In recent articles, I made the case that fundamental shifts in decision-making and perspective had to take place in order for a company to see any … Read more
Identifying Talented Salespeople and Sales Managers
People are strange. I know, I’m one of them. Being human, I’m afflicted with the same decision-making foibles that affect everyone. Normally, … Read more
How to Use the Interview to Recruit Top People and Prevent Dumb Hiring Mistakes
The interview is a bridge. It’s how the hiring team determines whether a candidate is qualified for the job. Less obvious, the interview is how top … Read more
How to Convert Cold Calls into Hot Candidates
Jim is the best recruiter at LNM, a division of a Fortune 500 company. Karen is a strong marketing manager who is not looking for a job. Jim found … Read more
The Greatest Staffing Question in the Known Universe, Ever!
Everywhere, people quest after the most important staffing question. For example, the other day a woman called wanting to know if I had a test for hiring … Read more
The #1 Secret of Hiring Success
If your hiring manager clients are not doing a good job of assessing your candidates, you should review this article with them. No matter how good a … Read more
Do Great Salespeople Make Good Sales Managers?
I’ve frequently discussed hiring salespeople ó what goes right, what goes wrong, that sort of thing. In this article, I’ll discuss how … Read more
Using Assessment Results to Make Smart Hiring Decisions
As assessment tools continue to become a more central part of the modern hiring process, the interpretation and use of their results are becoming an … Read more
The Best Interview Question of All Time
Over the course of the past 20 years, I’ve been searching for — among other things — the single best question to ask in an interview. … Read more