Posts by Geoffrey James

  • Sales is the most important function within every corporation, for-profit and non-profit alike. If sales don’t take place, money doesn’t come in, and if money doesn’t come in, people don’t get paid and companies go bankrupt. Given the obvious importance of the sales function, you’d think that companies would spend vast amounts of effort on recruiting great salespeople. However, many companies tend to be less scrupulous about hiring salespeople than in…

  • You found a promising candidate and the next step is the job interview. That’s when you start getting the sweats. You know that the interviewer roster has a few people whose interview “styles” filter out rather than identify the best candidates. To make things easier for you when it comes to identifying problematic interview situations and helping interviewers improve, here is a list of the top 10 most ineffective interviewer personas: 10. The Cliche Description: Asks…

  • work experience is overrated

    Most companies prefer to hire candidates who have previously held a similar position, preferably within the same industry. However, work experience may be a poor indicator of future success, according to some experts. Here’s why: 1. Yesterday’s “best practices” may be irrelevant. It’s easy to assume that a candidate from a successful firm will bring valuable and usable knowledge about the processes and policies that made that firm so successful. That…

  • recruiters learning from the best sales people

    Some recruiters envision recruiting as a screening process—powering through a daunting stack of resumes from eager applicants. However, the best candidates…

  • For the past two decades, I’ve been writing business articles for publications as diverse as Wired and Electronic Business. As research for those…