In this episode of the Revenue Builders podcast, Kaplan and McMahon talk to Mike McSally, a recognized and accomplished business leader with deep expertise in aligning people, operations and technology. Mike, who spent more than 30 years with Allegis Group, talks about the current state of recruitment and the situations that are causing the problems hounding the industry. Mike also shares practical tips for job seekers looking to stand out and not get lost in the shuffle of resumes. 

HIGHLIGHTS

• Starting out as an accidental recruiter
• Recruiters are not reading your resumes
• Cultural fit is almost more important than technical skills
• Today is the best and worst time to recruit
• Try to look internally before recruiting outside
• Hiring managers need to own the whole process
• The Rule of 3: Always be recruiting
• How to stand out in a bureaucratic world
• Tips and best practices when using references
• Look for an internal advocate
• Mike's favorite things  (If you golf, you’ll like his advice on what to spend money on)

QUOTES

Mike: "I believe that most of what's done in recruitment is broken. It doesn't take the candidate's background and the candidate's skills, goals, and desires and doesn't put that in the forefront. And we do that by relying on some methodologies or processes that have just been around since the beginning of time." 

Mike: "There's never been a better time to recruit, at least in my 30 years in the US history, at least in the labor market right now. And there's never been a more dangerous time to recruit and the reason that is is we're just seeing unbelievable data that says 8 out of 10 people that are gainfully employed today are willing to entertain a new opportunity."

Mike: "If you want to stand out, find somebody from the inside of that organization that knows your skills and past performance and see if they'd be willing to at least talk to people inside the organization that are hiring for that skill set."

Mike: "The advice I give to anybody that's looking for a job is, if you're looking for a job posting, it's already too late. They've already got 70 applicants and you're gonna get lost in the shuffle. So use your connections, use LinkedIn to see who you know that now is working at that organization that will be your internal advocate."

Mike: "Your resume is not gonna make you stand out. It's doing something uniquely different. And very quickly, LinkedIn is an incredible tool. I can find out who John Kaplan has worked with in a past life. And if I ever work in and around that person, could I have that person call John Kaplan."

Connect with Mike McSally on LinkedIn: https://www.linkedin.com/in/mikemcsally/

Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Additional Resources:

• Articles by Mike McSally: https://www.forcemanagement.com/blog/author/mike-mcsally
• Improving Sales Productivity: Owning the Talent Process https://forc.mx/37YOAcJ
• More about Force Management: www.forcemanagement.com

Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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