Posts tagged: Defining The Job

3 Sales Managers In 3 Years. Whose Fault Is It?

Q. In the last three years we have hired and fired three sales managers. The last one lasted only 3 months. They all seem to have the right experience, skills and they interview well. Once on board though they either don’t seem to deliver the sales or don’t fit. Any suggestions on how to get [...]

Thursday January 26th, 2012 in , , , , , , | 1 Comment »

Hiring Mistake #3 – Inappropriate Prerequisites

Hiring top talent is not the same as ordering in the drive-through line at your favorite fast food restaurant. In many companies, the hiring process is a comprised of picking items off a short list. “I’ll take a cheeseburger, no onions, fries, and a medium vanilla shake.” What does this sound like outside of our [...]

Sunday January 8th, 2012 in , , , , , , , , , , | No Comments »

Why Hiring Fails: Hiring Mistake #2 – Superficial Interviewing

Next to not defining success, superficial interviewing is the second most common mistake made in the hiring process that leads to hiring failure. There are two key elements to effective interviewing: Asking the right questions and validating the truth in the candidate answers.   Asking The Right Questions Where do most CEOs, Executives, and Managers [...]

Sunday November 13th, 2011 in , , , , , , , , , , | 2 Comments »

Why Hiring Fails: Hiring Mistake #1 – Inadequate Job Descriptions

In one of my last blog posts, I mentioned that I would take the Study we did within the Vistage/TEC Community on Hiring Failure before we wrote our book, and explore the Top Ten Reasons Why Hiring Fails in most companies in greater depth. This blog article explores the first and most critical hiring mistake. [...]

Sunday September 11th, 2011 in , , , , , , , | No Comments »

Your Current Team Might NOT be the Right Team

In working with thousands of companies over the last two decades, I’ve discovered a limiting factor for most entrepreneurial-to-middle market companies:   The team that got you to one place may not be the team to get you to the next place.   A team that is incapable of taking you to where you desire [...]

Monday April 18th, 2011 in , , , , , | No Comments »

When did accepting mediocre performance become the new normal?

  Everyone is talking about what the “new normal” is in our post-recessionary period. Is it getting by with fewer employees, being more nimble on execution, or learning how to be more responsive to customers. In the “new normal”, do employees have higher expectations, customers bring more demands, and suppliers want to partner on a [...]

Wednesday March 30th, 2011 in , , , , , , | No Comments »

Are You Over-Paid?

You’re probably thinking – how could Barry make such an outrageous statement. Over-paid – Ugh! I’m actually under-paid. But wait a minute – are you being paid for the outcomes you deliver or is it one of entitlement for the position you hold? Why am I even asking this question? In a presentation of our [...]

Wednesday March 16th, 2011 in , , , , | No Comments »

Is Your Sales Candidate a Great Networker?

You’re conducting an interview for a sales professional. This hire is critical to the success of your sales targets next year. The ability to network masterfully and obtain great leads and opportunities is an important element of selling success in your industry. How would you measure networking mastery in a potential sales candidate? Well, let’s [...]

Tuesday November 2nd, 2010 in , , , , , , , | 3 Comments »

Why Is Recruiting Sales People Like High School Sports?

In many companies, the recruitment process of trying to find top talent for their sales team resembles the process high school sports teams use to add players. They take whoever shows up at their doorstep and considers that the candidate pool. Discover in this audio program the key elements it takes to fish in deep [...]

Tuesday September 21st, 2010 in , , , , , , , , , , , , , , , , | No Comments »

What Role Does Luck Play When Hiring Sales People?

If you’re praying that luck will help – you’re doomed to mediocre and average hires. Improve the probability of hiring top talent in your sales function. Barry and Brad discuss the elements of a rigorous hiring process for ensuring that you’ll hire top-notch sales professionals. Components discussed in this radio program include finding and recruiting [...]

Thursday September 16th, 2010 in , , , , , , , , , , , , , , , , , , | No Comments »
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