In the last few days, I have read some truly “silly” statements (and I am striving very hard to be politically correct) concerning recruiting. … Read more

This article has nothing to do with sourcing. I tip my hat to all those hard-working people who slave all day just to find applicants, but (unless I am … Read more

A very long time ago, I ran a sales department. It was an interesting experience. I would ask sales applicants about their sales accomplishments, have … Read more

I recently had a great opportunity to work with an international consulting firm. They wanted to hire about 2,000 to 2,500 new programmers in the coming … Read more

Every so often I write about the benefits of doing a job analysis to discover critical job competencies. No sooner are the electrons dry than I hear from … Read more

Yesterday: “Get me someone who likes a challenge, enjoys traveling, and can sell big-dollar products!” Tomorrow: “What a disappointment! … Read more

Salespeople provide the life’s blood of organizations. No sales. No business. I once encouraged a reluctant management team to rank salespeople from … Read more

A few years ago, American manufacturers discovered they were getting their quality “socks” beat off by Japanese manufacturers. The Japanese … Read more

I often take it for granted that people are able to calculate the cost of hiring poor salespeople, but there have been several requests to explain how this … Read more

Almost every week someone posts a request for competencies here on the ER Forum. It usually goes something like this: “I am a recruiter for XYZ … Read more