What Pecentage Increase Does It Take to Steal a Sales Rep From Your Competition?

Kris Dunn Always Be Closing, Compensation/Cash Money, Engagement and Satisfaction, Interviewing, Retention

Every time I think of sales reps, I think of Glengarry Glen Ross.  Always… Be… Closing.  Get them to sign on the line which is dotted.  Could it be that there is more to motivating sales reps than cash? Ann Bares at Compensation Force has an interesting post up regarding the motivation of sales representatives.  Ann cites a recent Rewards …

When Dating and Recruiting Feel the Same….

Kris Dunn Engagement and Satisfaction, Generations, Interviewing, Making Offers, Onboarding, Retention

I was talking with a manager who had an accepted offer from a candidate late last week.  The conversation went like this: Me – How’s your guy doing?  Have you called him since he accepted the offer? (1 week ago at the time of this conversation)Manager – No.Me – Why not?  Don’t you think he’d like to hear from you …

No Love from SBC to AT&T Employees – Gas is $3/Gallon and Telecommuting is No Longer an Option…

Kris Dunn Driving Productivity, Engagement and Satisfaction, Retention, Total Rewards

OK, here’s the situation.  Gas costs $3 per gallon, companies are under increasing pressure to show their "greenness" and studies show that telecommuting can boost productivity in most, if not all, jobs. Based on those facts, would you increase the amount of telecommuting, keep it the same, or start making your current crop of telecommuters come back to the office? …

Does Your Company Sponsor Employee Clubs? Not Even a Wine Club?

Kris Dunn Compensation/Cash Money, Engagement and Satisfaction, Retention, Total Rewards

Kristina Shevory has a cool article up at the New York Times about employee clubs.  From her article at the NYT: "Fat paychecks, pensions and health insurance are not enough to recruit and keep employees these days. Companies are again finding that adding a bit of social context to work is crucial to keeping employees happy and productive. That is …

Confused About Who’s Engaged? Try This Handy Engagement Test to Sort It All Out…

Kris Dunn Engagement and Satisfaction, Performance, Retention

My posts last week regarding the concept of engagement and subsequent research on the topic clarified a couple of things to me.  -First, trying to get everyone to agree on a definition of engagment is harder than trying to get Britney Spears to settle down and work it all out with K-Fed.    -Second, my take on the best way …

Why “Cash Money” Won’t Save Your Best Talent…

Kris Dunn Career Paths, Compensation/Cash Money, Engagement and Satisfaction, Recognition, Retention, Total Rewards

Check out my article at workforce.com (Money Won’t Buy You Love) that went in 2007 if you have time… The theory?  Your managers will tell you that cash is king when it comes to retaining top talent. The truth is, you’ll never deliver enough money to keep the stars from moving across the street if they want to.   It takes …

All Stars, No Ditchdiggers – The Ocean’s Eleven/Netflix Staffing Model

Kris Dunn Culture, Interviewing, Leadership, Performance, Recruiting, Retention

Remember Danny Ocean from Ocean’s Eleven?  Ocean had all stars because he had referrals (he knew exactly who to hire for each job), he was offering lots of cash and gave each specialist lots of flexibility to run their part of the show. I recently riffed in my Workforce.com column that the world needs ditchdiggers too, meaning all of us …

Does Your Company Need More Stars or Ditch Diggers?

Kris Dunn Culture, Driving Productivity, Engagement and Satisfaction, Performance, Retention, Sourcing, Total Rewards

Check out my article at workforce.com answering the age-old stars vs. steady performers question here… Here’s how it starts: Quiz time today with the HR Capitalist. Pick the book that is not available on Amazon: The War for Talent Secrets for Hiring Top Talent The World Needs Ditch Diggers Too Hiring the Best Confirm your knowledge and see the rest …

What’s Retention of Key Talent Worth? Hewitt Weighs in with “TQ”…

Kris Dunn Retention

Many folks have weighed in on the cost of Turnover, and these formulas usually center around cost models – what it takes to get folks trained up and productive when hiring new associates to replace ones that were fully trained.   While this is part of the equation, it has been difficult to equate turnover to the cash flow and profitability …