When the checkout clerk at the grocery store asks you whether you want paper or plastic, there are no real consequences associated with your answer. However, when you are trying to decide if a person should work for you, the outcome is much more critical. This is not a decision that should be random and […]
Hiring Due Diligence – How To Do It Right
The problems experienced by Rutgers University in the hiring of their new Athletic Director is a perfect example of how not to conduct due diligence when hiring critical employees. In this video you will see what they did wrong and learn how you can avoid the same mistakes.
Why You Should Avoid Panel Interviews
Many of my clients want to conduct panel interviews. They argue all the benefits of conducting panel interviews. Unfortunately, they are wrong. In my Selecting Winners workshop we have been showing companies why panel interviews are not an effective selection technique. I decided to put together a short video that explains exactly why you should […]
Interviewing Myths
“If you continue to do what you always have done, You will continue to get what you have always gotten.” You have an interview scheduled for this afternoon. You prepare by scanning the resume for two or three minutes before the person comes into your office. You’re not worried because you will know if this […]
Sample Interview Questions
The sample interview questions on this page can be the starting point when you build your own list. You can use these as examples of what good questions look like. Please don’t just copy and use these questions. Instead, use them as a place to start. Be sure to read the article on creating questions for a […]
Interviewing Sales Candidates
Interviewing sales candidates does not need to be a mystery. View this as a chance to significantly improve your sales team. Unfortunately, most Sales Managers simply “wing it” when it comes to choosing the best salespeople. And that approach almost always leads to problems. Interviewing sales candidates is different. The person in front of you […]
Sample Sales Interview Questions
Sales interview questions have always been a mystery. If you read 10 different articles, you get 10 different opinions on what you should and should not ask in your interviews. The sample sales interview questions I share with you in this article are those that have been proven over the past 30 years to work. […]
Hiring Salespeople
Hiring salespeople who are successful can be the difference between success and failure in a business. Building a great sales team cannot be left to chance. If you are like most Sales Managers and Executives, you have struggled with recruiting, interviewing and hiring great sales talent. Too many people suffer through the 80-20 rule where […]
Don’t Ask Everyone The Same Questions
Don’t Ask Every Candidate The Same Questions Just recently I ran across a white paper that listed the top 100 questions you should ask a sales candidate. In the intro, it was suggested to use these as the standard questions asked of every candidate. The reasoning was this approach empowers you to compare candidates.This is […]
Do You Have The Right Employees To Take Advantage Of The Coming Boom?
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 […]
