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Hi everybody and -- in the -- thank you for joining us for a career accelerator it is Tuesday and good morning our first guest.
Joins us from the University of Illinois nice guy we have.
Rui and gotten -- My neck and bring your name.
Pretty good day you know yeah I know unrest in mind the ceiling who made this spectacle.
Several months ago basically cracking down and banning employees from telecommuting from working from home.
I'm not all companies had to be that drastic you have some tips on how best to manage your telecommuters pretty wanna -- witness.
Both -- I think it's important to understand that pedigree comes in different farms so.
This foot -- the most common form of telecommuting is low intensity -- pop -- telecommuting.
And where people work from home maybe one -- -- be the week and get an office for the remainder of the week.
The other farm is more extreme where people work from home maybe 45 days a week.
And that's less -- most people actually -- -- want to complete the week.
And met with some mere mention it kind telecommuting horrible performance Yahoo! was really focused on those are looking perhaps all -- you know -- entire time away from the office.
She was -- focused on people who are maybe what what went from home occasionally.
And it's important to make the distinction right because.
If your that was a huge difference between.
You know being an -- -- of the week and what you -- from home.
What is being a week -- by -- we.
About the foot.
-- distinction strive.
The unfortunately the archetypal but for the -- is somebody -- was working quite -- -- -- -- -- from home never showed up an office.
And that's simply not true.
OK yet the most recent data that I have here -- from 2000 intent it's the world at work tell work survey.
And it -- -- an estimated seventy million employees telling community.
Tell -- community in 2010 at least one day a month so it's not a huge.
Aspect or proportion of the population.
Any kind of on the information to tell us whether those employees who do work from home are any more or less productive than those who show up in the office.
Wrote I have referred -- guess that.
While telecommuting doesn't.
But productivity it definitely poor performance at least from the -- suspect -- -- -- -- -- -- Basically looks at 46 studies of telecommuting.
What we find is that at some positive impact of telecommuting.
-- -- debated reform.
We don't find an effect from productivity that's to say that it's not back -- productivity but we don't upper -- put it either.
But we suddenly lower that amount of those.
Seem to think that the or -- performance -- people working in my office.
I think conduct the -- news.
We're of these common assumption -- -- the commuters less productive performance relevant even if you get in -- effect.
-- -- And it ended well less productive.
I think that's good you know.
-- not imply that with.
Enhancements and technology making it easier and easier to do your job not -- -- -- -- from your kitchen table or even -- Even your bad days that's suggesting that perhaps the new -- could be tells me.
-- -- I wouldn't go so far to see.
That I think everything is going to be the new -- But certainly the quality enhancements make it easier for people to.
Connect with others in the office -- have a tight battle with connection you can download you know give visas by -- much spot that you can share that much -- there with.
People -- not just your -- across the globe.
But do all what bigger risk that's -- it wants.
The one of the things we find in Dartmouth -- -- -- this -- -- Telecommuting -- beneficial because.
Employees get to autonomy for the get more control of the world where they -- them when -- work.
And with the brought him harassment it's quite possible that some of the economy could actually -- week.
Very -- -- you know technology at multiple points where.
We -- conferences almost out of your sitting next to each other.
Our you know my manager -- able to login and see what you're working on on your computer.
The technology could actually bought the point where it makes it really easy for core group to connect from -- -- monitors.
And that in fact might have a detrimental effect the performance and productivity -- -- commuters.
But but it's sort of but double edged -- became apparent inactivity.
At the same thing the connectivity can you -- of the economy that's -- -- enjoyed.
One of the common things that received this such -- -- for the commuters say that.
It's like work from home wanted to be -- the week because they're able to what's coming up to the bottom out on something that's gonna stop that requires but -- be in the concentration.
Not a -- the quality could make it possible for people to easily and perhaps.
Sum -- that benefit might even cool way.
So paradoxically you could find that the quality.
The Bondsman -- Actually diminish.
Productivity and performance of telecommuters.
Now I suppose it's different for every job in every person thank you so much for your perspective -- for coming on.
Really -- engaged in drug -- day he's so much with the University of Illinois.
Thank you -- to go to break now that that's right after this with the rest of crew accelerator.
On the job like today it's very exciting to -- and -- thank you so much for joining me Thomas lament CIA's my next guest -- an MBA and he's an author of the X-Factor something system.
Thomas who would you say that.
-- sales are recession proof -- is that he's done.
That actually our for the simple fact that companies during a slower time of need sales during that slow coming -- more self.
-- they tend to be -- and quicker and more often than traditional but could not anybody can be a sales person.
-- a good line.
I respectfully disagree and I will tell you I would say why in our book the expected selling system.
We talk about his four piece that motivate people -- yes -- that people product process and price.
Failed product process I'd say not until it people product that's exactly so -- that being said.
So -- have to define what motivates you justify what motivates your customer -- not a people centric person you're probably better -- -- working in the technical sell.
For his first -- the somebody's technical they try to build a relationship you not gonna win the sale my point being his.
Anyone could be a sales person we understand.
The -- motivating factor but a lot of people I would imagine would assume that they're not extroverted enough for smooth enough to be -- successful salesperson.
That's my exact point -- for example if you are people centric you might not want to be in a business that focuses on one on one interaction.
Maryland focused again and technical -- right where you can teach -- show your passion -- cherry picked or knowledge to lend itself.
-- story is quite interesting -- -- that here NBA yes and you go on to use it to sell.
A static -- yes they -- -- is Botox.
Restaurants -- -- I were any -- market for number of years and especially happy that got -- -- before it is a very cutthroat business -- -- a beauty business very cut through.
So I've been able to use a lot of strategies that are learned during Miami training and had to be very successful in -- space.
There's an art of becoming a successful salesperson -- -- -- three mean steps today.
Sealing the deal yes can you talk us through those the first one is -- to the point very quickly.
Don't -- time right.
Get to the point.
And then give your statement -- call to action and and most important clothes for the business you follow all three here and make yourself.
Is this done and I email over the phone -- Person was the best way to actually get to that.
It's all about what works best for the customer and client so for example in -- some clients -- just talked via text and other clients want that one on one interaction and human traction.
And others prefer email to find out what's important to that customer.
And then follow that modality or medium token -- yourself since you reception at a time and -- -- and ask questions hey what's the best way to contact the.
Yes since it's awfully difficult to get that person.
On the phone -- cancer came back and in the first place that -- -- -- -- the cold contact correct that's very difficult -- imagine.
It is but with the current media arms again yet it's a grand social media and so forth I actually a lot of business development not some Linkedin.
But on FaceBook we can't think -- we -- or the time very am able to meeting with you and that's how you -- generation unit that.
Because I find myself -- IE I gas on Twitter and FaceBook.
Things like companies and brands all the time but some pitches work some don't.
Confirmed examples so a five word so would sell you products I probably would may be following you on on Twitter.
Okay and then maybe make a mention on you and -- if you -- -- -- compliment basically you're mentioning me.
-- positive -- should be -- and hopefully if you look at the -- -- and then from there you know maybe mention you and you may -- we.
Or like your favorite but if I don't if I -- it doesn't work right maybe try something else that works once it finally get your attention and yet delegates -- -- direct message and and cultivate conversation.
Hopefully lead towards -- a business relationship.
-- -- -- We called foreign bullets and into the -- later you know my around my pet peeve is PR.
People do this all the -- yes -- send email.
And don't answer it and usually death.
First several reasons they're you know it could be a great pitches in answer correct now like this then I get easily another email and another enough food and sometimes that several phone calls this not ignore that this person probably five times this -- keep calling and keep leaving what I've no idea who they -- -- And I don't know why they're -- -- what they're pitching and do what they've realized that that.
Well they're going about it the wrong and -- -- go about it the wrong way I think desire the -- at the wrong way -- -- different roles for people so for example say somebody really want to get on now get their client on there right now you may or may be able to however there's a process if you PR person may begin to -- and touch with the producer and so forth initiative book to their better operating the system.
To understand the process.
And after the embassy in the process.
I might see you hey I'm looking to get on air graduates -- your producer who does casting it's an easy quick question for easy court action and -- nobody answering them.
Don't stop bugging you so it's -- if you say -- -- don't leave me alone and so therefore they should know what role herein and how you can best advance the process.
Now there are some industries right now that sales skills can be applied to let applied to pretty strategically what does top industries well the main ones we sort out our copier sales.
And even a multiple marketing -- affect -- I know -- -- recently my sister bought.
A set of thousand dollar knives and -- -- to cut cut cut cut yet I think that I had -- yeah okay that's how has that story about them okay that's what I'd.
It's over my backhand well that's -- thing and they go up through the people's self.
-- you don't need thousand dollar knives and they may or may not work.
But it's a relationship and they tend to focus on people that are people centric to my sister -- off a good friend why.
Because she's people centric but it could denies that could have been in the expect your book and it.
Anything else to hear people centric that's your core regardless of what you're selling right and I think we covered a lot of these topics just in our discussion.
Sales skills help an advertising marketing -- journalism yes as well as business and finance -- -- this isn't fun.
Yes great point so in business and finance appreciable your finance and in the business development side and you may want to bring investors.
So those are your shareholders can you did he need to bring money to them tickets sell them on the vision of your financial strategy.
Or the company you're looking to raise money for.
On your customers if you're in finance might -- -- get customers invest.
On stocks or companies looking to pitch so you base your selling all the time and if -- management the other team.
-- you became -- the team and if you don't buy into what you're selling -- they don't buy into you.
Then they'll never -- your leadership you're always selling whether your boss but to your colleagues here underlings it all depends you're always selling.
And finally what about in the health field medicine and -- in particular.
Gay sell even more semi static space -- to be best class of surgeons in the world.
They weren't so busy see more market well and needing care one of the best -- I notre but I word not -- great surgeons are not -- -- Botox and -- for say.
But they -- the -- why could think they -- into the patient as you know as a patient.
But as a client -- customer so even more so in the medical field and the medical medical field.
They're not just patients they're actually customers he paid they pay yourself.
-- I imagine what it like that they wouldn't want -- -- -- -- client they unfairly paints.
Well but who doesn't like being smile that saying thank you for coming in choosing to practice maybe find a phone call after being you doctor closed up -- and says.
How were you doing yes it's a symbol Panamax and you're gone overboard.
-- you never a look at what's commercially successful based off that model and it's so competitive think about it you make selected doctor.
Because insurance you have and what about you lose an insurance -- -- -- that connectivity -- that gaz -- you'll find a way to pay exactly.
Thomas Burnett get thank you so much for coming nine that -- -- reminded everybody that -- -- -- job shopping your sales skills might help you out in the long run.
Your website and your book on this -- thank you so much for -- to go to break right now we'll be back right after this.
Just text messaging -- Me be.
Should make phone com.
Have a -- my coffee was just down here a -- it -- my and a job interview room.
Possibly not -- accident like -- technically but nonetheless they did things that millennial instilling an hour on job interviews -- guns you brought their pets to work and they're saying how is this even possible.
Many managers that would say that out one and five job candidates that are.
First time job seekers are displaying this awfully strange Benard behavior.
On the job interview so here to discuss the that.
You know what how you should be -- we have Jamie fall.
With -- PD web site with tips for those first time job seekers helpless Jamie.
Good morning let me put my coffee down and be polite to you although this is in an interview well I guess it is but not for a job.
So it's -- problem with -- when he held.
A lot of colonials are still performing very very well when job interviews so I -- -- say that but we are starting to see.
The nation and I'm speaking of the nation's largest employers really -- -- alarming trend.
Very poorly or.
But doing some rather bizarre behavior in the job interviews particularly into -- -- it's.
One of them is around the use of their Smartphones.
-- secondly he is without parental involvement so those are two areas that we really wanted to.
Draw people's attention to.
Concerns that employers have with the -- at a young people or.
Behaving an interview.
This is makes it makes sense you know they're they're accepting phone calls texting looking stuff up but when you say it.
Parental supervision is -- called it parental supervision.
Involvement involvement so that -- means to me there are instances where that first time job -- brings their parent on the interview or -- Has their parent call laughter and Seau had a junior -- and -- coming -- pushing it a higher salary grammar.
And I correct but it -- -- while not on the right -- actually happening.
Absolutely you I believe you couldn't talk to.
Recruiter from a large company that wouldn't have the handful of stories we're more about those types of that such.
I have everything from appearance coming into would be.
Waiting room in coaching their son or daughter -- -- to the time they go into the interview we actually have many stories of parents walking into the interview.
With their son or daughter in prompting them during the interview.
In doubt we'll also as you mentioned we've had periods Cole following the interview advocating for their son or daughter in in one case even.
Trying to negotiate a salary in a position that -- involved negotiations skills.
For their son or daughter.
In this because.
You know and the -- -- grew up.
In this culture where they were just attached to social media and the computer and the Smartphone that they don't have those -- personal skills and their parents know it or are.
And -- war.
Is because parents work full time and they feel guilty -- they feel the need to have -- and cents to make up for it.
Well at some of the research that are -- -- on the topic talks about how the Generation X.
parents if you will.
Were in many cases the first generation of latch key kids.
So in many cases they've decided as a couple that they don't want their child to ever experienced those things that they went through growing up good -- of the ruler over compensating and of the company's helicopter parents have never.
Now though we ask that I've got -- -- and I know a lot myself.
It's just it's astonishing why isn't the child I don't know that you would have -- -- but could you imagine why the child.
-- the young adult not a child young adult wouldn't say mom dad back off by about us.
I have no idea I don't know I love my parents dearly but the last thing -- Was my parents helping me with the job in her vehicle.
And that's the other part that's -- insisting many of these parents.
Work so they know what the culture in the office and in the job market really -- and yet they're still doing these completely crazy over the top.
Being used to help their child that they know what should be an appropriate and I in the -- so we change this pattern.
Well -- that you really raised a great point there is a lot of really bad career advice out there.
And that's part of what we created our website -- PDA dot awards where people can get career advice.
Directly from large companies and and they're hiring.
So we wanted to strip away all the web sites -- just want to sell ads or collect personal information and resell that.
We wanted there to be a direct connection word -- and new entrants into the workforce with hiring experts at these large companies.
So anybody going on in the near you for the first or second or third time -- -- consultant job that he had JO BI PED I a dot work.
For helpful hints and tips and all that.
Yes or better yet well before they start that process.
-- any information from -- -- advice from.
Well again it's hiring experts from -- fortune 500 companies large companies have.
Set aside their time and made these experts available to answer questions.
To just really try to help.
Young people perform better in interviews I mean -- really want young people understand that the person sitting across the table from them.
In the interview setting they really want to see this person do well in the interview.
Right -- president might have the skill set minus from -- currently interpersonal skills pet.
Absolutely I want what is being and resting and a high school and college why are -- noticing it now.
Think really did.
-- prevalence of the Smartphones as part of the problem and that our young people are so addicted if you will to their Smartphones they're always with them they're always on them.
That they may walk into an interview in treated like every other setting that they're huge to a campus or dinner with their friends.
And did not really realize that the interview still a very traditional setting and that it's.
There are some things that.
Won't be accepted in the interview and certainly the use of a cell -- as one.
Jamie -- thank you so months.
Absolutely -- -- we tease your website thank you for all that advice and you did say fortune 500.
HR exacts her helping you out and just to put in perspective of the fortune 500 Wal-Mart tops the list ExxonMobil.
Berkshire Hathaway apple lows in the top six up the top of my head but we've got FaceBook on -- -- these are huge companies.
And definitely -- there like thank you sound like seeing -- good to see you.
Thank you thank you everybody for -- for watching today.
And for chatting with us and now we'll see back here on small business Wednesday have a great day.
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