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An Alternative to Traditional Performance Management, Part 2

An Alternative to Traditional Performance Management, Part 2

By Hamish Knox / December 6, 2012

As a manager, your most valuable asset is your time. In Part 1 of “An Alternative to Traditional Performance Management” you learned how to get time back in your week by implementing a 3-part performance management system: funnel management, a weekly behavior plan (a.k.a., “cookbook”) and a personalized development plan. In Part 2, you’ll learn…

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An Alternative to Traditional Performance Management, Part 2

An Alternative to Traditional Performance Management, Part 1

By Hamish Knox / December 4, 2012

Like a coach in pro sports, your primary function as a manager is to improve the performance of your team. Unfortunately, traditional approaches to performance management may have initial success, but are difficult to sustain. When distilled out of their packaging traditional performance management looks like: What did the manager before me do? – AKA the…

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Change Your Recruiting From D'Oh to Yahoo!

Change Your Recruiting From D’Oh to Yahoo!

By Hamish Knox / June 5, 2012

Even if you’re not hiring for the CEO role at a high profile tech company, bad recruiting can negatively affect morale, productivity and customer relationships. Typically, bad recruiting comes down to no real recruiting process, which can be as easy as answering these four questions: Do we even need to recruit? – it’s easy to…

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Setting Sail

By Kevin Hallenbeck / April 27, 2010

With the great economic storm over the last year, many businesses wisely pulled back into safe harbors for a period of time. In fact, those that failed to make adjustments and continued their course were likely wiped out or at least seriously damaged. Unwise use of credit and perhaps a bit of bad luck has…

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I Hired Experienced Sales People, So My Job Is Done. Right?

By Sandler Training / March 29, 2010

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people,…

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7 Tips for Writing a Job Posting for Salespeople

7 Tips for Writing a Job Posting for Salespeople

By Dave Mattson / September 15, 2007

When it is time to hire new salespeople, hiring managers often just dig up an outdated job posting and add it to the “Careers” section of their website. Later, during the interviews, they are surprised at the lack of qualified salespeople seated on the other side of their desk. But to obtain great talent, you…

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