Good market. Bad market. Nothing has changed. It still remains that the only sustainable competitive advantage is the quality of your people. No one knows when the current market problems will take a turn for the better. But, only a complete cynic believes that it won’t. Those organizations that have prepared and have the right […]
I received a request this week from a sales executive who wanted to know what he can give his field sales managers to help them do a better job of hiring. He was looking for the magic bullet “Do this and all your problems go away!” I wish it existed. The best solution is
Take your time when you hire but be certain to fire fast. It seems like Moses brought this message down from the mountain. People have been repeating it for so long that it has taken on an aura of correctness. Too bad it is wrong. Let me show you what I mean. I had a […]
There is a tremendous amount of misinformation about interview questions. I have covered the details in other articles but thought I would show you a contrast in this article. Below I have listed a number of bad questions (B) and followed each with the fix (G). You should see a pattern very quickly.
Managing Massive Responses To Your Open Positions The burden has reversed from not being able to find candidates to having too many to deal with. Many people have never faced this problem before and are looking for solutions. This 22 minute video gives you the model I have used successfully for many years to deal […]
I received a copy of a tool used by one of the huge online job posting companies that is supposed to help you assess a candidate. I just hope that people did not pay money for this piece of drivel because if they did they should demand a refund. There are eight questions on the […]
Anything that increases ambiguity when it comes to hiring only makes your decision more difficult. This is a principle I have taught in my training class for the last 30+ years. Unfortunately, I continue to see advice and recommendation for techniques and questions that put you in a bind.
Hiring good employees gives you the best opportunity to defeat your competition. In this constantly changing market, the quality of your people is the only sustainable competitive advantage. This article identifies and will help you avoid some of the biggest hiring mistakes. But, before we jump in, a quick story. I fielded a call this […]
Imagine this situation. You are competing against two other firms for the same piece of business. One firm is the 900-pound guerrilla in your market, and the other is a competitor of about the same size. You have the best technology, the big company has the most market share and brand recognition and the third […]
Imagine your sales candidate walks in your office – steps right up to your desk – looks you square in the eyes – and gives you a firm handshake. It doesn’t get much better than that! But in reality, you might have just taken the first step down a very slippery slope.