jobvite webcast: raise your hr game by thinking like a money-hungry vp of sales. by kris dunn &...

Raise Your HR Game by Thinking Like a Money-Hungry VP of Sales

“Get Them to Sign On the Line

Which is Dotted”…

What HR is Thought to be good at

What We’d Like to Add

to that

What we don’t think about a lot

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

Without you feeling like you’re this guy…

Here’s our Top 7 Ways to channel the Sales Pro in what you do…

Problem #1

Being a victim of other’s

unreasonable expectations

WWTSPD?(what would the Sales Pro Do?)

She’d understand value of delivering the

"first-strike" offer at the start

of any negotiation

TALKING TRACKS!!“Our sweet spot from a salary perspective for this role is 65K.”

“It’s a difficult conversation, because it’s pretty common for people to be asked to leave a company for this type of issue.”

Problem #2

No Budget for New

Tools

WWTSPD?(what would the Sales Pro Do?)

He’d Ask for the Top-of-the-Line

System…knowing he’ll get the next

best thing…

“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.

Here is an alternative we should consider…

TALKING TRACKS!!

It’ the Small, Medium, Large concept…We got the small, we want the large – we’ll end up with Medium.

Just make sure your Medium solution will do what you need.

Problem #3

-Talking In Circles

-Slippery

WWTSPD?(what would the Sales Pro Do?)

She’d Ask for a Forecast

& Probability

“What’s the percentage probability the candidate is going to accept that offer?”

“What’s the probability that team member is going to leave as a result of your decision?”

TALKING TRACKS!!

Problem #4

Not Having the Influence to Make Necessary Change

WWTSPD?(what would the Sales Pro Do?)

He’d find out what really pains

those with influence.

TALKING TRACKS!!“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?”

“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”

Change happens quickly when the (T)pain becomes unbearable…

Problem # 5

-Getting Buy-In During Difficult Conversations

WWTSPD?(what would the Sales Pro Do?)

She’d understand that whoever speaks first after a brief period of silence usually loses…

TALKING TRACKS!!

Problem #6

We are a service

organization and don’t impact the bottom-line

WWTSPD?(what would the Sales Pro Do?)

He’d develop an ROI for the services his organization

delivers.

TALKING TRACKS!!“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.

I need $10K for a national ad strategy.”

Your HR Programs are really great…but executives care about results!

Problem #7

People Don’t Want to Talk About Money

WWTSPD?(what would the Sales Pro Do?)

She’d use the concept of

“bumpers” to box those who don’t want to

talk money in…

“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?”

TALKING TRACKS!!

Let’s Connect:

For Tim:Sackett.tim@hru-tech.comwww.hru-tech.comTwitter: @TimSackettLinkedIn: www.linkedin.com/in/timsackett

For KD:hrcapitalist@gmail.comwww.hrcapitalist.comwww.fistfuloftalent.comTwitter: @kris_dunnLinkedIn: www.linkedin.com/in/krisdunn