Ok, not all of them. Just the ones that ask for characteristics that don’t co-exist in normal human beings. Many years ago, I spoke at a conference and got a great question. (This was rare at the time.) It was from from a man who hired sales people. He wanted to know if he really […]Read More Eulogy for Job Descriptions
What does your sales support staff do for you? Fill out forms, route paperwork, fax, make you coffee? If all you’re thinking about are tasks, you’re missing the most important reason for having great support people: increasing your productivity. If you’ve chosen your sales staff well, they are the creative equivalent of an active volcano. […]Read More Dear Sales Leader, Please Answer ASAP
The economy might, on average, be improving, but if you – or someone you love – worked in a factory that closed, the odds are, their personal economy is worse. Maybe even a lot worse. It’s easy to blame it on politics and trade agreements, but let’s talk about what business owners can do to […]Read More Back to Work!
I was looking through some old items I kept from the first blog series I ever wrote, not in search of anything relevant to today, but more as a reality check on what life was like then. And this one from just a bit more than ten years ago jumped out at me since, although […]Read More “WE BELIEVED HIM, AND HE LIED.”
Ok I’ll admit it: I like power. I like to have it, I like to exercise it, I like it a whole lot. And I even like the responsibility that comes with it. Sometimes it gets me places I didn’t think I’d ever be going. Like having to advise someone to fire someone. Sort of. […]Read More How to Fire Someone
No one is generic. No one wants to be treated as if they are generic. And people who are charged with the responsibility to write job descriptions almost never want to hire, manage, or mentor a generic person.Read More The Job Description, Disrupted
I stopped writing resumes when I realized I was much happier starting a business. But that’s just not true for everyone… So I have lots of friends who are on the prowl for a new senior exec job. Naturally, they expect I can help them improve their resume’s chances of getting through to the right person. […]Read More Ten Tips for Keeping Your Resume Out of the Circular File