Worthington Steam Pumps Designated as Latest ASME Landmark

Worthington Steam Pumps Designated as Latest ASME Landmark Worthington Steam Pumps Designated as Latest ASME Landmark Worthington Steam Pumps Designated as Latest ASME LandmarkSept. 9, 2016 ASME Past President Reginald Vachon (center) presents the ASME landmark plaque to Paul Ticco of the Office of National Marine Sanctuaries (left) and John Quarstein of the USS Monitor Center during the ASME landmark designation ceremony on Aug. 25. (Photo courtesy of The Mariners Museum and Park) Last month, the Worthington Direct-Acting Simplex Steam Pumps, which powered the famous ironclad Civil War vessel the USS Monitor, were recognized by ASME for their role in revolutionizing the U.S. Navys fleet. The devices, which are the earliest known surviving direct-acting steam pumps, were designated as an ASME Historic Mechanical Engineering Landmark in a ceremony at the Mariners Museum and Park in Newport News, Va.The simplex steam pumps, which were invented by Henry R. Worthington, one of AS MEs founding members, were reciprocating systems that automatically sent water to the boilers that powered the ship. The pumps simple design featured directly connected steam and water pistons, which eliminated the need for the crosshead, rod and flywheel used in earlier steam pumps, resulting in a small, efficient device that was ideal for use in confined spaces such as ships. Will Hoffman (far left), senior conservator and conservation project manager at the Mariners Museum and Park, gave the ceremonys guests a demonstration of the Worthington pump replica during the landmark designation ceremony in Newport News, Va. (Photo courtesy of The Mariners Museum and Park)More than 115 people attended the designation ceremony on Aug. 25, including a contingent comprising Reginald I. Vachon, ASME past president Richard Pawliger, immediate past chair of the ASME History and Heritage Committee John W. Ralls, chair of the ASME Eastern Virginia Section and Paul C. Ticco, Northeast and M id-Atlantic regional coordinator for the Office of National Marine Sanctuaries. The event was also attended by representatives from area companies Curtiss-Wright, Hampton Rubber Co. and Master Machine and Tool. Curtiss-Wright sponsored the event with the ASME Eastern Virginia Section. Hampton Rubber Co. and Master Machine and Tool collaborated with Curtiss-Wright on a project to create a working replica of the Worthington steam pumps.The Worthington steam pumps stand fremdartig for their efficiency and reliability, said Vachon, who presented the bronze ASME landmark plaque to officials of the Mariners Museum during the ceremony. Their compact size and lightweight design are vital features in marine applications, and the pumps also serve as the basis for a variety of other industrial applications. (Left to right) Jeffrey Weise, chair of the ASME Central Virginia Section John Ralls, chair of the Eastern Virginia Section Paul Ticco, Northeast and Mid-Atlantic regional coordinator for the Office of National Marine Sanctuaries Reginald Vachon, ASME past president John Quarstein, director of the USS Monitor Center Richard Pawliger, immediate past chair of the ASME History and Heritage Committee and John Zinskie, treasurer of the Eastern Virginia Section. (Photo courtesy of The Mariners Museum and Park)Landmark status for the Worthington steam pumps recognizes the contribution of the steam pumps to industrial history and to the progress of mechanical engineering, said current ASME President Keith Roe. The Worthington steam pumps join a roster of more than 250 other ASME engineering landmarks throughout the world. Each represents a progressive step in the evolution of our profession, while exemplifying the innovation and vision personified in engineers everywhere.For more information on the ASME Historic Mechanical Engineering Landmarks Program, or to see the complete list of ASME landmarks, visit www.asme.org/about-asme/who-we-are/engineering-history/la ndmarks.

What You Need to Know About Romance Fiction Genre

What You Need to Know About Romance Fiction GenreWhat You Need to Know About Romance Fiction GenreIf you want to write a romance novel, it makes good sense to understand the romance publishing industry. From understanding the business to understanding the hallmarks of the romance genre, heres what you need to know about writing romance. Romance Publishing Romance novels are big business. According to the Romance Writers of America, the romance fiction industry is worth $1.08 billion dollars a year,* which makes it about a third larger than the inspirational book industry, and about the size of the mystery novel genre and science fiction/fantasy genre markets combined. Romance novels regularly top the major bestseller lists (New York Times, Publishers Weekly and USA Today), and have a large, dedicated audience of readers. The Audience The core audience of regular romance readers numbers a whopping 29 million and the extended audience of those who occasionally pick up a romance novel is likely much greater. 84% of romance novel readers are women. Romance fiction buyers span all age ranges but the largest segment (41%) is between 30 and 54 years old. The Market According to Nielsens US 2014 Q1 Romance Landscape report,* ebook romance sales have outpaced the formerly dominant mass-market paperback format, and 39% of all romance novels are purchased in digital format (with the mass market now fairly close second at 32%). Eighteen percent of romances are purchased in the trade paperback format and only 9% are now bought in hardcover. While the report cites that 1% of romances are purchased for listening on audiobook,growth in the audiobook market indicates the number of romance audiobook listeners might be growing. Most romance is purchased from e-commerce sites, large chain bookstores, and mass merchandisers. Book publishing sales trends indicate that there is a robust market for romance fiction e-books. This could be due to the fact that regular romance buyers tend to be voracious readers and e-readers and e-books are convenient for multiple-book consumption. Hallmarks of the Romance Genre You think youre writing a romance novel, but are you sure? What makes a novel a romance?A novel is generally considered to be romance fiction if A love story is central to the plot The main idea of the story must be that two people who are in love must struggle through obstacles to their having a relationship. While there can be sub-plots (job, family, etc.), the love story must be the main element that drives the narrative. And...The ending is emotionally satisfying and optimistic The appeal of the romance novel for many is that the struggles of the lovers are rewarded and the risks they take pay off in a happy ending for them both. A romance novel may be a one-off (single title), or it may be part of a series. Within the parameters of the romance novel, there are many romance subgenres, which yield endless variations in Timeframe Romance n ovels can be set in the past (historical) the present (contemporary) or in the future.Setting Whether the Scottish Highlands or a made-up universe or even Topeka, romance novels can be set anywhere. The story can take place during a family reunion or a murder investigation (which would put it in the romantic suspense subgenre).Hero He can be an average guy (as long as he looks better-than-average with his shirt off) a man in uniform (whether military, fireman... or kilt) or not even a man at all, as happens in the popular paranormal subgenre (Hello, Werewolf). Tone The sexual explicitness of romance novels ranges from demurely warm (the inspirational genre is generally not explicit) to hot and steamy... to super-sizzling.

Military Terms, Life, And How It Works

Military Terms, Life, And How It WorksMilitary Terms, Life, And How It WorksIf you are friends with former or current military members, you may have noticed basically a different language used when discussing his/her experience, or terminology used to describe everyday items. Once such term often used is POV.In the military, this means car or Privately Owned Vehicle. You may even ask, Why dont you just say C-A-R? Many of these terms do not make sense when used in civilian life, but as explained below, these acronyms and terms used military and veterans alike become second nature in a relatively short period of time while on active duty. Military Terms - Active Duty In the U.S. military, there are some basic terms that describe military life and how the infrastructure works. Most people are familiar with the term active duty although they may not be entirely clear exactly what this means for the member of the military, and, how this differs from being deployed. The Department of Defense (which is the agency that oversees every branch of the U.S. military) definition of active duty in the U.S. military is pretty straightforward. Active duty refers to full-time duty in the active military, including members of the Reserve Components on full-time training duty. It does not include full-time National Guard duty. Being on active duty is similar to working a full-time job. In the Army, for instance, its active duty soldiers serve 24 hours a day, seven days a week for the length of their service commitment (thats not to say that each soldier works a 24-hour shift, just that there are always soldiers on duty).Of course, each member is offered time off and vacation time, but if the job requires 24 hours of straight work - you will do it if necessary. But like most jobs, if in the States and not deployed, military active duty get weekends and holidays off like every one else in the job force. Deployments for active duty to foreign countries or even war zones occur regularly for the active duty member. Typical cycles are 6-9 or even 12 month deployments depending upon the needs of the military and branch of service. However, coming back home to train or prepare for the next deployment typically allows for the active duty member to be home or training in the United States for at least a year or 18 months. This all depends on the service, type of job conducted by the active duty member, and necessity of the deployment. Deployments do not always mean combat, but in some circumstances, it does. A soldier (or sailor, or airman or Marine) can be on active duty but not deployed, but you wont be deployed unless youre on active duty. Even Reservists or National Guard get activated in bestellung to deploy. Active Duty Living Arrangements While a member of the military is on active duty, there are programs in place to help his or her immediate family (spouse and dependent children). In most cases, they can live on the base with the soldier (in the c ase of the Army). This depends on a few factors, including what unit the military member is with, what their military occupational specialty (MOS) is, and their deployment status. So sticking with the Army example, if a soldier is single, he or she can live in barracks on the base, but a soldier with a family may live in base or off-base housing in the local community. Length of Active Duty Soldiers on active duty can be deployed anytime, for a period of 12 consecutive months or more sometimes. Soldiers in World War Two deployed for the entire war and could be gone for 4-5 years. For soldiers on active duty,service terms typically brde between two and six years, depending on the unit and its mission. Soldiers are eligible for a two weeks of leave after six months of deployment. This varies depending on the branch of the service for instance, in the Marines,the most common enlistment contracts include four or five years of active duty service. In the Air Force, most airmen enlist for a total of eight years of active duty. Reserves on Active Duty Reserve soldiers are called to activeduty as needed, and can hold normal full-time civilian jobs. Army reserve soldiers attend training sessions near their home one weekend per month, and an annual field training. A soldier in the Army Reserve may never see active duty at all during the entire length of his enlistment.

The sad reason so many Gen Z is getting into accidents on their commute

The sad reason so many Gen Z is getting into accidents on their commuteThe sad reason so many Gen Z is getting into accidents on their commuteIf you live in a big city, you know its nigh impossible to live in or near the neighborhood where you work. And with salary increases flat,rents on the rise nationwide, and a significant housing shortagemaking it more difficult to buy, many people are getting pushed even further out from their jobs.Randstad USA and Apartment Guide surveyed 1,211 American workers between 18 and 45 (both homeowners and renters alike) about how increasing costs of living affect where and how they work and live and how commuting eats into their quality of life.Follow Ladders on FlipboardFollow Ladders magazines on Flipboard covering Happiness, Productivity, Job Satisfaction, Neuroscience, and moreIts especially hard on younger workers. For example, 43% of Gen Z workers cant afford to live near where they work. And half of Generation Z workers said theyre padding t heir income with second jobs due to living expenses, compared to 28% of workers overall.Among all respondents, 44% said their mortgage, rent, household utilities, and other living expenses were rising faster than their annual salaries each year. A full 42% said theyd need to earn at least $60,000 a year to stay in their desired neighborhood.Perhaps that explains the rise in roommates. It seems that if youre not a roommate, youre not a subletter, trying to make ends meet 39% of house renters, 38% of room renters and 33% of apartment renters had at least one roommate to make ends meet. And one in five said they needed more than one roommate in order to afford their rent.To be sure, if youre living further and further out from your job, your commute takes a bite out of your life. A quarter (24%) of all workerssurveyed say they live far from their jobs because they cant afford to live nearby that number increased to 43% for Gen Z workers.As previously documented, everybody hates their c ommute. While about a quarter (27%) said their commute negatively affected their mood, that number nearly doubled for Gen Z (42%).But drive safely A third (32%) tried to work through their morning drive in, fielding emails, calls, and texts while in traffic. Shockingly, 33% of Gen Z workers reported getting into an accident while checking work emails while driving.And between commuting and working, many felt like they didnt have time for a social life. Over a third (37%) felt that their commute limited their time to do things like going to the gym, see friends and family, and practice their hobbies. And 30% often skipped out on social or work events after-hours because of the reality of a long commute home after.

Dont Be the Desperate Job Seeker

Dont Be the Desperate Job SeekerDont Be the Desperate Job SeekerYou dont have to take this job. You have options.Weve heard the comparison a thousand times A job search is very much like the dating game.You never want to look desperate. You dont want to come across as having low standards. You dont want to come across as though you would go out with just anyone.You want to exude calm confidence. You want to come across as being genuinely interested in getting to know the other rolle but not ready to launch into a relationship until you get to know him or her better. You want to appear desirable and desired.Five ways to be desirableNo matter how badly you want a particular job, dont think of it as a life-or-death situation. Consider it being open to going on a date with the other person. With that analogy in mind, here are five ideas on which to focus.1. Keep your options openWould you date someone if you were the only person interested in her? I doubt it. People want to go out with s omeone who is intriguing and who they feel they have to put in some effort to date.To put yourself in such a position, write down all of the options you have for the next six monthsIf youre currently employed, you can stay in your job.You can go back to school and work on an advanced degree.You can abflug your own business.You can work for a former competitor.You can write the book youve always put off.You can volunteer for a worthy not-for-profit agency.The key is to know you always have options. When you feel you dont have options, you will come across as being desperate for any opportunity.2. Recall past successesWrite down five of your past success stories. Answer these five questions for each jobWhat was my goal?What obstacles did I have to overcome to achieve the goal?How did I persevere through those obstacles?What did it feel like when I achieved the goal?What lessons did I learn from that experience that I can use in my next job?Be familiar with your past successes. You may be able subtly to inject them into a conversation with a decision-maker about the job you want.3. RelaxDating success or failure often comes down to non-verbal communication. A nervous laugh, talking excessively, or saying Im sorry every 90 seconds can signal that you are unsure of yourself.Calmly listening sends the message that you are confident in yourself and you dont have to fill up all the available quiet moments with endless chatter.4. PatienceDemonstrating patience in the job search shows that you are in a position of strength and that you dont have to accept anything immediately. By moving the process along patiently, you may very well motivate the other person to work harder. If you pressure the person to make a decision today, you may turn him away from you.5. Be fun to be aroundAs a job candidate, be the type of person other people will want to work with. Im not talking about having a beer or a glass of wine with the interviewer. I am talking about being willing to hear about the other persons day. Relax, smile and be patient.These are very difficult and intense economic times. If you are not careful, you will walk into an interview situation with stress written all over your face.Instead, walk in with the attitude that you are merely looking forward to meeting a new friend. Be confident, calm, relaxed and ready to explore the possibility of moving to the next level in your relationship.Take it slow, have fun and know youre in a position of strength because you dont have to take this job. You have options. You have confidence. You have past successes. And you know you will be patient until you get the opportunity you are looking for.

Whispered Sample Job Resume Secrets

Whispered Sample Job Resume Secrets Using Sample Job Resume There is an assortment of advantages of working with the simple resume formats. Creating your resume is essential. A basic resume template is the simplest version or kind of a resume template which could be utilized to create resumes for any work position. A relevant resume sample is a handy tool that may supply you with formatting and writing ideas as you construct your own resume. Knowing the difference between a resume and courses vitae is a whole lot mora essential before you opt for a template. Giving a PDF copy will be a better choice. While all resumes should offer information on your work and education experience, together with your abilities and accomplishments, there are various ways to present this info. You dont want to have the objective to allow you to lose out on another possible opening. Resume objectives can be somewhat controversial. To start with, the career objective of the resume have to be c atchy. Introducing Sample Job Resume Employers dont wish to waste time reading plenty of meaningless babble. The work title is the first thing which catches your attention when you encounter a new prospect. So make certain you mention only those things which you actually know. There are a lot of techniques to compose a resume. Sometimes words arent the fruchtwein efficient method to communicate. Prevent the temptation of adding fluff to turn your document longer. Possessing a strong resume will permit you find several great jobs. Possessing a work description is helpful to the employer, job seeker, and the employee in numerous ways. Furthermore, you can look for nursing student jobs on Monster. Your resume should clearly communicate to a possible employer that youre ready to successfully execute the office assistant job responsibilities set out in the work specification. The health care industry can be quite competitive. Writing a resume for employment in the art industr y can be difficult. There are a great deal of jobs out there within this exciting field. Distinct kinds of work in the food service industry require resumes with lots of the exact skills. Alternatively, you should tailor your cover letter towards the specific job youre applying for. To see nearly all pictures within Modest Resume for Second Job pictures gallery make certain you comply with that site connection. Together with mentioning the work type, if youre going to give a tiny description of your work in the cv then its going to be best too. Below, you will discover a list of resume examples that may aid you with your work search. Keep in mind this section enables the hiring manager determine if you ought to be called for an interview, or not. Everyone knows that when browsing for work, the very first task youll need to complete for a possible employer is, Send a copy of your resume. Instead, consider starting with a quick overview of your career and techniques. For the intent of this exercise, instead only concentrate on the work description and its requirements. The discipline of information technology grows more important each and every day. A resume should also incorporate any appropriate certification. Whenever you are asking for work, its mandatory that you submit a resume. When deciding what to include, you ought to start by thinking about the nature of your prospective employers, your degree of experience, and the abilities and certifications desired. Getting the Best Sample Job Resume Youre going to compose a resume summary which gets far more interviews. Our resume examples can ensure youre prepared in the event you receive a referral. When youve reviewed resumes in your field, peruse resumes across fields to know how to vary using action verbs and receive a feel for what makes a highly effective accomplishment statement. 1 A resume summary is a brief, snappy introduction paragraph that gives a summary of your very best work. A sample of a job resume will offer the overall format for your resume, along with a simple idea of the info you must include. The resume format sample needs to be accomplished well. Its very common to look for a sample job resume. Even though a sample job resume may have high school information listed, you do not have to include it should you own a college degree. Please get in touch with us if you would like us to add sample resumes for any particular category or whether you want to submit an example for certain category. The most frequently encountered kind of resume.

Top 3 Qualities of Great Social Recruiters

Top 3 Qualities of Great Social RecruitersIn this vorgang of The Recruiting Reel, special guest, Katrina Collier of Winning Impression offers her top 3 qualities of a great social recruiter Our number one tip? Listen to Katrinas advice she seriously knows her stuff Oh, and shes hilarious.TheRecruitingReel begebenheit 9 is live Featuring WinningImpressand AllThingsBiz Watch it hereClick To TweetHeres the transcript of the episodeJosh TolanMy name is Josh Tolan and Im the CEO of Spark Hire, the leading video interviewing platform used by thousands of organizations around the world.And this is The Recruiting Reel, a video series where we discuss real recruiting challenges with prominent recruiting experts to provide you with actionable tips you can apply to your own recruiting.Todays show features Katrina Collier, founder of Winning Impression, and an expert in social media recruiting. So for all of you looking to step up your hashtag game, youre in luck.Katrina has been recognized by many as one of the most influential recruiting experts to follow on social media.Moodvise No. 22 in The Top 100 Most Influential People In HR Recruiting On Twitter Bond US Top 15 Recruiting Experts To Follow On Twitter Career Sherpa 40 Must Follow Accounts for Job Search 2015 Work4 4 Thought Leaders That Are Changing The Recruiting Industry UK Recruiter 10 Recruitment Gurus To Follow On TwitterTodays episode focuses on the Top Qualities of Social Recruiters and Katrina has some pretty awesome insight on this topic. The stage is yours, KatrinaKatrina Collier Hi, Im Katrina Collier, and Im a social recruiting specialist, keynote speaker, and trainer. Here are my 3 top qualities that make up a brilliant social recruiter.First off, go and find people where they actually are. The best way to find that out is to go in and speak to your business and ask them where they interact on social media. It could be that your designers are hanging out in Behance, your techies are over on GitHub and Stack Overflow, or some other technical site. It could be your accountants are hanging out somewhere else where are they? Is it Facebook? Is it Twitter? Go and ask your business, and find out where theyreplaying. And then go and interact appropriately on those platforms to become known, liked, and trusted.So my first tip my first top quality is find people where they are. The second top quality of a great social recruiter is to be curious. Use the plethora of free tools that are available to you to map across social networks, so that you can get more of a rounded view of what somebodys about.So you can find out on LinkedIn that theyve got those formal qualifications, but you can see what they chat about on the weekends over on Twitter and Facebook, and you can delve in a little bit further and find out their hobbies and their interests. Would that be a good fit for your firm? Go and find out you find out much more about them if you get off the mainstream and get curious. Also, t here could be a plethora of other sites theyre hanging out at. Are they blogging? Are they writing stuff on Tumblr where are they? Get curious. That will really help you in your recruitment.The final top quality of a social recruiter is to lose the laziness. There is nothing worse than receiving a really bland email from a recruiter its just an auto delete. So, take the information that you found by engaging on the appropriate platform, where theyre actually playing, and being curious and delving deeper, and put it in your communication. I saw that you have these skills, therefore youll be a great fit for this role. I also saw you have an interest in this oh, by the way we have this going on in our office as well.Use that information, delve that little bit deeper, and use it in your communications, and dont be lazy. So there are my top 3 qualities for brilliance in social recruiting. Find people where theyre actually interacting, be curious, and dont be lazy.Josh Tolan And thats how you pack some brilliant nuggets of information into a 2 minute segment.Always be engaging. Always be curious. Never be lazy. And if I can throw a quality into the mix, always be reppin. When you start to engage candidates through multiple social channels, its important that you have a strong and consistent presence on those channels. Remember, candidates will be looking up your profiles as well so make sure youre representing yourself and the organization youre recruiting in a positive light.Also, when a candidate looks at your profiles, theyll notice how many followers, connections, or some indication of your activity on that channel. By consistently engaging on different social channels, you wont look out of place in the digital spaces youre interacting in.I want to thank Katrina Collier for being the featured expert on todays show. For more information on Katrinas company, head over to winningimpression.com. And of course, you need to follow her on social media especially on Twitter winningimpress and also on YouTube where you can catch some episodes of The Social Recruiting Show.Thanks for watching The Recruiting Reel and stay tuned for more episodes. For additional HR and recruiting content, head over to hr.sparkhire.com and subscribe to our newsletter. Also, follow us on Twitter, sparkhire. And subscribe to our YouTube channel to be the first to know about the newest episodes of The Recruiting Reel.See you in a couple weeks Happy recruiting everyone

Millennials in this American city are carrying the most debt

Millennials in this American city are carrying the most debtMillennials in this American city are carrying the most debtNew data from erreichbar loan marketplace LendingTree shows that San Antonio is the American city where Millennials have the most debt, with a zentralwert debt balance of $27,122 - not including mortgages.Researchers took a look at anonymized leistungspunkt report data of My LendingTree users who live in the 50 biggest metro areas in the U.S. to compile the data.They were born anywhere between the years 1981 and 1996.Click here for an interactive mapThe 10 cities where Millennials have the most debtHere they are, plus the average percentages of what highly contributes to Millennials total debt balances. Again, these dont include mortgages1) San Antonio median balance of $27,122, with car loans making up 43.2% of total debt balances2) Pittsburgh median balance of $26,403, with student debt being 45.7% of all debt3) Austin median balance of $26,164, with 18.1% of all debt being from credit cards and 37.1% being from car loans4) Houston median balance of $25,978, with 42.5% of all debt being car loans5) Jacksonville, FL median balance of $$25,947, with auto loans making up 38.5% of all debt and student debt making up 37.1% of it6) Dallas median balance of $25,939, with car loans making up an average of 39.9% of all debt7) Washington median balance of $25,810, with 46.9% of all money to be paid back being student debt8) Virginia Beach, VA median balance of $25,591, with 18.9% of all debt being from credit cards, 11.9% of all debt being from personal loans and 35.4% from student loans9) Oklahoma City median balance of $25,351, with car loans making up 39.3% of all debt10) Columbus, OH median balance of $25,129, with 48.1% of all debt being from student loansThe LendingTree senior research analyst who headed up the research commented on the data in a statementThe Millennial generation makes up the younger portion of adults, and as they build their careers, families and communities, theyre doing it encumbered by personal debt, said Kali McFadden.The 10 cities where Millennials have the least debtLets take a look at the opposite end of the spectrum- these numbers also dont include mortgages, of course41) San Diego median balance of $20,75142) Miami median balance of $20,71543) Louisville, KY median balance of $20,64344) Providence, RI median balance of $20,50545) Salt Lake City median balance of $20,41246) Detroit median balance of $19,97847) New York median balance of $19,63148) Los Angeles median balance of $19,29949) Sacramento, CA median balance of $18,69150) San Jose, CA median balance of $18,376Check out the full chartwith average percentages of what contributes to Millennials debt in every city (credit cards, student debt, car loans, personal loans and more).

The Macro- and Micro-Level Reasons Why Salespeople Are Struggling to Make Their Numbers

The Macro- and Micro-Level Reasons Why ausverkaufpeople Are Struggling to Make Their Numbers The Macro- and Micro-Level Reasons Why ausverkaufpeople Are Struggling to Make Their Numbers Sales has never been an easy profession, but our research shows that more salespeople than ever are struggling to make their numbers. Over the last five years, the percentage of salespeople making quota dropped by 10 points. The percentage of companies achieving revenue also dropped by nearly 4 points.If youre in senior leadership, this performance decline can be incredibly frustrating. Youve invested hundreds of thousands of dollars, if not 1000000s, in CRM solutions and other technologies designed to make your salespeople more productive and effective. Youve put considerable funding into developing training programs and sales collateral. Youve honed your hiring practices and sought to attract top-notch talent with a proven rack record in your industry. So why arent you seeing a return on your inve stment?ur answer is simple. Todays sales organizations are not keeping up with and adapting to the pace of change.We all know how quickly things change. Just think about what you can do with the phone you use today as compared to the one you used just five years ago. From the technology itself to the apps that are available, the difference is night and day.However, few of us take the time to think about the macro forces of change all around us and how they impact the profession were in. Were not talking about the small things like the release of the latest iPhone. Or even more dramatic events like an economic recession that can have a real, but often temporary, impact on our opportunities. Instead, were talking about the really big changes that irrevocably reshape the world we live in and how we sell.The Macro Forces of ChangeTo understand this, we need to start with five important macro-level changes. Youll probably be familiar with each of these to some extent, but what we want to look at is how they are impacting the sales profession.Digital first disruption and consumption. The release of the latest smartphone technology certainly falls into this category, but it is much broader than that. McKinsey estimates that the Internet of Things has the kompetenzprofil to impact the global economy by as much as $11 trillion by 2025. This impact will be the result of changes in the way businesses collect and leverage data for better decision-making and the way consumers use technology to interact with sellers. As sales becomes more technologically driven, desirable skill sets will shift from strictly soft skills like relationship-building to include harder skills like data analysis. In some cases, the best candidates may not even come from the field of sales.Emerging middle class. In the developed world, the number of people with middle-class buying power has remained relatively stagnant and, in some cases, has even declined. However, in many emerging economies, the opposite is true. By 2025, the middle class is expected to have increased by 153 percent around the world, with the greatest increases coming from countries in the Asia-Pacific region. To tap into this new buying power, companies are going to have to staff a sales force with professionals from countries and cultures that may be very different from those of their current sales force. These new hires will have unique enablement needs.Increased urbanization. Many geographies are also moving from primarily agrarian-based economies to heavily industrialized economies supported by growing cities. As many as 65 million people are moving to cities every year. Thats the equivalent of adding seven new Chicagos (including surrounding suburbs), five-and-a-half new cities the size of the Paris metro area, or almost two new cities to rival Shanghai every year What were once small urban areas will grow into commerce power centers as people and industry flock to these cities in the hope of new oppo rtunities and an improved lifestyle. Companies will need to adapt both their market and go-to-customer strategies to adapt to new opportunities and new competitors that are sure to emerge.Productivity and the aging workforce. In more mature markets, workers are hitting retirement age faster than they can be replaced with new recruits. The labor market for the last 50 years has seen a steady growth of around 1.7 percent, but McKinsey predicts it will drop to just 0.3 percent over the next 50 years in its report Global Growth Can Productivity Save the Day in an Aging World? For businesses, this translates into more competition for an ever-smaller schwimmbecken of qualified talent. To be successful, companies will need to get better at attracting younger talent and profiling new hires. Once talent is hired, enablement will need to onboard these new recruits as quickly as possible and provide the services necessary to drive sales professionals to higher and higher levels of productivity .Invisible sector boundaries. The ability to redefine your industry has long been a recognizable principle of business survival. If you took any business classes at all, you probably remember the buggy whip manufacturer example or how railroad companies went out of business because they saw themselves as being in the railroad business and not the broader transportation market. Some of the most successful businesses today are masters at crossing sector boundaries. Ten years ago, Amazon just sold books. Today, the retail giant is successfully chipping away at established retail and logistics businesses across a range of sectors. For sellers, the competitive landscape shifts like the sands of the Sahara. Salespeople will need to get better at crossing these boundaries, selling into new markets and competing against companies that they never imagined would enter their space. Sales Is Changing at the Micro Level, TooIts not just the macro forces that are impacting our ability to sell. Th ere are a number of micro forces at work as well. If youre in sales, you probably have stories you could tell in each of these categories, but our research puts some statistics behind the changes you see every day.More buyers involved. In complex B2B sales, facing a team of buyers is nothing new, but over the years, the size of that team has been steadily growing. Our 2018 research shows the number of buyers on the average buying team has risen to 6.4. Our clients also tell us that these teams are made up of buyers from a wider range of disciplines as well. Salespeople will need to get better at managing a larger number of buyers and identifying their unique challenges, wins, and ideas for how to achieve their personal and business objectives.Increasingly formalized process. As the size of the buying team increases, businesses tend to follow a more formalized process. This is one of the reasons we will focus so much on the path the customer follows to make decisions and implement so lutions throughout the rest of this book.Political and business-driven decisions. Increasing the number of people on the team almost always increases the amount of politics involved as interrelationship dynamics become more complex. Teams are also focused more on the business aspects of the decision, and the percentage of customers requiring an ROI analysis has gone from a five-year average of 40 to 61 percent in 2016.Evolving buyer expectations and needs. Todays buyers have greater access to information than ever before, but while that may mean they are much more informed when they engage sales, it doesnt always mean they are better informed. Furthermore, buyers are not so much interested in what a product, service, or solution is as in what it does. They want to know how it will help them solve their challenges or reach a business goal. That requires a very different selling approach that translates capabilities into business value. This need cannot be met by adding a little bit o f customer-centric color to an otherwise product-centric approach.Longer sales cycles. The CSO Insights 2017 World-Class Sales Practices Study found that 60 percent of sales cycles with new customers lasted over six months. Thats up from 41 percent just a year ago. This is reflective of other trends, such as larger buying teams, as well as the increasing sophistication of the solutions sold. While sales enablement can sometimes help shorten sales cycles, in general, salespeople and organizations will need to learn to adapt their approach to these longer selling cycles. The Rise of Sales EnablementThe changing needs of todays buyers and the downward slide in sales performance have led to an increased focus on sales enablement in many organizations. In 2013, only 19 percent of companies we studied had a dedicated enablement person, program, or function. In 2017, that rose to 59 percent.How successful sales enablement is makes a huge difference. In our most recent study, only 35 percen t of organizations reported that their enablement discipline met or exceeded expectations, but within this group, 67 percent of salespeople achieved quota (see Figure I.1). Organizations that reported meeting only some of their enablement expectations saw 60 percent of salespeople achieving quota. Organizations that reported achieving few of their expectations, essentially failing to enable their sales force, saw only 42 percent of their salespeople achieving quota. Quota attainment in this final group was even lower than the studys average quota attainment of 58 percent.So, whats gone wrong?CSO Insights research and our experiences in the field with hundreds of sales organizations lead us to several main conclusions- There is very little agreement (even within organizations) on what exactly sales enablement is, what it does and how to create an effective discipline.- Even when there is agreement within the organization, most sales enablement initiatives are shaped around vague and unclear outcomes.- Most sales enablement initiatives are not designed to help salespeople adapt to the micro and macro forces in the marketplace.- This is a direct excerpt from Sales Enablement A Master Framework to Engage, Equip and Empower a World-Class Sales Forceby Byron Matthews and Tamara Schenk, copyright 2018 by Miller Heiman Group. All rights reserved. Published by John Wiley Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.Byron Matthews is chief executive officer of Miller Heiman Group. Byron not only brings the senior leaders perspective to the topic of selling, he also has a long and successful track record in sales himself with major companies, including Aflac, Mercer, and Accenture. In the industry, he is a sought-after speaker on topics such as AI-augmented sales and the future of selling.Tamara Schenk is research director at CSO Insights. In addition to being the lead analyst for sales force enablement at CSO Insights, Tamara is a noted author, speaker, and evangelist on the topic. She also brings real-world enablement experience to the table, having come up through the enablement ranks to serve as VP of sales enablement for T-Systems, a leading global IT and telecom company, before joining Miller Heiman Group.

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