Hunters need the stimulation of a transaction, and appreciate the associated visibility and recognition.Farmers/account managers find prospecting to be laborious or are unfulfilled with a transaction unto itself. They prefer the potential of a quality longer term relationship (including a series of transactions, fulfillment of business needs, etc.)Both profiles are motivated by compensation. In fact, some hunters can also farm, given the appropriate compensation structure. However, a strong hunter profile cannot tolerate the lack of peaks and valleys, and visibility. Hunting has two components: 1) Prospecting 2) Qualifying/Closing. Many farmers could … Continue Reading

Many clients and candidates continue to frequently ask, “what are you seeing out there?” Xtra Effort client hiring demand was better than expected, particularly for the Summer season. Data center, database, and application infrastructure companies seem to request the most hiring assistance, followed by niche SAAS companies. Traditional client site installed business application software has generated less demand – no surprise. Solutions related to fraud prevention seem to capture candidates’ attention. What is a surprise is candidate resistance to change … Continue Reading

Xtra Effort sees Software-as-a-Service/Cloud Computing as an important trend in recruiting. Examples would be Sales people possibly being attracted to a shortened Proof-of-Concept, without an onsite installation, but they maybe concerned about how commissions are paid out with a client only paying on per usage basis.Some executives may see Cloud Computing as an exciting means to add further value to the enterprise and ignite new discussion, while others don’t feel their employer’s solution is yet sufficiently “real” to introduce the subject with a customer. VP’s may have to spend more time selling their own employees and candidates on … Continue Reading