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
Another week, another crop of downsizings, and with few notable exceptions, HR people are telling me how they’re choosing the leaders over the non-leaders as the keepers. And I’m groaning inside. Has anyone figured out how companies run when everyone’s a leader? For one thing, no one’s willing to make the coffee. For another, the […]Read More First, Fire the Leaders
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
There is a famous old Peanuts cartoon. Linus, ever philosophical, quotes “It is better to light one candle rather than curse the darkness”, whereupon Lucy, ever the pessimist, says something like, “You stupid darkness!” Before you choose your favorite (and yes, one choice is more ‘socially desirable’) consider the advantages of being a Lucy. You […]Read More Leading Into the Light
I was trawling through some old writings and found this piece, written just a bit more than ten years ago. It was an open letter to then President-elect Obama. Maybe I should have found it sooner and offered it to President-elect Trump. My apologies… But as I look at the glorious diversity of new, incoming […]Read More It Might Not Be Too Late
What are the best research-based employee retention strategies? Someone posed this question to me on Quora. Despite the issue of poor or uncertain research techniques (yes, I’ve sat on more than my share of doctoral and peer review committees) I decided to answer it, because retention is a universal problem that affects all areas of […]Read More Retention: The Next Frontier?
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!