by Ira Wolfe | Jan 23, 2011 | Hiring Process
Much to the dismay of many employers, getting new salespeople productive quickly doesn’t start after you him them. Incentives and training are important facets of meeting and exceeding quotas and goals consistently. But getting a salesperson to perform well right out...
by Ira Wolfe | Dec 7, 2010 | Hiring Process
According to an article published in this month’s Harvard Business Review, CEOs are spending more money on their sales forces but getting the same old results. Only one in three working salespeople is considered to be “consistently effective.” Unfortunately I wasn’t...
by Ira Wolfe | Nov 22, 2010 | Hiring Process
No doubt we will continue to be regaled with tales of good and bad customer service experiences from the passengers on the ill fated Carnival Cruise ship Splendor. For those of you who might not know, this 113,000 ton floating city lost power one day out of port last...
by Ira Wolfe | Oct 24, 2010 | Hiring Process
Hiring managers sometimes ask the “darndest questions” during candidate interviews. Unfortunately many of these interview questions often put the employer at significant risk for discrimination claims by rejected or disgruntled candidates. The basic rule in...
by Ira Wolfe | Sep 9, 2010 | Hiring Process
There’s an old joke that asks: “How can you tell when a lawyer is lying?” Answer: His lips are moving. Well, apparently the same can be said for detecting the lies of CEOs…and job candidates. Two professors David Larcker and Anastasia Zakolyukina at Stanford Graduate...
by Ira Wolfe | Aug 23, 2010 | Hiring Process
Employee turnover is inevitable. But it’s stupid decisions leading to employee turnover that is eating up the profits of businesses. A glaring example of management drinking its own Kool-Aid is something I call “industry-average syndrome,” where...
