Posts

How Do I Get Motivated When My Team Aren't?

How Do I Get Motivated When My Team Aren’t?

Here’s a question that I have been asked many times over the years, “How can I get motivated when my team aren’t?”

Whether it is due to team members changing, a new manager, or just a change in personal circumstances, many salespeople, at some point in their career, end up working in a team where others are not as motivated as they are. If you cannot deal with this, it can drag you down too.

Read more

How to set the compensation structure for your startup

How to set the compensation structure for your startup

Striking a compensation structure is usually the last thing on any founder’s mind. But just like the exercise regime that you keep putting off, it will only slowly manifest into an enormous problem in the future.

And I am not talking about anything complicated. This isn’t going to be a 10-levels, multi grids table with complex formulas that will take a rocket scientist to understand.

It is a simple framework to provide the right foundation that will compliment your scaling journey.

Read more

How to Properly Reward Your Employees

How to Properly Reward Your Employees

When it comes to the employee recognition rewards, most companies tend to reward the five years of loyal service. According to a recent report by the Bureau of Labor Statistics, the median tenure of workers aged 55 to 64 is somewhere around 10.1 years and when it comes to workers aged 25 to 34, the number drops significantly, to around 2.8. This means that a vast majority of the today’s young workers (in particularly millennials) is unrecognised for their contributions.

Read more

5 tips to stay out of the nice guy/gal trap

The more amenable you are and the more you help others, the more they will like you. And the more they like you, the more they will buy from you. And being agreeable and saying, “Yes” is just polite and nice. Right?

Maybe not.

Read more

Push v Pull management… which one are you?

 

Push v Pull management… which one are you?Some managers need to be constantly pushing and driving their team to ensure sales activity is completed and targets met. Other managers inspire, positively lead by example and assertively empower their teams so they drive themselves when the manager is absent.

Do any of these styles ring a bell?

 

 

Read more

To hire or not to hire, that is the question.

For the owner of a small agency, it’s a difficult decision that could take your business to the moon, or send it crashing into the landfill.

For the manager or director of a recruitment giant, it is also what your reputation and future promotions may hang on.

When to hire, who to hire and whether to hire at all?

Read more

Top performing consultant = manager, right?

So you’re a great consultant, the top biller in your company and everyone is asking you “when are you going to be a manager?”

This seems to be a typical situation for recruitment consultancies the world over. As soon as consultants start performing well, the senior management team label them as a major part of their succession planning strategy. Sometimes the individual hasn’t even been asked!

Read more

How managers increase revenue from established billers

We all know the feeling well. The job market is being squeezed, financial markets are at an all time low and your clients don’t want to use recruiters. When they do come to you they try to squeeze the fees, you are not making many placements and you are looking for the answer, some help, anything!!

When the markets are like this you tend to spend more time analysing your sales staff activity. It is easy to see who is doing what, who is trying their hardest to create something out of nothing and those that are just stumped for ideas, or worse, just can’t be bothered.

With your experience of boom and bust recruitment markets you talk to your staff and you make suggestions, set targets, even have the odd competition in order to give your sales activity the shot in the arm it needs.

Then you pray (joke).

But in a strange way it’s easy to handle contractions or downward trends in the market, even market shocks can be navigated but what if everything is going well? Maybe we are just getting used to it?

But what if the markets are buoyant, your clients are calling in mandates, your teams are making placements, but you know in your heart of hearts that they could be producing more?

What about your top billers – what if they are making a ton of placements, but you know they are not even out of second gear? You know that if they put their foot on the gas they could take it to the next level. How do you get them to listen to you and to do it?

Read more

Your new team member – The first 90 days – Leading them to success

The first 90 days for any new hire is critical. It’s your role as their manager to lead them to success.

Read more