This page contains a Flash digital edition of a book.
are “topgrading” now, right in the midst of an economic slump. I should have a teleconference in which they talk, but if you don’t mind my speaking for them, here’s why business leaders who are topgrading in this down market would say now is a good time to topgrade:


More talent is available at lower compensation ... This happens in every economic downturn.More people


are out looking for jobs.A players can be attractedmore easi- ly.And you have the luxury of being able to get more talent cheaper.A client is recruiting a director of human resources, and despite the fact that its business is down, it has more and better candidates than it did justmonths ago (when the econo-


You’re running a business and not a social service organization, so do what is right for the business.


my did not appear so bad). Hiring is all about supply and demand, and when supply of talent is up (businesses folding or laying off people) and demand is down (most businesses not hiring), talent is cheaper to hire. When the economy improves, be sure not to underpay your people!


Underperformers expect to be let go. If two of 10 sales reps account for 80%of sales, and your


business is very profitable, the two or three sales reps selling practically nothing will not be surprised when receiving the pink slip.You’re running a business and not a social service organization, so do what is right for the business.


Talent is an investment, not a cost (despite what accountants say). Only “topgraders” really believe this. Most managers


hire 25%high performers, 50%“so-so” performers and 25% lousy performers, so 75%of the people they spendmoney hir- ing turn out to be disappointments. But topgraders achieving 75% or even 90% hiring success experience sky-high return on investment (ROI) when they hire.


Sales is themost important area to topgrade in a downturn. Executives with two well-known companies that imple-


mented topgrading programs (based on the 2008 release “Topgrading for Sales”) recently told me they have replaced mediocre reps with top producers, and those companies are not even lowering their sales targets for the year! These will be case studies in future articles. You can improve talent in your organization cheaper


(because compensation is down) and easier (because zillions of candidates are available) in a downmarket.


Brad Smart is one of the foremost experts on hiring. He can be reached through his website: www.smarttopgrading.com.


PT


AIMS U


AIMS Parking Management Solutions


www.edc-aim.com


niversity, Municipal, Hospital, Airport and Private Parking


Professionals throughout North America manage their parking operation with AIMS.


AIMS Ticket Management streamlines parking enforce- ment through automated billings, payments, voids, appeals, letter generation, and reporting.


Choose from one of our AIMS Ticketer Ensembles for on-street ticket issuance and electronic tire chalking with automated ticket upload to AIMS or your in-house parking management software.


AIMS Permit Management simplifies permit issuance, payments, and invoicing. AIMS maintains lot and permit inventories, multiple waiting lists, generates custom correspondence, and provides detailed reports.


AIMS Web+ is your complete solution for online permit registration, ticket appeals and payments with complete parking account review. Our e-commerce solution is designed to enhance your customer service while reducing office traffic.


AIMS is available for use with Oracle or MS SQL databases and integrates with your R/O lookup agency, DMV, collection agency, gate arm software, SCT Banner, PeopleSoft, custom finance packages, print shops, and cashiering software.


Customer Service and User-Friendly products drive University – Municipal – Hospital – Airport – Private Operators to AIMS.


Visit www.edc-aim.com for more information.


Contact us at sales@edc-aim.com or 800.886.6316 to book a product tour.


EDC Corporation ELECTRONIC DATA COLLECTION CORP.


EAST COAST 13 Dwight Park Drive Syracuse, New York 13209 70Wakelin Terrace


St. Catharines, Ontario L2M4K9 (905) 931-4085 | Fax: (905) 931-4086


APRIL 2009 • PARKING TODAY • www.parkingtoday.com 31 WEST COAST 42196 Roanoke Street Temecula, California 92591


800-886-6316 | Fax (315) 706-0330 877-277-6771 CANADA


www.edc-aim.com sales@edc-aim.com


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64