How to Hire Great People in an Era of TMI
This article offers insight into the process how to hire great people. In order to be able to effectively do that, it will help for you to join me for a special glimpse into some of the backstory (to the present) on why many employers find hiring great people difficult today. !@#$%*! Internet! Among the […]
If You Want to Do it Right
Right and here they are: 1) Recruit. 2) Incentivize. 3) Train. 4) Monitor. No company can hope to build an effective salesforce and operate successfully unless these four components are inextricably part of the process. No two alone matter. No three alone matter. Four matter because they fulfill the various needs of the process, nourish […]
Here is a Picture of all of the People Who Care About Your Company More than You Do
Care about the company’s well-being is often a concern of many owners. Consider the aimlessly blowing around, rolling on the ground, never making a sound, like tumbleweeds. If any part of that sentence also applies to your employees, your company may soon be a ghost town. B-Western imagery aside, Tumbleweedpeople are trouble. Yet they landed […]
SALES PSYCH: ROCKSTAR REP
Sales psych: Be Unforgettable to the People Who Matter Do this. The next day you go to work, keep a day-long, mental tabulation of the number of times you hear the word “people.” I suspect you won’t be doing much tabulating. Somewhere along the line, corporate America has scrubbed itself clean of Americans, Europeans and […]
Luck, You?
We all know people who we consider to be lucky. Consequently, there is no shortage of opinions on luck and how it works. What is luck? Opinions range from general non-believers who give absolutely no credence to luck, to those of you who are horseshoe tattooed. There are a surprising number of reasons why many […]
Hot Together: Sales and Marketing
Together: where there’s heat, there’s fire. Maybe. Should be. Regardless of what you sell: Ball bearings or billable hours, technology or tongue depressors, you or your candidate or chairman or company, you need fire. You need to want to face each sale head-on and do it in a way that translates into confidence and commerce. […]
The Art and Science of Selling (Using Both of Your Brains)
The art in our brain: Calculator, emotional monitor, conveyer of communications, delicious zombie treat. The miraculous gray muck above our neck could almost be defined as two globs of miraculous gray muck, hemispheres, working together to make you one. But make you one what? This semi-scientific (and science fiction?) segue into selling is a reminder […]
Crossing Over
Crossing Over. You know, like when you’re lying on the operating table during open-heart surgery, things are not going so well and you see this light at the end of a long, dark tunnel. And then, through the suxamethonium chloride (yes, it is a thing), you fire up what’s left of your synapses and remember […]
Algorithms: I Have a System for That
Business human algorithm I recently read an article published by a large (global) HR recruiting concern that tackled the question of whether or not a business human algorithm could replace a professional human resources recruiter. To make a long story short, they determined that it could. And the world got a little bit scarier. Complete […]
Be Careful What You Call Your Employees
How to Fire Up and Incentivize Sales Employees Sincerely and Respectfully by Sharing Insights into Your Business and Their Role within it. Maybe it’s just me, but it’s difficult not to cringe a little when I’m in a major store that should know better than calls its employees “associates,” or “team members” or some name […]