Read any of the books-du-jour out there that discuss hiring practices, and you’re guaranteed to read a chapter on “The Cost of a Mis-Hire.” The general argument, according to these authors, is that the cost of making a bad hire isn’t simply the salary and benefits costs that were sunk into the new employee who [...]
Craigslist Syndrome (def) n. A time-sucking, emotionally draining, focus-killing condition that impacts small businesses; directly caused by posting job ads on Craigslist and subsequently receiving over 500 resumes within 24 hours, 10 of which are actually qualified for the job posted; also known as CLS.
Does your company suffer from Craigslist Syndrome? To self-diagnose this business-crippling [...]
Last week I moderated a panel event hosted by the Coleman Entrepreneurship Center and the Illinois Technology Association, and am here to confirm what a lot of people have been saying now for months: entrepreneurs will lead the country out of this recession.
While the macroeconomic picture in the United States isn’t exactly where we’d all [...]
This morning I fielded a question from Frank Riordan, Founder and President of DMC , regarding my use of LinkedIn. Frank is a client of mine as well as a friend and colleague from Entrepreneur’s Organization, and his company provides “high-caliber engineering and software development services for manufacturing, testing, and product development organizations in the [...]
[Author's note: This article is Part 4 of 4 in a series on hiring salespeople. In Part 1 and Part 2, we discussed why hiring salespeople is so difficult, and what to look for when reviewing a sales resume. In Part 3, we covered the proper approach to interviewing salespeople.]
You’ve finally identified a sales candidate that you’d like [...]
In Part 1 and Part 2, we discussed why hiring salespeople is so difficult, and what to look for when reviewing a sales resume. Here, I’ll share with you the “rubber meeting the road” part of the process - the interview.
Sales interviews are a challenge to run if you’re not sure what to ask. That’s why I recommend coming armed with [...]
In Part 1 of this series on hiring salespeople, we explored the various reasons why hiring salespeople is so difficult. Here, we’ll discuss some tips and tricks for properly reviewing the resume of a potential sales hire.
All managers have made a hiring mistake at one time or another. My experience in interviewing sales talent on [...]