The Worst Salesperson to Hire is the B-Player

Thanks to everyone at SMEI Philadelphia for inviting me to speak earlier this week on Creating a Team of A-Players. Scott Messer, leader of Sales Evolution made an insightful comment during the program: the worst salesperson to hire is the B-player.… Continue Reading >

Know Your A-Player Profile

Earl Weaver, former manager of the Baltimore Orioles, has nothing but contempt for modern day baseball philosophy that emphasizes statistical analysis to manage games. Weaver’s philosophy (minus the expletives) is simple: get the strongest players you can and have them hit the ball out of the park.… Continue Reading >

The 80/20 Principle is Alive and Well

I recently worked with a client to set clear goals for their managers and staff. In this process, we uncovered a common problem: the firm’s partners spent too much time coaching underperformers and not enough time developing their most effective people.… Continue Reading >

Stop the Turnstile Jumpers

New York City and its subway system had horrific crime rates in the mid-1980s.  Robberies, rapes, and murders were not uncommon.  By the late 90s, New York City was the safest big city in the US.  Yet in this period, the New York economic recovery lagged the rest of the country, and the number of males aged 18-24 (who perpetrate most violent crimes) grew. … Continue Reading >