Eulogy for Job Descriptions

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 […]

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Dear Sales Leader, Please Answer ASAP

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. […]

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Back to Work!

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 […]

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How to Fire Someone

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. […]

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