One of the most important lessons to be learned in sales (and thus, also recruiting) is that you have to fully understand your target prospects if you … Read more

A decade ago Fast Company magazine labeled me the “Michael Jordan of Recruiting” because I had successfully designed corporate recruiting … Read more

There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Many … Read more

Before a job candidate becomes an employee, there are questions they should be asking you, their potential employer. Some are questions they’d … Read more

The primary goal of almost any business function is to coordinate activities in an effort to increase revenue or profit. If you look at business functions … Read more

This is a true story. Years ago, I interviewed for a job with a well-known, multi-billion-dollar global company. I was flown in the night before, and … Read more

Imagine you’re playing a sport that has a ball. Now imagine someone on your team purposely screwing up, like running the wrong way, giving the ball … Read more

In part one of this article we learned that selecting the right people for the right job is the most important talent-management decision you have to make. … Read more