By Karen Jorgensen Sales is the easiest part of the business model to incentivize. Despite this apparent ease or maybe because of it, it doesn’t take much experience to see that sales is the business function that most decision makers incentivize poorly. The dynamics of sales continue to change even faster than changing times. With […]
By Barry Deutsch We’ve put over 35,000 hiring executives and managers through our Hire With Your Head workshop . Our executive search firm has been involved in thousands of executive searches over the last 30 years. We’ve collected an impressive array of anecdotal and quantifiable data on the success and failure of hiring practices in […]
By Bob Hougland Just about every business is impacted in some way during challenging times, but businesses often lack the wiggle room to adapt. Consider the following as you look at your own situation: 1. Don’t make hurried, short-term decisions. In a financial crunch, businesses often slash or eliminate expenses for things they can “do […]
By Dana & Ellen Borowka How do you build up your sales and customer service force in a down economy? The quick answer is don’t be a dodo bird. While researching our book, Cracking the Personality Code, we examined the essentials of what managers and business owners need to know about hiring and managing sales/customer […]
By Vistage International, Barry Deutsch and Brad Remillard What’s the most common hiring mistake? According to Vistage speakers Barry Deutsch and Brad Remillard, it’s using inadequate job descriptions to guide the hiring process. In fact, after conducting a survey of 225 executive level hires in 134 different companies, the two partners found that a staggering […]
By Vistage International, Barry Deutsch and Brad Remillard The sole purpose of an employment interview is to investigate whether the candidate can succeed in the open position. Uncovering that information requires a rigorous, disciplined interview process that leaves no question unasked and no stone unturned. Yet, according to Vistage speakers Barry Deutsch and Brad Remillard, […]
By Helena Ferrari The following tips for holding successful meetings will help you and help your reporting staff members to succeed when they are most empowered. Regular one to one employee meetings are very important. These meetings set the forum for a communication channel from management to employees, as well as from employees to management. […]
By Vistage International & Craig Weber Profanity happens. But, in the workplace, should it? That’s the crux of an interesting debate that grabbed the attention of the Wall Street Journal. We asked Vistage speaker, Craig Weber to give us his view of the impact of swearing on productivity. What he had to say may surprise […]