Performance Is Only Part Of What Makes Up Your Pay

Performance will help you get paid more but its not enough. If you feel like you are underpaid, you are likely missing this.

Luck Is A Function Of Effort

"I'm getting on the jumbotron tonight." It's good to have a goal, and this was mine on June 11, 1998. I was a broke college intern who scored Stanley Cup tickets

Your Conference Call Sucks (And What You Can Do About It)

“Was that a dog barking? Can you please put him outside for the rest of this conference call?” The barking did not come from a dog. It came from me. This is

Why I Still Ask The “Sell Me Something” Interview Question

When I ask a candidate the "sell me something" interview question, this is how it typically goes. "Um, this pen comes in multiple colors, and uh . . . " "I don't

No One Cares About Your Excuses

Have you ever said something in a meeting and immediately regretted it? Sitting in a quarterly review with my CEO, I was beyond confident. I couldn’t wait to brag about all

What Makes Great Salespeople Different

When my son was six years old, I planned a baseball trip to Florida to see Spring Training. We had tickets to two games, both near Disney themes parks in Orlando. After