Category: Hiring Process

  • Why Does Your Sales Team SUCK?

    Why Does Your Sales Team SUCK?

    If the title of my article speaks to you directly – you’re in good company.  Like most business owners, you’re probably not happy with the performance of your sales team. Does the following sentiment ring a bell? “Twenty percent of my sales team accounts for eighty percent of my sales!  Why don’t the other salespeople perform?” Is this…

  • How To Clone Your Best Employees

    How To Clone Your Best Employees

    In my last article we explored how to hire the right person every time.  This article explores the core technique from that article – developing and using a competency model – in greater depth. Again, a competency model is simply a collection of personality traits – behaviors, motivators, and thinking attributes – that together comprise a model for an…

  • How To Hire The Right Person Every Time

    How To Hire The Right Person Every Time

    The Problem What’s the goal of your hiring process?  Hopefully it’s to select new employees who: Perform at a high level Possess excellent communication and listening skills Lead Solve problems Make excellent decisions But based on the data that’s out there, this isn’t what’s happening. 46% of newly hired employees will fail within 18 months,…