Raise Your HR Game by
Thinking Like a Money-Hungry VP of Sales<br />“Get Them to Sign On the Line<br />Which is Dotted”…<br />

What HR is Thought to
be good at<br />

What We’d Like to Add
to that<br />

What we don’t think about
a lot<br />

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

Without you feeling like you’re
this guy…<br />

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

Problem #1<br />

Being a victim of other’s
unreasonable expectations<br />

WWTSPD?(what would the Sales Pro
Do?)<br />

She’d understand value of delivering
the "first-strike" offer at the start of any negotiation<br />

TALKING TRACKS!!<br />“Our sweet spot
from a salary perspective for this role is 65K.”<br />“It’s a difficult conversation, because it’s pretty common for people to be asked to leave a company for this type of issue.”<br />

Problem #2<br />

No Budget for New Tools<br
/>

WWTSPD?(what would the Sales Pro
Do?)<br />

He’d Ask for the Top-of-the-LineSystem…knowing
he’ll get the next best thing…<br />

TALKING TRACKS!!<br />“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. <br />Here is an alternative we should consider…<br />

It’ the Small, Medium, Large
concept…<br />We got the small, we want the large – we’ll end up with Medium.<br />Just make sure your Medium solution will do what you need.<br />

Problem #3<br />

-Talking In Circles<br />-Slippery<br />

WWTSPD?(what would the Sales Pro
Do?)<br />

She’d Ask for a Forecast
& Probability<br />

TALKING TRACKS!!<br />“What’s the percentage
probability the candidate is going to accept that offer?”<br />“What’s the probability that team member is going to leave as a result of your decision?”<br />

Problem #4<br />

Not Having the Influence to
Make Necessary Change<br />

WWTSPD?(what would the Sales Pro
Do?)<br />

He’d find out what really
pains those with influence.<br />

TALKING TRACKS!!<br />“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?”<br />“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”<br />

Change happens quickly when the
(T)pain becomes unbearable…<br />

Problem # 5<br />

-Getting Buy-In During Difficult Conversations<br
/>

WWTSPD?(what would the Sales Pro
Do?)<br />

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

TALKING TRACKS!!<br />

Problem #6<br />

We are a service organization
and don’t impact the bottom-line<br />

WWTSPD?(what would the Sales Pro
Do?)<br />

He’d develop an ROI for
the services his organization delivers.<br />

TALKING TRACKS!!<br />“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. <br />I need $10K for a national ad strategy.”<br />

Your HR Programs are really
great…but executives care about results!<br />

Problem #7<br />

People Don’t Want to Talk
About Money<br />

WWTSPD?(what would the Sales Pro
Do?)<br />

She’d use the concept of
“bumpers” to box those who don’t want to talk money in…<br />

TALKING TRACKS!!<br />“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?”<br />

Let’s Connect:<br />For Tim:<br />Sackett.tim@hru-tech.com<br
/>www.hru-tech.com<br />Twitter: @TimSackett<br />LinkedIn: www.linkedin.com/in/timsackett<br />For KD:<br />hrcapitalist@gmail.com<br />www.hrcapitalist.com<br />www.fistfuloftalent.com<br />Twitter: @kris_dunn<br />LinkedIn: www.linkedin.com/in/krisdunn<br />