May 2011
4 posts
5 tags
The Nine Most Common Hiring Mistakes
During the last 32 years of my career I have been in management and that has required me to hire people. Hiring is arguably the most important, and hardest, part of being a manager. Doing it correctly makes you a hero and doing it wrong can get you fired. What are the most common hiring mistakes I have observed (sometimes through my own errors) over the last 30 years?
Hiring the first person that...
Getting Appointments
There is an axiom in baseball that you miss 100% of the pitches you don’t swing at. It’s similar in business. You miss 100% of the sales you don’t get to propose. Most underperforming salespeople don’t even get to bat because they can’t get an appointment with the person making the buying decision. How do you get a meeting with someone who doesn’t want to see you? Below are a few tips that have...
Thoughts on Staffing and Compensation
Over the years I have seen many different staffing and compensation philosophies. The three main philosophies on staffing and compensation appear to be:
Pay poorly and expect turnover. Throughout my career I have seen many companies that hire people for the least amount of money they can possibly pay. People employing this philosophy seem to feel that they can make more money by paying the lowest...
The 5 P’s
I first heard of “the 5 P’s” from one of my college football coaches. If you haven’t heard of this before, it stands for proper preparation prevents poor performance. In my 35+ year business career I never cease to be amazed by people who go into negotiations or presentations for multimillion dollar deals and just wing it. It has been my experience that most people wing it and hope for the best....
