Retention – Why it should be a business focus
Employee retention is a critical issue as companies compete for talent in a tight economy. The costs of employee turnover are increasing, and other ‘soft costs’ like lowered productivity, decreased engagement, training costs and cultural impact. The bottom line is that by focusing on employee retention, organisations will retain talented and motivated employees who genuinely want to be a part of the company and who are focused on contributing to the organisation’s overall success. Follow these three easy to apply strategies to increase your companies retention. Retention starts with recruiting Retention starts right from the beginning, from the application process to screening applicants to choosing who to interview. It begins with identifying what aspects of culture and strategy you want to emphasise, and then seeking those out in your candidates.” Identify candidates who will stay the course Have they worked at a company for many years through ups and downs? That speaks to loyalty, perseverance, engagement,” he says. “You should also look for someone who plays team sports, who has committed to volunteer or other activities outside of work — that can help tell you that they are invested in a cause, a team, a sport, yes, but also that they have the mindset to stick with something they really care about Provide ongoing education and clear paths to advancement Promoting from within not only provides a clear path to greater compensation and responsibility, it also helps employees feel that they’re valued and a crucial part of the company’s success. Of course, promotions go hand-in-hand with employee development and education, which should be another tool in your retention arsenal. Whether by corporate training to help foster the acquisition of new skills, new technologies or new processes or through tuition reimbursement from outside courses, furthering your employees’ education can help them feel valued and invested in the company If you are struggling with the recruitment process or managing employees, please contact me. Anthony Kettle is the co-owner of West Coast Personnel, a successful recruitment agency that has been around for going on 21 years in the Table View, Western Cape area. Anthony specialises predominantly in the engineering and manufacturing space; however, he has a wealth of knowledge to impart all aspects of recruitment. He has recently published his books, The Job Seeker’s Handbook and The Recruiter’s Handbook, available on Amazon as eBooks. You can connect with Anthony via email, web, or social platforms – Facebook – Instagram – Twitter – LinkedIn
The main reason you may be losing out on business (clue: your salespeople)
If you find that your sales numbers are dropping and while your salespeople are sending out proposals left, right, and centre, they are simply not being taken up, you need to look internally. Your product or service is great! You know it is. Your existing customers rave about it and refer you often. The price point is good, too, and you know that you are offering a competitive solution. What could be the problem? However, since you’ve taken yourself out of the sales process, which is quite normal when your business starts to grow, you find that the numbers are just not the same. Even though you may have put very clear processes in place which take your salespeople from research and resourcing to contact to selling, their proposals are being turned down. It’s time to focus on the Sales People If it’s clear that the problem lies in closing sales, you need first to ensure your salespeople understand how to close. What is closing? In principle and theory, it’s about: Being prepared Giving the pitch Answer and solve objections Ask for the sale Simple, really? But, out there in the real world, it can be quite tough. Research shows that over 80% of people will say no to a salesperson 4 times before saying yes. So, given that piece of information, it appears that persistence should form part of the process. There are, of course, various closing techniques, but this is not about that. Let’s take a step back and assess your salespeople closely. What are your salespeople made up of? A typical salesperson has a few traits that make up their whole. Sure, not all salespeople are the same, but they definitely need to have a set of skills to see them through the sales process smoothly. Empathy – essential for the salesperson to see the customer’s side; Confidence – closely linked to cockiness, but there is a fine line between having confidence and arrogance – know the difference when you recruit; Competitiveness – vital for them to push through those nos’; Resilience – hand in hand with competitiveness; Social – they need to be able to connect and communicate well with others; Passion – and belief in what they are selling. If you feel that any one of them may not fit the bill, you need to analyse their sales records and then chat to them. It may be they are not in a good place, and their normally active sales skills are simply on freeze-mode. They may need a pep talk. They may need a little hand-holding. Take time to find out what the problem is. If, after assessment, you find that the salesperson certainly should not be in sales, then you may need to find another seat for them. So, essentially, your salespeople are an integral part of your sales process – that much is obvious. But, instead of re-teaching them sales closing techniques, get closer to them. You chose them for a reason when you recruited them, but circumstance and life can alter a sales person’s performance. Closing line? Dig deeper. Get close to your salespeople. Understand them better. This may help the closing of proposals. If you are struggling with the recruitment process, please reach out and chat with me. Anthony Kettle is the co-owner of West Coast Personnel, a successful recruitment agency that has been around for going on 21 years in the Table View, Western Cape area. Anthony specialises predominantly in the engineering and manufacturing space; however, he has a wealth of knowledge to impart all aspects of recruitment. He has recently published his books, The Job Seeker’s Handbook and The Recruiter’s Handbook, available on Amazon as eBooks. You can connect with Anthony via email, web, or social platforms – Facebook – Instagram – Twitter – LinkedIn
How to fast track your career
If your idea of a fulfilling career includes promotion, responsibility and overall growth, you’re in the right place. There are many things to take into consideration once you’ve realised where you want to be in your career. To help ascertain whether you are ready to fast-track it, ask yourself these questions: 1. Am I knowledgeable enough to fill my desired position? 2. Am I emotionally mature enough to fill that role? 3. Am I respected in my workplace? 4. What do I consider the “peak” of my career to be? These are basic questions but should definitely be thought over before deciding that you want to put the pedal to the metal in your career. Growth is great but gradual growth is better. Walking into your first job and visualising yourself sitting in your CEO’s chair within a few months is a little over-ambitious but having that goal set speaks volumes for your hunger for growth and success. Let’s first work through these 5 questions before putting yourself under any unnecessary pressure. AM I KNOWLEDGEABLE ENOUGH TO FILL MY DESIRED ROLE? Knowledge is not only a degree in business. It’s also attained by practical experience. Having attended a tertiary institution and being awarded that degree is a brilliant foundation, however, it’s not all we need to take into consideration. Gain the knowledge you need, ask questions, build a report with your colleagues and let your successes subtly cross your manager’s desk. Grow in knowledge and experience. Being conscious of this at the very beginning of your career sets you one step ahead. AM I EMOTIONALLY MATURE ENOUGH TO FILL THAT ROLE? Again, with experience comes the emotional maturity required to lead others. While working your way up the corporate ladder, there may very well be a team of staff both reporting to you and looking up to you. One of the key attributes required to lead a team is confidence. Read again. CONFIDENCE. Not arrogance. Don’t mix the two. This leads us to the next question … AM I RESPECTED IN MY WORKPLACE / INDUSTRY? If the answers to questions one and two are “YES”, you could probably do the same with this question. Being knowledgeable enough gains you respect as an employee and colleague. Your knowledge in your industry being commended and your ability acknowledged demonstrates peer respect. Being emotionally mature enough to feel secure and confident in your job gains you respect as an individual. If you have both of these nailed, you’re well on your way to the fast lane. WHAT DO I CONSIDER THE PEAK IN MY CAREER TO BE? Landing your first job at 21, being regularly promoted and becoming CEO / MVP/ BIG BOSS at 30 sounds like a dream and a perfect score. You’ve reached your goal through your “fast-tracking” within 9 years. Now what? For the next 30 odd years, you’ll be at that “peak”, which (by the way) after the first decade or so will be better referred to as a “plateau”. Space your career. Set some short term goals and work towards them, not only focus only on the end goal but the smaller, yet equally important, goals. The small victories build character, stamina, report, and respect. If, after going through these questions and performing a quick self-assessment, you feel you are a perfect “fast-track” candidate, here are some tips to level up in your career: Network – meet and mingle with people in your industry. Get your name known. Attend Workshops – again, you’ll meet people who have the same drive for growth. Learn, Learn, Learn – take a course or two to gain more knowledge in your field. Find a mentor – find a person you can look up to and learn practical lessons from. Polish up on your skills – Problem-solving, organization, time management. Fast-tracking your career is great but make sure it’s for you. Don’t put too much pressure on yourself to reach the end goal too quickly. Know your limits, know your abilities and know where you are before running to where you want to be. A steady pace wins the race. To see what we have on offer – be sure to check out our recruitment channel.
Job Shadowing – Take our tips and do it like a boss
Job shadowing can be daunting. You are there to observe and learn, and most times you can feel like you are in the way. Job Shadowing like a boss UNDERSTAND THE JOB PARAMETERS BEFORE YOU ARRIVE Do some research beforehand. Sure, you are there to learn, but knowing a bit about the position will help you feel less nervous and also look more efficient and proactive. HAVE A SET OF QUESTIONS READY TO ASK What you don’t understand is best covered by asking. Don’t be too overzealous with the questions though – you don’t want to irritate – remember whomever you are shadowing has to actually do their job whilst you are there. Keep the questions to a minimum and make them count. ASK HOW YOU CAN MAKE THEIR DAY EASIER Job shadowing is also about assisting, as this is the best way to learn. So, ask them upfront, before you start, how you can help them make their day easier. They will appreciate your presence more if you are taking a load off their plate too. KEEP A NOTEPAD AND PEN HANDY You are not expected to remember everything you are shown, so be sure to write it down. It would be super irritating if you kept asking the same questions, and if you are there to eventually take over that position, you don’t want to be bugging others about what to do. BE INTERACTIVE WITH OTHERS Besides the person you are job shadowing, speak to the other employees. Ask them how they enjoy working there, how long have they been there, and what they do exactly. Remember, you will be working with these people going forward. Make nice now. PUT YOUR PHONE AWAY Sitting on your phone, taking calls, or scrolling through Facebook is not going to help you. And, it will look really bad to the boss and to the others who are actually working. Slip that phone into your bag or pocket and forget about it. When you are given a break, then you can walk away to a private area and do your thing. BE POSITIVE AND FRIENDLY Put a smile on your dial and make the most of your time there. You never know where a job shadow will lead you, so be the best you can be at the moment in time. And … good luck! Be sure to follow us on Facebook!
HAPPY YOU – HAPPY WORK – MAKE THE MOST OF WORK LIFE
No way around it – you have to work, and for a good part of your life, and mostly this will be for someone else. So, you may as well make the most of it, and be happy! Easier said than done, especially if you are not working in a job that you like, if what you’re doing is not your passion, and if the conditions are not good. But, it really does come down to attitude and perception. What do we mean? The way that you look at something and the way you perceive it can change your mind about it 100%. Finding the meaning and value in every task, every action and every moment, can release you from the chains of negativity and unhappiness. This doesn’t only apply to work but in life in general. But, let’s start with work, as you will be spending most of your adult life here. First, ask yourself why you are there. It could be a means to an end i.e. pay the bills, ensure your family doesn’t suffer, or you’re studying and need a job. Or maybe its a stepping stone in your career path. Those reasons, whatever they may be, should be a motivation for you to move through your workday with easier steps. Then look at each and every task you take on. What meaning can you find in the task itself? Sure, it may not add value to you directly, at that moment, but the task is a stepping stone in a bigger pond. The business you work for needs that task to be done and to be done well in order to complete a puzzle. Your input is part of that puzzle building, and in the end, fulfilling an integral need the business has. You are an important element in that project. Getting that will help you on your way to happy. You need to look at the job at hand, and even if someone else could do that job, you have to do it so well, that you know no one could have done it better. In that way, you have put yourself at the top of the food chain. You have become indispensable to the company when you offer value, even if it is through a mundane and boring task. Your input can also have positive repercussions that will affect other people in the business. Most activities are part of a team effort even if you never deal with the other people. There is rarely an activity that requires only one single input. Writing an order needs to then go to the person that will place the order, then to the one that will pick the order, check it and on to delivery. Mundane as it may be, you are all cogs in a working machine. Are you going to be the happy part of this process? Attending a meeting where you feel inadequate and useless could be because you are not adding value. Before the meeting, think about how you can add value. What can you bring to the table? How can you leave the room afterwards having them wonder where that came from and when will they see more? You can be your own worst enemy and making a difference is always up to you. There is always a bigger picture. Find that bigger picture and know that all the smaller paint swipes are just to build up to the finished artwork. Follow us on Facebook to keep up to date with news.
HOW TO SURVIVE THAT END OF YEAR PARTY
We know why companies put these end of year office party things together. They want to thank you for your hard work in the year and get the employees to socialise other than on a work level. We understand, but many find this time of the year and the social aspect of an office party with colleagues stressful. The mix of finger foods, eating etiquette (or the lack thereof), alcohol and finding something to talk about other than work, can cause high blood pressures and serious phobias. So, how can you survive that end of year office party? You want to be part of the office fun, but still keep face and professionalism, so here’s how. 1. Consider how alcohol affects you If badly, then rather err on the side of caution, and don’t have any. While we know that it will loosen you up and help you to relax, it can go pear shaped if you have too much. If you can handle your liquor, be sure to stick to one type. Mixing drinks doesn’t work for anyone. 2. Take someone with you If your office party allows partners, then take someone with you that you know will unfreeze the crowd and help you to blend in nicely. They can also keep you company when there is a lull in the conversation. 3. Think of pieces of conversation starters before hand if you don’t find it easy to start up a conversation, make a list of topics that others would find interesting, and that will spur on a debate. It is also safer to steer clear from religion, sex and politics. These subjects always tend to stir up the blood and generally never end well. Stick to topics around entertainment, business, relationships and more importantly, things that you know well. 4. Keep it professional While it is easy to lay it thick on the friendly-mode and of course, alcohol will spur that on, keep it professional. You have to face these people on Monday again and you don’t want to be labelled the party animal, wall-flower or worse.
CAREER ISSUES – DON’T KNOW WHAT CAREER YOU WANT YET?
Don’t worry – most still don’t know what career they want. There has always been pressure on the youth to know and find that perfect career. Yes, some are lucky enough to step right into a job that they see through for their entire lives. Is it the job of their dreams? Maybe not, but they make a good run of it and it serves them well. Others just never find that one thing … ever! And, it can be painful to watch. But, what if some people were not meant to do one thing? What if there was benefit in having mini-careers? The Millennials seem to have hit the nail on the head there – moving around from one job to another, exploring options and seeing what works best for them. Is there merit in this sort of focus? Is it focus at all? Well, if you look at the billionaires of the world, they have mostly touched on various careers in their lives. Sure, there was one that was like gold and made them who they are today, but many of them will tell you they had no idea what they wanted to be for the longest time. If you’re there and you just can’t seem to pick one – don’t! We are not saying flitter around from one profession to another, but consider what different angles you can go to with what you love and enjoy doing. Some tips: Think about what you love to do – is there a gap to turn it into a career? Look at what others are doing which you aspire to – see whether you can ask them to be your mentor and become their apprentice Take a skills assessment – see what you are actually good at Research those areas where you feel an affinity to and see how you can better yourself within those avenues Find a mentor or life coach and explore opportunities and ideas – they are there to guide you and sometimes that is all that is needed
I NOW PRONOUNCE YOU EMPLOYER AND EMPLOYEE – Interviews vs. Dating
While you may be thinking that sounds seriously odd, preparing and going on a date has many similarities with preparing and going for an interview. Besides the nerves and excitement, there are many other areas that marry up (excuse the pun). Let’s break it down … WHAT TO WEAR? Yip, making sure you are dressed appropriately is important for both scenarios. Where are you going? When relating to a date, is translated to Who are you seeing? and Who is the company? All these answers will get you to the correct attire. BE ON TIME It is never wise, no matter whether its a date or an interview, to be late. In fact, be early, at least by 10 minutes. Not only does this take the stress out of getting there on time, but you also have a chance to suss out the surroundings, the people, and to assume your position of power. And, by that we mean, get into a space where you feel comfortable and confident. WOULD I LIE TO YOU? Well, hopefully you won’t. Lying never got anyone anywhere – okay – so that isn’t so true, – but in the end, it can come back to bite you. So, opt for truth vs. lies – honesty really is the best policy on both accounts. WHO ARE YOU? And, what we mean her is, who are you seeing? Do a little research. Sure, with dating, this means a bit of stalking, but isn’t that what the wonderful world of social media is for? Duh! No, seriously, research the company and person who is interviewing you. LinkedIn is great to find out all the ins and outs. BE FRIENDLY Whilst in the throws of your date … um sorry, interview, be nice. Ask questions. Smile. Be engaging and of course, be friendly. HURRY UP AND WAIT With that period after the interview, you want to wait a little before haggling the interviewer as to what their decision has been. Likewise, with a date, you don’t want to be running after them too much. Okay, there is merit in making contact the next day, but sometimes, the 3 day wait is beneficial. Again, in both situations. KNOW WHEN TO SAY YES Often times, you may not be completely sold on the idea of someone or in the case of an interview, on the company. You may not feel that their company culture fits you and you are not sure of the future prospects within the role. Weighing up all the pros and cons is important and sometimes, you have to give a little. (sounding familiar? (clears throat) You know, relationship stuff 101) It may never be the perfect match, but if you’re not getting the nod, you may want to consider going for it. You can always negotiate. Feeling ready for that date … interview?
ARE SA MILLENNIALS RUINING THEIR CHANCES OF FINDING WORK?
While millennials are still looked at as the now generation and we expect great things from them, they are, most of them at least, finding it tough to find jobs.
HURRY UP AND WAIT – JOB APPLICATION ETIQUETTE
The best way to follow up on a job application. The interview went well. You are feeling confident and excited. This job is yours! But, a week has gone by and you havnt heard from anyone. What do you do? Do you email, call? Is it too soon? Will they be irritated by you? Will they be happy that you followed up? It is always a difficult time – that period between interview and the call that will tell you that you succeeded or you failed. So, what is the proper protocol when following up on a job application? And, should you follow up at all? The consensus is that, yes, you most definitely should follow up. Its in the when and how that makes all the difference. As for when, it appears, according to a study with various HR Managers, that the best time to follow up is around 1,5 to 2 weeks after the interview. Ok, cool, so its been almost 2 weeks, now what is the best way to follow up? 1. Insider Info Check with anyone you know inside the company as to what the talk has been. This will give you a better understanding of how to approach the powers that be. 2. Go to the top If at all possible, get the decision makers details. That may be the HR Manager, the recruitment agency head, or the boss himself. They will be the best people to advise you on the job application. 3. Craft the perfect email You may not be a writer or linguist but a well crafted email can make a great impression. Ensure you include the following: – make your subject line clear i.e. Position of Sales Consultant – Follow up – address the person by their name – express that you hope they are well (its just nicer to start off that way than to jump straight in) – thank them for their time in the interview – ask politely if they have made a decision on the position – express in a short sentence why you still feel you are the perfect fit for the job – end it off with a thanks and that you hope to hear from them soon – don’t do the Yours faithfully bit – its old school – simply, all the best, and your name, will do 4. Follow up Call So, no response after another week after your email on the job application, what now? Now, you call. Ask to speak to the person you emailed and if its a good time. If not, phone back when it is. Asking them to call you back can lead to you not taking the call, missing the call for whatever reason, and that will just frustrate the caller. You call back. Once you have them on the line, pretty much follow a similar format to your email. Ask whether they received the email first, then let them tell you like it is. If they say there are still busy and to follow up in another week, well, then do that. And, ask whether you must email or call. Whether you get this job or not, you have followed a polite and non-invasive process. While you may not have succeeded here, keep pushing on and keep following up in this same way. Good Luck in your job hunting!