December 13, 2013 — Every timeshare developer faces a common dilemma. Should they hire representatives with little or no sales and marketing backgrounds or should they employ recognized professionals with a rich, successful and verifiable track record from all industries who are at the top of their game? Some developers choose the latter and for those who don’t – the costly error is nearly incalculable.
So Here’s The Scoop: Obviously timeshare developers delegate the hiring process to others whether they are professional HR personnel, sales/marketing directors or managers working directly for the company, or by contracting with private 3rd party entities such as recruiters, employment agencies, etc.
Fully acknowledging that there will always be personnel turn-over it is often during the recruiting process where attracting ‘A-Level’ team-player professionals deteriorates, resulting in a higher than necessary and costly revolving-door process of continually hiring ‘new blood’ in order to replace former associates.
This practice of not actively seeking ‘A Level’ personnel, IMPO, is also one of the main causes for lower than desirable and (more importantly) achievable net sales results among those developers who seem to have a policy to pretty much hire anyone with a pulse — as long as they can pass a urine and background test — and regardless of their work history.
Recently having a few hours to spare I took the time to search online and found myself reading hundreds of ads that have been published over the past few months by various TS companies (or their representatives) on the many ‘job’ websites.
While reading all those advertisements I was truly amazed by how it seemed the last thing most of those job offers wanted were dedicated, proven and successful sales and marketing professionals, with or without TS backgrounds.
Word usage in these ads included: “Lie, Cheat, Steal or work here…; “Must be at least 18 years old…”; “Show us your stuff…”; “Must be between 20 and 40 years old…”; “High School diploma required…”; “ The grass is green here…”; “Do not send resume. If you can’t call and impress me don’t waste my time… ”; “Closers and TO’s wanted A Closer/TO takes over the table…”; etc.
And then there were all those ads with maybe 20 words in all that were full of hyperbole and didn’t even name the developer/company, provide any info regarding benefits, commissions structure or a phone number and often used a blind (e.g.) Gmail/Yahoo e-mail address for response purposes.
Other ads that I read, instead of seeking the crème de la crème in sales and marketing talent, claimed those who are waiters/waitresses, actors/actresses, door 2 door (knockers) and bartenders, etc. will excel and that they could escape the drudgery and cause of their income misery and reap enormous financial rewards in Timeshare Land!
I must admit I had a good laugh reading those ads and yet at the same time I could have wept while shaking my head in disbelief. Like when I read this one ad that had been posted on a Tuesday at 11:32 A.M.: “Interview this afternoon start tomorrow morning and earn unlimited commissions your first day…”
While reading these I used an alias and e-mail account to respond to about 20 of them and included that I was currently employed, that I had an YTD VPG of $4,895, a net closing ratio of 32.5% with a cancellation ratio of 1.8% — all verifiable — and that impeccable references were available.
From Florida and across the USA to Hawaii as well as down in Mexico, over in the Caribbean and up in Canada, etc., care to take a guess how many responded to my query?
NONE – ZERO – NADA – ZIP!
But the real story here, especially with these ‘blind’ advertisers, is that when very successful sales and marketing professionals from within the timeshare industry read these timeshare job ads — the ‘Money Makers, The Pros — rarely, if ever, apply (respond) because they already know, shall I say, the atmosphere.
And for marketing and sales professionals from other industries who read those type of timeshare job ads, I’d bet the farm that doing so strongly reaffirms the already wrongly-held notion by many that our industry (and working in it) is a “sham” anyway — and they too rarely, if ever, apply (respond).
That surely equates to a lot of ‘talent’ out there deciding to hang their hats elsewhere and those established Pros are surely making other ‘entities’ a whole bunch of money!
Good Luck Out There!
© Copyright Inside the Gate. All rights reserved.
Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services— and, of course, all the ‘Good’, the ‘Bad’ and the ‘Ugly’.
Stay tuned for what is sure to be a fun ride and check back to Timeshare Scoop du Jour each week for more of the inside scoop.