HR Professional - December 2007/January 2008 - (Page 42) HR 101 B Y R YA N E S T I S SALES EFFECTIVENESS: 10 STEPS TO SUCCESSFUL CORPORATE RECRUITING ILLUSTRATION BY MICHAEL EDDENDEN P I. II. rofessional selling is not unlike the practice of law or accounting. It includes a set of core competencies that, if understood, developed and mastered will lead to tremendous success. Sales success is the culmination of extreme effort, developed subject matter expertise and a passionate belief that you can help someone do something better. The same principles apply to effective corporate recruiting. The best and brightest are highly coveted and, in turn, have an abundance of options. The best recruiters understand that in the people business, you have to earn the opportunity to hire the very best candidates. Be likable People prefer to do business with, work around and for people they like and trust. Often, before they come to work for you, they need to like you. Respect and serve Where selling once was likened to persuasion and even manipulation tactics, today it’s simply about helping people or companies improve. Recruiting is no different. Helping people determine fit, providing feedback, guidance, insights and support through the process demonstrates sincere interest and respect for candidates who are making a critical life decision. III. Follow-up and -through Treating candidates like customers creates a sense of urgency. A-level talent is on the marketplace for a short period of time, so immediate follow-up is critical to successful conversions. Coveted candidates have lessening patience for long delays and limited feedback and communication. 42 D e c e m b e r 2 0 0 7 / J a n u a r y 2 0 0 8 HR P R OF E S S I ON A L
Table of Contents Feed for the Digital Edition of HR Professional - December 2007/January 2008 HR Professional - December 2007/January 2008 Contents Editor's Letter Contributors Leadership Matters Website Did You Know By the Numbers Technology Study News: Ontario Regulatory Enforcement Compensation News: Postponing Retirement Legal Compensation On Message Public Image Ltd. Building Brand Equity Research Strategy HR 101 Interview with Marshall Goldsmith Off the Shelf The Last Word HR Professional - December 2007/January 2008 HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page Cover1) HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page Cover2) HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page 3) HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page 4) HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page 5) HR Professional - December 2007/January 2008 - HR Professional - December 2007/January 2008 (Page 6) HR Professional - December 2007/January 2008 - Contents (Page 7) HR Professional - December 2007/January 2008 - Editor's Letter (Page 8) HR Professional - December 2007/January 2008 - Editor's Letter (Page 9) HR Professional - December 2007/January 2008 - Contributors (Page 10) HR Professional - December 2007/January 2008 - Contributors (Page 11) HR Professional - December 2007/January 2008 - Leadership Matters (Page 12) HR Professional - December 2007/January 2008 - Leadership Matters (Page 13) HR Professional - December 2007/January 2008 - By the Numbers (Page 14) HR Professional - December 2007/January 2008 - News: Ontario Regulatory Enforcement (Page 15) HR Professional - December 2007/January 2008 - News: Postponing Retirement (Page 16) HR Professional - December 2007/January 2008 - News: Postponing Retirement (Page 17) HR Professional - December 2007/January 2008 - News: Postponing Retirement (Page 18) HR Professional - December 2007/January 2008 - Legal (Page 19) HR Professional - December 2007/January 2008 - Compensation (Page 20) HR Professional - December 2007/January 2008 - Compensation (Page 21) HR Professional - December 2007/January 2008 - Compensation (Page 22) HR Professional - December 2007/January 2008 - On Message (Page 23) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 24) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 25) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 26) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 27) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 28) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 29) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 30) HR Professional - December 2007/January 2008 - Public Image Ltd. (Page 31) HR Professional - December 2007/January 2008 - Building Brand Equity (Page 32) HR Professional - December 2007/January 2008 - Building Brand Equity (Page 33) HR Professional - December 2007/January 2008 - Building Brand Equity (Page 34) HR Professional - December 2007/January 2008 - Building Brand Equity (Page 35) HR Professional - December 2007/January 2008 - Building Brand Equity (Page 36) HR Professional - December 2007/January 2008 - Research (Page 37) HR Professional - December 2007/January 2008 - Research (Page 38) HR Professional - December 2007/January 2008 - Strategy (Page 39) HR Professional - December 2007/January 2008 - Strategy (Page 40) HR Professional - December 2007/January 2008 - Strategy (Page 41) HR Professional - December 2007/January 2008 - HR 101 (Page 42) HR Professional - December 2007/January 2008 - HR 101 (Page 43) HR Professional - December 2007/January 2008 - Interview with Marshall Goldsmith (Page 44) HR Professional - December 2007/January 2008 - Interview with Marshall Goldsmith (Page 45) HR Professional - December 2007/January 2008 - Interview with Marshall Goldsmith (Page 46) HR Professional - December 2007/January 2008 - Off the Shelf (Page 47) HR Professional - December 2007/January 2008 - Off the Shelf (Page 48) HR Professional - December 2007/January 2008 - Off the Shelf (Page 49) HR Professional - December 2007/January 2008 - Off the Shelf (Page 50) HR Professional - December 2007/January 2008 - Off the Shelf (Page 51) HR Professional - December 2007/January 2008 - Off the Shelf (Page 52) HR Professional - December 2007/January 2008 - Off the Shelf (Page 53) HR Professional - December 2007/January 2008 - The Last Word (Page 54) HR Professional - December 2007/January 2008 - The Last Word (Page Cover3) HR Professional - December 2007/January 2008 - The Last Word (Page Cover4)
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