Security Sales & Integration September 2022 - 6

Between Us Pros
scott.goldfine@emeraldx.com | @SSIeditor
16 Tactics to Turn
the Talent Tide
▶ THE BATTLE CRY over the dearth of labor
within the security dealer and systems integrator
Many dealer
and integrator
company owners
and managers
I speak with
are just about
at the end of
their rope, all
but throwing
their hands up
struggling for
relief.
channel has gone from a groan when I first entered
the industry more than 20 years ago to an
eardrum-shattering roar today. That is to say it is
an age-old challenge, but - due to the Great Resignation
(the bane of most businesses), a higher
bar of required aptitude and attitude within our
industry, the rise of more technology-centric fields
creating fiercer competition for talent, and the ongoing
low profile security has as a career path to
young people and the general public - the situation
has reached epic proportions.
Many dealer and integrator company owners
and managers I speak with are just about at the
end of their rope, all but throwing their hands up
struggling for relief.
Overburdened employees are then more apt
to jump ship, either of their own accord for what
they hope is greener grass or they are seduced by
rampant poaching within the channel. Besides
putting in long hours, many firms are outsourcing
what they can, running cable for example,
or bringing in temporary workers. At this point,
company leaders are feeling like " The Magnificent
Seven, " where they have to overcome impossible
odds and train a village to fend off outlaws - only
even unskilled villagers are scarce.
Until that dark cloud lifts, Security Sales &
Integration is here to do all we can to ease the pain
with timely news, business insights and technology
updates. Part of that is the Total Tech Summit
event, which includes tracks for security, commercial
A/V and residential A/V. At last December's
TTS, I led a best practices roundtable session on
this column's topic, titled " Getting the Best People
on the Bus to Build Your Business, " in which
attendees were challenged to generate ideas to ease
this predicament. Some takeaways:
Editor-in-Chief and
Associate Publisher Scott
Goldfine, an Industry Hall
of Famer, has spent 20+
years with SSI.
6
▶ Set up an internship program
▶ Reach out to and prospect high schools and
trade schools
▶ Look outside the industry for promising
people
Security Sales & Integration SEPTEMBER 2022
▶Work social media and community events
▶ Promote quality of life and work/life balance
as part of your compensation package
▶ Build your company reputation on social media
▶ Fine tune the interview experience undergone
by prospects
▶ Back and sponsor employees' professional
development
▶ Offer personnel clear and engaging career
paths
▶ Conduct " stay interviews, " asking, " What
would lead you to stay here? "
▶ Organize family programs to get everyone
involved
▶ Post progression charts to challenge and engage
▶ Provide customer care training, both for
internal and external interactions
▶ Fine tune the onboarding process: create a
culture and expectations, and help workers
feel comfortable within that
▶ Run roleplaying scenarios to polish skills and
promote fun/engagement
▶ Crosstrain among departments: Help workers
understand the cause and effect of other
positions and appreciate others' contributions
to the company
That's just an example of the collective brainstorming
and value TTS guests are able to bring
back to their businesses (you can find more
in the online version of this column). They
are called " guests " because it is a hosted event
(complimentary admittance, travel, lodging
and food/beverage) in which those dealers/integrators
applied and met stated qualifications to
attend. TTS gathers representatives from a few
hundred of the industry's most professional and
success-minded companies.
This year's security track includes: " Being a
Tactical Leader in Turbulent Times, " " Why Cybersecurity
is the Next Horizon, " " Stepping Up to
Security as a Service Success, " " Delivering Messages
Customers Can't Refuse, " " Planting the Seeds
for Cannabis Success " and " Future Technology
NOW: AI, IoT, Automation & Beyond. " There
are also exhibits, meetings with vendor partners
and peer networking activities.
Time is short until the Oct. 26-28 TTS. I highly
recommend this unique, invitation-only event
to elevate your company's efficiencies, effectiveness,
operations and profitability. Apply now at
totaltechsummit.com.
securitysales.com
http://www.totaltechsummit.com http://www.securitysales.com
Security Sales & Integration September 2022

Table of Contents for the Digital Edition of Security Sales & Integration September 2022
