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  • Seven Sales Hiring Mistakes

    25 Jan 2012 12:20 | JHRS (Administrator)

    Sales leaders face the unique challenge of hiring reps who have personalities, interests and behaviors that align with the needs of a specific sales job. In a job interview situation, you can expect a candidate to do their best to “sell” you on why they should be considered for a position. Usually only a highly trained and experienced interviewer can determine if the candidate is truly cut out for the job and has the potential to succeed. However, far too few sales hiring managers possess this expertise and there are simply too many sales hiring mistakes. These mistakes are costly and highly disruptive to the rhythm of a high producing sales team.

    As a result, we sought to identify the top sales hiring mistakes and identified some best practices to help our clients avoid these pitfalls. We conducted comprehensive research that asked managers about their top sales hiring mistakes. This report seeks to better understand these mistakes and offers solutions to avoid making them in your company.

    Given the importance of hiring the right sales employees, our study had three objectives:

    • Identify the common hiring mistakes for sales organizations.
    • Uncover the sources of challenges companies face when making sales hiring decisions.
    • Explain how sales companies can avoid making common mistakes when hiring new employees.


    Download this report from The JHRS Knowledgebase under the "Recruiting/Staffing/Selection" sub-folder. (Requires Professional Level access.)

  • The Leader’s Guide to Motivating Without Money

    25 Jan 2012 12:16 | JHRS (Administrator)

    Recently, Profiles International conducted a survey entitled, “The Leader’s Guide to Motivating Without Money.” This survey addresses an important issue facing many organizations in motivating employees in ways other than through payroll.

    Motivating employeesto perform to their maximum potential is the responsibility of an organization’s leaders. In today’s economy, many companies no longer have the luxury of using money as a motivational tool. We constructed this study to find out how organizations are motivating their employees without the use of money.

    Given the importance of motivating without money, our study had three objectives:

    • Identify the prevalence of employee motivation in the workplace and how it can influence an organization and its employees.
    • Uncover the sources of challenges companies face when trying to stimulate employee productivity.
    • Understand how an organization can motivate employees without money.


    Download this report from The JHRS Knowledgebase under the "Other HR White Papers, Publications, and Resources" sub-folder. (Requires Professional Level access.)

  • Training and Developing Employees to Succeed

    25 Jan 2012 12:09 | JHRS (Administrator)

    Skills trainingis measured by how well the participants apply the newly learned skills when they return to their jobs. Although training technologies have effectively improved the quantity and quality of skills learned in training, disappointingly few skills are actually implemented on the job.

    What can managers and trainers do to ensure that the employees apply the skills they learn in training?

    To ensure that trainees apply new skills on the job, managers and trainers must enforce these learned skills before, during, and after training. In doing so, managers ensure that the proper skills are in place In this report we will address how to develop your staff training and development program.

    Training and development should be continual, so we will focus on :

    • Preparing a training and development program
    • Conducting the training and development program
    • Maintaining a training and development culture


    Download this report from The JHRS Knowledgebase under the "Training & Development" sub-folder. (Requires Professional Level access.)

  • SHRM Survey Report: How Social Media Is Embedded In Business Strategy and Operations

    24 Jan 2012 09:31 | JHRS (Administrator)
    Are social media efforts used effectively as part of your organization's business strategy?

    Read this SHRM Survey report to know the following:

    • Who is responsible for leading workplace social media activities
    • The percentage of organizations with staff dedicated to social media efforts
    • The prevalence of organizations with a social media strategy
    • How common is the use of analytics to measure the ROI
    • The percentage of companies monitoring employee social media activities on company-owned computers or handheld devices
    • And more!

    Download this report from The JHRS Knowledgebase under the "General HR Management" sub-folder. (Requires Professional Level access.)

  • The Leader's Guide to Managing Problem Employees

    24 Jan 2012 09:23 | JHRS (Administrator)
    We all know and feel the pain created by problem co-workers. Ironically, the biggest mistake managers make when managing problem employees is avoiding the problem. They stay away from the employee and place added burdens on other employees whom they trust.  This leads to a whole host of other bigger problems.

    This white paper will teach us the following:
    • Managing Problem Employees: a Six Step Process
    • 3 Steps to Help Your Managers Prepare for Difficult Conversations
    • 10 Tips to Help Manage High Performers with Difficult Personalities
    • How Employee Assessments Can Help Nip Co-worker Conflict in the Bud

    Download this report from The JHRS Knowledgebase under the "General HR Management" sub-folder. (Requires Professional Level access.)

  • January 2012 EIU Global Economic Forecast

    06 Jan 2012 12:22 | JHRS (Administrator)
    Read about the risks and opportunities around the world in this EIU economic forecast edition.

    Download this report from The JHRS Knowledgebase under the "HR Special Interest Subjects" sub-folder. (Requires Professional Level access.)

  • Future Insights: The Top Trends for 2012 (According to SHRM’s HR Subject Matter Expert Panels)

    05 Jan 2012 11:24 | JHRS (Administrator)

    The SHRM Special Expertise Panels began to compile their lists of key trends more than five years ago. This exercise is an opportunity for SHRM to tap into the cutting-edge insights from the most experienced thought leaders in the HR field. Since then, the panels have been regularly reviewing their most recent trends and adding, subtracting or changing them as new developments occur.

    Though the panels vary widely in the subject matter they cover and many of the trends in their lists reflect these differences, they also have some overlap, indicating that some broader trends are influencing many aspects of HR and the workplace simultaneously.

    Download this report from The JHRS Knowledgebase under the "General HR Management" sub-folder. (Requires Professional Level access.)

  • Training Vs. Hiring: Developing Your Staff When Hiring Is Not An Option

    04 Jan 2012 22:04 | JHRS (Administrator)
    In today's down economy, employee retention and development may be the last thing on your company leaders' minds. Fearful of the future, they feel reluctant to add more staff even if they have the work, while your employees, also fearful, are hanging onto their jobs. You may have experienced, even, that your training budget has been reduced so that the company can fund more seemingly urgent areas.

    Download this report from The JHRS Knowledgebase under the "Talent & Workforce Management    " sub-folder. (Requires Professional Level access.)

  • Talent Wars: The Struggle for Tomorrow’s Workforce

    04 Jan 2012 21:41 | JHRS (Administrator)
    Nearly two-thirds of almost 1,000 executives who participated in a survey expect employee recruitment and retention to become tougher over the next three years, and over 20 percent see this as becoming "significantly harder."

    In light of this research, it is clear why talent management and recruiting is being spotlighted as a top priority in the corporate strategy of companies in both developed and emerging markets.  Key findings of this study also show:

    • The search for talent is going global
    • Why aging populations are just part of the problem
    • Talent management is viewed as "too important" to be just HR's responsibility
    • The specific skills in the new labor market that are critical to the organization's success.

    Download this report from The JHRS Knowledgebase under the "Recruiting/Staffing/Selection" sub-folder. (Requires Professional Level access.)

  • Reinventing Leadership Development: Proactive And Progressive Strategies

    04 Jan 2012 21:23 | JHRS (Administrator)
    In this tough business climate, there are people who see manifold opportunity-for those leaders who can not only change with the times, but who are capable of leading the charge. Such leaders anticipate tomorrow's marketplace needs, and can reinvent themselves, their people, and their businesses in a true spirit of collaboration so that they, together, stay ahead of the curve.  In other words, tomorrow's CEOs will be team players, not the "lone wolves" of today, and their selfless style will drive loyalty as well as performance.

    Today, HR has a responsibility to help develop such leaders by introducing innovative programs integrated with core business objectives, yet are still capable of shaking things up.  One place to start is by scrapping your old lists of competencies and asking: What does it really take to be a leader at our company? Gather feedback from the ground up: conduct surveys, ask leaders, try on new models. Finally, ask: Will this program enable tomorrow's leaders to see the forest for the trees and initiate a plan to protect and grow that forest?

    Download this report from The JHRS Knowledgebase under the "Change Management" sub-folder. (Requires Professional Level access.) 

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