by Ira Wolfe | Feb 18, 2015 | Hiring Process
A few weeks ago I wrote about three questions an executive or owner must ask before hiring his or her next salesperson. While helpful, a few readers wondered if there were any best practices regarding when it’s time to hire their first dedicated sales...
by Ira Wolfe | Feb 11, 2015 | Employment Testing, Hiring Process
What are the qualities and abilities top performing salespeople possess? There is one big mistake small business owners make – they assume sales is sales is sales. First of all, we are living in a dynamic, constantly changing, complex world. The top performing...
by Ira Wolfe | Nov 17, 2014 | Employee Motivation, HR Articles
Thanks to the Gallup organization, employee engagement has become part of nearly every organization’s vocabulary. Gallup and other companies like Deloitte, McKinsey, and BCG highlight the value high employee engagement generates: higher customer satisfaction, more...
by Ira Wolfe | Oct 22, 2014 | Employee Performance Management, Employment Testing
For decades and maybe even centuries, past performance has been a reasonably good predictor of future performance. It still is if … the job is repetitive and routine. Unfortunately that limits its use to primarily low-skill-low-pay. But since our world is changing...
