The Hard Times Podcast with Mike Price and Jonny G

When we last spoke to Adam we were talking about how businesses could manage the lockdown. Now in July 2020 as Sales leaders get ready to send their people back into the field there is a whole minefield of challenges and pitfalls ahead. This is utterly vital listening for anyone wanting to ensure they stay on the right side of the law in the months to come . 

This week on the Hard Times podcast we interview Adam Pavey our 'resident employment lawyer' from Poole Alcock. It was a truly fascinating show where we talked about the some of the key issues facing employers in the 'new world' as it is today. The discussion focussed on Furlough and the lack of real law behind it. Learn how companies can work through this period in a way that keeps them on the right side of the legislation. 

Jonathan Graham and Michael Price are experts on hiring the right sales person. Despite it being one of the most important purchase decisions you'll have to make, the process is being neglected. Job briefs have become lazy. The recruitment industry perpetuates this laziness by hiring kids on phones who search LinkedIn for keywords. But the reality is, successful sales hiring takes a bit of thinking and a little bit of work. Learn how to 10X your candidate pool, 10X your choice, and therefore 10X your leverage as a hiring manager. Get in touch: https://www.linkedin.com/company/inward-revenue-consulting/

The success of our last discussion regarding the hiring process (listen here if you missed it) raised further questions from you, our audience. Therefore, we welcome back our fast-becoming resident employment law expert Adam Pavey to educate and protect you as hiring managers. We asked, what is the correct way to fire an under-performer? We went on to cover various scenarios - exploring employment law, employment rights, tribunals, discrimination, unfair dismissal, protected acts, whistleblowing, garden leave, probation and notice periods, and more. For all the latest job opportunities and content, follow us on LinkedIn: https://www.linkedin.com/in/jonathangraham4/ https://www.linkedin.com/in/michaelprice6/ https://www.linkedin.com/company/inward-revenue-consulting

David A Brock, author of 'Sales Manager Survival Guide' and CEO at Partners in EXCELLENCE, joins Jonathan and Mike for Episode 11 of Always Be Hiring. Turning the spotlight on sales managers and their potential failures - they discuss the common disregard for the importance of talent while exploring wider congruence, to be able to fully understand competency for hiring and retaining the best salespeople.  For the latest IRC content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/

Employment lawyer Adam Pavey joins us on the show to discuss discrimination during the hiring process and whether or not you can objectively discriminate in sales.  He also chats to Mike and Jonny about restrictive covenants and how easy they are to uphold.  Adam works at Poole Alcock LLP in Cheshire. Contact him for any help or expertise on hiring matters. This is the first of two shows with Adam. 

Jonathan and Michael talk to Jim Bloomfield who is an expert in psychometric testing at Bloojam Consulting. Bloojam have developed the acuity for strategic sales model and during this discussion the three chat about when psychometric testing is effective in the hiring process and when it isn't.  For the latest IRC content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/

Distinguished professor Sir Cary Cooper joins us to discuss organisational psychology and health. We chat about workplace stress and mental health issues that lead to underperformance and resignation and how to help employees in these situations.  Sir Cary Cooper helps develop worldwide and UK based organisations deal with stress and mental wellbeing. His publications include Executive Burnout  Wellbeing at Work Long Work Hours Culture Myths of Management

In this episode, Jonathan Graham and Michael Price introduce a key extract from the Always Be Hiring book (coming soon).  The focal point of this discussion is how to get value for your money so that you don't waste it. 

Sales author and leadership coach Keith Rosen shares his expertise on what to do if you don't have budget during the hiring process.  He also chats with hosts Jonny and Mike about when you should fire an underperforming employee and why cognitive ability tests fail in executive recruitment.  Keith's runs a sales coaching company, Coachquest aimed at sales leaders on how to  Give less advice & rely on other’s wisdom to do their job. Ask more relevant questions to create ownership of better outcomes. Become insatiability curious & accountable. Seek to understand & respect other people’s point of view to build trust. Achieve business objectives & win more sales faster. Keith has also written a book 'Sales Leadership' which has been named the top sales and leadership book of 2018. We reviewed the book in full on IRC Book Club. 

In this episode we talk about a terrible hiring process that cost our prospect £3million. 

In this episodes, Michael and Jonathan chat about their own case studies where candidates have turned down job offers. They dissect where in the hiring process it went wrong and what could've been changed to result in a different outcome.  For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/

There are a lot of head-slapping moments in recruitment. Hiring managers often make little mistakes during the hiring process that snowball and have huge consequences.  Hosts Jonathan and Michael discuss simple steps you can take to avoid making these costly errors. This advice is taken from Jonathan's soon to be released book - 'Always Be Hiring'.  For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/

Every sales manager in the UK strives for their whole team to hit their target. This mission starts with the hiring process. If you don't hire the right person, they won't become a top performer. In this episode, hosts Jonathan Graham and Michael Price (Inward Revenue Consulting) discuss the very subtitle qualities that tell you a huge amount about where the candidate is at at this point in their life and career. If you know this, you know what to look for during an interview. For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/

Sales managers often receive little to no formal interview training which is bizarre given how important the recruitment process is and how it can make or break your year.  Your numbers and whether or not you will achieve your sales target are determined in the interview room. This podcast aims to help you discover the candidates that will go on to become top performers and those that will cost you a lot of money.  Hosts Jonathan Graham and Michael Price discuss interview tactics that work from extracts from Jonathan's soon to be released book 'Always Be Hiring'.   For our latest content and job updates, follow us LinkedIn: IRC: https://linkedin.com/company/inward-revenue-consulting Michael: https://www.linkedin.com/in/michaelprice6/ Jonathan: https://www.linkedin.com/in/jonathangraham4/