I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend Willie … Read more

We I/O psychologists spend a lot of time talking to people about what they do, and we try to identify the human traits and experiences it takes to perform … Read more

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