I never had much respect for candidates who never asked at least a question at the end of the interview (or more if applying for sales job, also during the interview). Lack of curiosity is only smaller in relevance than integrity, especially if we speak about sales field.

During last week’s workshop on recruitment I just happen to realise that the greatest majority of applicants fail to ask their prospective employer an important question: How would their contribution to the organisation be evaluated if hired? (Who does it? How often? What are the criteria?) (more…)

I was speaking a couple of days ago with a friend, quite a successful Romanian entrepreneur who manages a yearly seven figure net profit through several companies he simultaneously manages. We were trying to recall some common acquaintances that worked in his company lately.

We reached discussing some person who was previously employed in a multinational and failed to adapt to a rather more complex job (having to handle more responsibilities) in a Romanian owned company. And he mentioned that it is the case for many people who do not adapt after working in multinationals. (more…)

9)      Too many SPIFFs. Creatively designed by brand managers in their quest for gaining attention share from salespeople, they may end up expensively undermining the whole incentive system (and company performance too). I have to admit that some of them, especially if well thought, can give a spike on sometimes monotonous salesperson life. However, if too many, sales people will pick one that is the most convenient for each (actually will look like a well agreed split) and the overall result may be less than we hoped for. Consequently, we end up spending a lot for a performance that on average is the same.

10)     “Sky is the limit!” No cap for rewards. The more you sell the more you get. May also work in some situations pretty well. Unfortunately, in carries also the (more…)

Not long ago I went to the local post office to get some books I ordered through Amazon.com. To my surprise I was informed that I have to pay additionally a storage tax (actually some money for keeping my parcel for one or two days in their warehouse).

I did not particularly like the idea because I was not warned about extra cost when I bought online. However, finding out that I would only have to pay RON 0.50 (approximately EUR 0.13) I cooled down, gave the money and wanted to go. I was stopped in the last moment by the officer who needed my company and personal data in order to handwrite an invoice and a receipt for that enormous sum of money. You can actually see it above. (more…)

5)      Provide incentives for things with small weights, which in the end is meaningless. Or put differently: less than 10% in the total economy of the bonus won’t boost morale of any real performers. In other words: put the money in the lottery, it still does not change behavior but at least have a minimal chance to win something. (more…)