How Security Professionals Can Satisfy Career Goals of Ambitious Sales, Tech Employees

Make sure your company properly communicates opportunities for growth within the company to satisfy ambitious employees.

Talent resourcing is a key growth element for business owners in the security industry. Sales and technical talent are the two concerns we hear most often from our system integrator and alarm dealer clients. So where do you start with a different strategy that is both cost effective and sustainable over time?

Start with examining your company vision, strategic growth plan and then tactical ways to support those goals. Easier said than done. Talent from today’s generation has different goals for their careers. How well does your company values align with their goals? Your history, pride and perceived values may not translate to their needs.

So what can one do? Tell your story differently so they can hear and see the opportunity in their terms, not your traditional terms. A steady paycheck to show up for work, working their way up the career ladder and opportunities to contribute are different in today’s day and age.

Have you changed your messaging and processes to meet these needs? If not, you will be locked into traditional and often frustrating processes and recruiting efforts.

RELATED: When Selling Security, Tactics of Yesterday Aren’t Going to Cut it

What can you do in the next week that will make a difference? Look at your vision, expectations and growth statement from their perspective. Get your management team to look at their processes to see if they have a clear path of expectations and growth opportunities.

The secret sauce is simple: a company communications program between you, your department leaders, current employees and those you want to attract to grow your company. Sounds easy right? Wrong.

It takes some effort, tools, guidance and a strong will to grow your company. The good news is it’s possible and probable with some planning. It doesn’t need to be expensive but it does require time and reasonable investment over a 6-9 month period.

Why? Because change is a bear. You can’t outrun it but you can avoid getting eaten. All you have to do is outrun your competition to win.

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About the Author


Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.

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