Tag Archives: management

6-Step Blueprint for Conducting the Perfect Interview


For those keeping track, this is the fourth article I’ve written this year dealing with the interview process. Do you think that I believe this is pretty darn important? If so, you’re right! While the first three articles offered advice for the job applicant, this article offers tips for the person on the other side of the desk—the hiring manager. I invite you to gain from my perspective from both sides of the interviewing desk, but primarily as a veteran hiring manager who has interviewed hundreds of candidates over the past 15 years. So, whether you are a rookie manager just starting your career, or a seasoned manager with many years of tenure, I offer you this simple blueprint to follow the next time you are interviewing candidates for an opening on your team. Continue reading 6-Step Blueprint for Conducting the Perfect Interview

The Employee Engagement Calculus


You could fill a room with business books, articles and blog posts that talk about “employee engagement”. Have you heard of it? Perhaps you’ve seen it referenced on a poster in the workplace, or in a PowerPoint deck from HQ, or mentioned in a communication from your business leader or HR. Has anyone ever bothered to explain to you what it is and why it matters? Before you dismiss it as touchy-feely corporate jargon de jour, allow me to attempt to convince you otherwise—to extol employee engagement as the single greatest business factor that can lead a company to towering heights and unparalleled success. Wow, how’s that for setting the bar high? Continue reading The Employee Engagement Calculus

New Sales Managers: Do This, Don’t Do That


So, you were just promoted from individual contributor to sales manager—congratulations! I doubt you were promoted against your will; I’m sure that you wanted this, you prepared for it, you interviewed for it, and you earned it. Now what? Have you ever heard the saying, “Be careful what you ask for, you just might get it”? You’re about to find out what that means.

Of course I’m being facetious (sort of). No matter how long you’ve been waiting for this opportunity and how prepared you feel, I can promise you two things. First, you are ready and capable. If you weren’t, they wouldn’t have promoted you and given you this awesome responsibility. Second, you still have much to learn and mistakes will be made. The good news is that you can minimize the number of mistakes and shorten the learning curve by heeding advice from those who have gone before you. This post is my gift to you—wisdom from a veteran sales manager that will aid you in avoiding many rookie manager mistakes (the ones I made!).

Continue reading New Sales Managers: Do This, Don’t Do That