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  The Business Results of Coaching
by Marshall Brown - Aug, 2008
Without a doubt, coaching is the hottest approach to enhancing the performance of the people in an enterprise—whether it’s teams of coaches working with managers in an association, Fortune 500 company, transition coaching for new C-level executive hires, or coaches working with the owners of small businesses or sole proprietorships. It is clear from the increasing acceptance and investment in coaching, among the broad spectrum...
 
  Standardized Exam Preparation Tips
by Mary G. White - Aug, 2008
Whether you're getting ready to apply for admission to college or are seeking a professional certification, preparing to take a standardized exam can be very stressful. Not only do you need to possess a solid understanding of the material covered by the exam, you also have to know how to read questions that sometimes seem to be worded in a deliberately tricky manner. To compound the issue, you also have to cope with the add...
 
  Can Your Business Run Without You?
by Dr. Barton Goldsmith - Apr, 2008
If you don't take vacations or start new projects because you're afraid of what might go wrong when you're not around, it's a symptom of a serious business dysfunction. You have ineffective-manageritis. If your direct reports cannot sit in your chair and do your job, you haven't trained them properly. Think about it. If you have had to do damage control after taking some time away from the business, then some training of yo...
 
  The Fish Stinks From the Head Down
by Dr. Barton Goldsmith - Apr, 2008
This old Greek saying simply means that the leader is responsible for everything and anything in their company. That means everything that goes right, and anything that goes wrong. FDR said it in a different way - “The buck stops here.” Good leadership and management are the most important functions of any business. Simply put, bad leadership equals bad business. The Four Components of a Business To better understand this...
 
  Identify Employee Skill Gaps Through Needs Assessment
by Randall Olson - Mar, 2008
As a small business owner, it's important to take proactive steps toward making sure that your employees are ready and able to handle the technological and environmental changes that are likely to impact your business. It's important to remember that employee training doesn't stop with your new hire orientation procedures. Organizational training needs are ongoing, particularly in the rapidly changing 21st century workforce....
 
  Bigger Does Not Always Mean Better
by Dr. Wendell Williams - Oct, 2007
Dissecting the hiring practices of a well-known company The Wall Street Journal recently posted an audio weblog describing the hiring practices used by a well-known Internet service provider. Apparently, some people believe this provider is setting some kind of hiring example. However, after listening to the recording, I think it is a better example of a hiring process that sounds good on the surface, but contains some...
 
  Reducing Sales Turnover
by Dr. Wendell Williams - Oct, 2007
Solutions to two common problems Much of my career has been spent managing, training, and hiring salespeople. In almost every organization, it seems that well-meaning sales managers hinder the hiring process, salespeople actively resist training, and high turnover is the norm. Nowhere have I seen this trend more exaggerated than in financial services. The sales turnover numbers in this industry stagger the imagination....
 
  Nuts!
by Dr. Wendell Williams - Oct, 2007
What the organizations with the best customer service reps have in common Being a selection wonk, I continually look for disconnects between company policy and employment practices. Glaring examples tend to occur when I have a problem and need assistance from an employee who was supposed to be hired for his or her customer-service skills. A Promise Made Late last year, I received a Christmas package from my son and h...
 
  Sales Interviews or Tests: More Than Meets the Eye
by Dr. Wendell Williams - Oct, 2007
Many organizations incorrectly assess salespeople Almost every sales applicant experiences interviews and tests. Is this good or bad? It's hard to tell. Although it would take dynamite to separate most hiring managers from their favorite test, few organizations have conducted studies showing whether its scores predict performance. High production takes more than just "selling the pencil." It takes a combination of skills...
 
  Whether or Not You Realize it, You're Using Assessments
by Dr. Wendell Williams - Oct, 2007
A rose by any other name is still a rose Assessment! What a concept! Imagine a world where job applicants are screened for their job skills…before being hired! Wow! Assessment = Judgment = Test = Interview = Application = Resume It's so simple, it's complicated. Folks, anyone who screens resumes or applications, conducts interviews, or reviews past work history to predict future job performance is already using as...
 
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