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No matter what industry you're involved in, times have been tough to say the least during this recession. Companies continue to struggle with ways to fill their sales funnel on a continual basis. While some of the latest statistics have shown that the U.S. has now had three consecutive quarters of growth, businesses and consumers lack enough confidence and remain risk adverse. Companies have continued to cut employees and search for new ways to be more efficient in an effort to prop up the bottom line while the unemployed search for that all elusive next job. The question is; how do you sell when so few seem to be buying? It's similar to the chicken and egg scenario; for business to build revenue, customers have to have the confidence, the need, and money to spend. Consumers require a steady income and the confidence they won't lose their job, or if they do, another one will not be too difficult to find.
Depending on what poll you read the real unemployment rate in the U.S. is roughly 20% and that may not be taking into account all those who are employed but actively looking for something more secure. The current U.S. population sits at 309 million with 76% of that being active in the workforce. With a real unemployment rate of 20%, that's 47 million people who are impacted by unemployment/underemployment. This sounds rough for both companies and consumers but herein lies a possible solution from a sales perspective.
Ask any active jobseeker and you will find that they have developed a highly desirable trait that businesses need desperately; the ability to fill the funnel. Today's jobseeker has become highly astute at filling their funnel with companies where they might be able to find employment. This has taken fortitude, organization, hard work, a highly developed skill set, networking and relationship building, continual follow through and the ability to create sales based on solutions that focus on strengths and competitive advantages.
The salesperson, software programmer, introvert, extrovert, etc. have had no choice but to continually develop and hone these skills, since finding a job today has become an art unto itself. They have not only learned to keep a constant flow of qualified opportunities flowing into multiple funnels, but also to change tactics and refocus when desired results are not being attained; a continual challenge that sales organizations face daily within their company. Many employers look out at the massive sea of unemployed as undesirable or tainted fruit and are looking for their "Holy Grail" who will come in and solve their problems. This mythological being, silver bullet, magician may not exist.
Make no mistake that today's active jobseekers may very well be the closest thing to a silver bullet that many companies seek. They have polished and honed their skills to levels and possess capabilities that haven't been seen in quite some time. They are ready and willing to tackle problems that others will shy away from if they haven't been through unemployment in this market. Their ability to focus on solutions and profit driven activities leading to results should have companies drooling with excitement. They are battle tested and proven with thick skins. They possess the finesse to achieve both short term and long term goals. They have sharpened the ability to focus on strengths and capitalize on creativity to drive home results seamlessly while moving forward.
These titans have learned to work diligently, tirelessly on their own while assisting those in their network to accomplish their goals. They have mastered the ability to work well on their own while maintaining a team atmosphere with their fellow jobseekers. This work ethic should appeal to all businesses as they look for driven individuals that can function fluidly as a team while delivering individual results. They work part time, do consultative work, work odd jobs to pay the bills, and many other activities that have kept them moving forward. They have persevered and successfully gotten the job done.
Jobseekers have learned to accomplish more with less and have been willing to do things outside of their comfort zone, such as, relocate their families for employment and take on challenges that most people would not endure. They know that to get to where they want to go, they have to take measured risks. They know how to measure the pros and cons and analyze cost versus return on investment. Companies need to consider the knowledge, skills and abilities that jobseekers bring to the table versus strictly scanning resumes. Look for ways to qualify candidates versus disqualify them.
In the end, they have learned to leverage limited resources, shorten the length of the competitive conflict and maximize profits. Job seekers have been able to stay focused on what needs to be done, getting it done and doing it as quickly and efficiently as possible in any situation. They have refined the ability of connecting leads and leaders across multiple platforms and can interconnect this data into useful information and intelligence. All of which are key success factors in the hyper-competitive global business environment.
Sun Tzu stated that, "The expert in battle seeks his victory from strategic advantage and does not demand it from his men." There are many battle hardened men and women currently in the marketplace that can provide this type of strategic advantage and are ready and willing for the challenge. The major question for the business owner is, "Can I risk that this type of sharpened talent will go to the competition or should I capture it and utilize the advantages for my own company or organization."
The challenge of course is not that there isn't talent in the marketplace; I have seen the talent that exists and it's amazing. The challenge is the jobseeker must convey his/her message to the business owner, hiring manager or organization and provide a clear message of the attributes they will bring. The business owner, hiring manager or organization must be receptive to listening. One thing I've learned is that people can surprise you with whom and what they know given the opportunity.
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