…only without strategy! There is a common mistake that I see repeated across the recruitment and staffing industry. From a development and training … Read more
Acquiring Management Skills: Part 2
In Part 1 of this article series, we addressed the fact that many fine recruiters have extreme difficulty making the transition from “salesman to manager” … Read more
Acquiring Management Skills: Part 1
The Problem It’s one of the most common stories in sales. A sales rep starts with a company. He studies, learns, plans, practices, perseveres. After some … Read more
Why Can’t I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their … Read more
Is the “Wuss Factor” Hindering Your Sales Success?
I had the pleasure of meeting Ed Rendell when he was the mayor of Philadelphia. He was pointed and direct, quite different from the other politicians I … Read more
Matching, Pacing, and Rhythm
Last week I went to pay some bills online. I looked at my account and realized there were charges listed that I had never made. I called the bank … Read more
Failure Precedes Success: How I Got Into Recruiting
This year will mark my fourteenth year in the staffing business. They say time flies when you are having fun, and I feel lucky to be able to make a living … Read more
Hiring Salespeople: Pitch or Woo?
In my last article about hiring salespeople I focused on the need to evaluate trust pre-hire. In this article, I’ll discuss the need to evaluate candidates … Read more
TELL-TALE SIGNS of Sales Ineptitude (and that its time for more sales training!)
Every now and then I have an encounter with a sales professional that is so off base and incongruent with my dominant buying motivation that the lack of … Read more
Hiring Salespeople: Trust or Consequences
This is a time when many organizations are scrambling to produce sales. Some will be successful and some will not. Sales success and trust-building skills … Read more