There are five major motivations that drive people at work. It’s important to identify which motivation fits which role — and then figure out a candidates’ … Read more
Sports Legends Share Advice on Building Super Teams
What does it take to build Super Teams? That is, teams of high-performing individuals that consistently strive for and achieve success. The answer can be … Read more
How to Hire, Develop, and Fire Salespeople
A key part of a sales leader’s role is to hire, develop, and retain salespeople. Over the course of my career I have hired more than 150 sellers. I have … Read more
Happening on TLNT: Coaches Should Not Replace Managers
I remember clearly when I worked at Prudential the conversations I had with senior leaders about coaching — namely, that having a coach was a stigma. … Read more
Best Hire Ever: Tim Sackett’s Lifetime Movie + What Candidates Want From Bonus Plans
In Episode 25 of Best Hire Ever, Kris Dunn talks with Tim Sackett about how bonus plan information drives candidate behavior and a recruiter’s … Read more
Happening on TLNT: Where Ideas Go to Die
Pretty much every company says it values innovation. Only then to destroy it with poor mindsets and processes. In her TLNT article, “Killing … Read more
The Case for Preferring Candidates Without Degrees
The scenario is all too common: The hiring process comes down to two candidates. Both are qualified, but one has a college degree. One does not. As a … Read more
How Do I Get More Production From My Team?
Dear Barbara: How do I get my employees to set and achieve higher goals? They are earning more than they’ve ever earned, get comfortable and seem to lose … Read more
Fill More Orders With More Candidates
Dear Barbara: My recruiters are only filling 12% of the job orders we are writing. The orders not being filled are good orders that are obviously being … Read more
Follow Your Bliss to Bigger Billings
Do you love what you do for a living? I remember hearing this quote when I first started out as a recruiter: If you love what you do, you’ll never have to … Read more
Barb’s 21 Day Plan to Improve Your Production
Dear Barbara: I find it very hard to stay motivated daily when the majority of my day is spent leaving voicemails, not getting returned calls, being … Read more
The 12 Practices of Every Big Biller
Once I had the honor of coaching a recruiter (I’ll call him David) who wanted to bill $1,000,000 in one year. He called Paul Hawkinson, then the editor of … Read more
You CAN Conquer the ‘Worst Territory’
How often do you look in the mirror and assess your skills and abilities? After being in the recruiting industry for almost 18 years, I find that people … Read more
In This Business You’re An Entrepreneur, So Act Like One
In this ever-changing world of ours we are constantly forced to reinvent our businesses and ourselves. This reinvention process requires an entrepreneurial … Read more
What I Learned From 15 Minnesota Companies
Over the past few months I’ve had the opportunity to take part in a very rewarding networking and career development program called the Leadership … Read more
Top Tips for a Killer Last Quarter
On Planning/Lists: Write it down to make it happen. If you do – you’ll crush it. If you don’t – you’ll mush it! (Mush = Flunk) On … Read more
To Be Good, You Have to Want It Bad
A local radio station airs a commercial for a weight loss program whose slogan is, “How bad do you want to look good?” Since I’m not particularly … Read more