKING TRACKS!!,[object Object],“Here’s what we are currently using and its limitations. Software “X” can do this and that and the other thing – that we all agree we need – and yes it cost more than our budget. ,[object Object],Here is an alternative we should consider…,[object Object]

It’ the Small, Medium, Large concept…,[object Object],We got the small, we want the large – we’ll end up with Medium.,[object Object],Just make sure your Medium solution will do what you need.,[object Object]

-Talking In Circles,[object Object],-Slippery,[object Object]

She’d Ask for a Forecast & Probability,[object Object]

TALKING TRACKS!!,[object Object],“What’s the percentage probability the candidate is going to accept that offer?”,[object Object],“What’s the probability that team member is going to leave as a result of your decision?”,[object Object]

Not Having the Influence to Make Necessary Change,[object Object]

He’d find out what really pains those with influence.,[object Object]

TALKING TRACKS!!,[object Object],“I need to go over an idea I have that I think will help solve your Ops issue, do you have any time next week to talk it over at lunch?”,[object Object],“I’ve been thinking about your problem and I think we might have a solution – let me know when you have 20-30 minutes and I’ll stop by to discuss”,[object Object]

Change happens quickly when the (T)pain becomes unbearable…,[object Object]

-Getting Buy-In During Difficult Conversations,[object Object]

She’d understand that whoever speaks first after a brief period of silence usually loses…,[object Object]

TALKING TRACKS!!,[object Object]

We are a service organization and don’t impact the bottom-line,[object Object]

He’d develop an ROI for the services his organization delivers.,[object Object]

TALKING TRACKS!!,[object Object],“Look we have 5 openings for Pharmacists – each day these are open we lose 150 scripts to a competitor – we net $X from each script – multiply by 5 and daily and we are losing thousands of dollars per week these spots are open. ,[object Object],I need $10K for a national ad strategy.”,[object Object]

Your HR Programs are really great…but executives care about results!,[object Object]

People Don’t Want to Talk About Money,[object Object]

She’d use the concept of “bumpers” to box those who don’t want to talk money in…,[object Object]

TALKING TRACKS!!,[object Object],“If we get to the end of this process and you’re our candidate, the offer is going to come in between 70K and 75K. If we get to that point, will that be an offer you will accept?”,[object Object]

Let’s Connect:,[object Object],For Tim:,[object Object],Sackett.tim@hru-tech.com,[object Object],www.hru-tech.com,[object Object],Twitter: @TimSackett,[object Object],LinkedIn: www.linkedin.com/in/timsackett,[object Object],For KD:,[object Object],hrcapitalist@gmail.com,[object Object],www.hrcapitalist.com,[object Object],www.fistfuloftalent.com,[object Object],Twitter: @kris_dunn,[object Object],LinkedIn: www.linkedin.com/in/krisdunn,[object Object]

Jobvite Webcast: Raise your HR Game By Thinking Like a Money-Hungry VP of Sales. By Kris Dunn & Tim Sackett

Jobvite Webcast: Raise your HR Game By Thinking Like a Money-Hungry VP of Sales. By Kris Dunn & Tim Sackett

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Jobvite Webcast: Raise your HR Game By Thinking Like a Money-Hungry VP of Sales. By Kris Dunn & Tim Sackett