Category Archives: Blog

A Cookbook for Building a Sales Powerhouse

A Cookbook for Building a Sales Powerhouse

From my early days at Xerox (just under a million years ago) to our current experience with many organizations in many industries, we see daily examples of what does and what doesn’t work for recruiting and managing a sales force. At Kathbern Management, a Toronto-based recruiting firm, we help organizations to recruit people for a… READ

5 Ways to Make Your Incentive System Work Better

5 Ways to Make Your Incentive System Work Better

In our role as a Toronto-based recruiting firm, we deal with compensation as a key element of any search project. An important part of the discussion with potential candidates is the possibility of an incentive above and beyond any salary that may be offered. READ

Do Your Employees Respect You?

Do Your Employees Respect You?

It’s easy for a leader to assume that they have the respect of their employees simply because they hold the title of executive, boss, or manager. It may surprise most leaders to learn that respect isn’t automatic and that it must be earned just as it does with every other person. Whether you’ve worked with… READ

No Open Sales Territories!!

No Open Sales Territories!!

It seems obvious, but you wouldn’t (couldn’t!!) drive a car with a critical component missing or malfunctioning, yet many companies carry on with sales territories that are either unfilled or occupied by non-performers. The sales function is critical, and some would say the most critical, of a company’s components. As the key revenue generator, the… READ

What Do You Mean Money Isn’t Everything?

What Do You Mean Money Isn’t Everything?

It might seem obvious to both employees and employers that increasing financial compensation will naturally lead to employees being happier and more committed to their jobs. We all like to earn money, and money can definitely contribute to comfort and satisfaction, but does it actually increase job satisfaction? As a Toronto recruiting agency, we deal… READ

We’ve Been Down Some Strange (But Interesting) Paths

We’ve Been Down Some Strange (But Interesting) Paths

In our role as a Toronto-based recruiting firm with a goal of assisting organizations in finding the key people they need to be successful, we sometimes take an interesting and quirky journey to meet our clients’ needs. The requirements are often challenging – after all, that is why we are getting the call! Here are… READ

Why Should I Work For Your Company If You Won’t Address These Issues?

Why Should I Work For Your Company If You Won’t Address These Issues?

A new position opens up, and you’re already dreading the process you’ll need to embark upon to fill it. Finding above-average talent can be difficult and time consuming, and attracting the right candidate with the right mix of skills, experience and cultural fit can feel next to impossible. It takes a dedicated effort to find… READ

Good Sales People Are Free!

Good Sales People Are Free!

Synopsis They are hard to find – but they are worth their weight in gold. They pay for themselves, so they are in effect, FREE! Most employees are really craftspeople. They want to work on making a product or delivering a service. Very few want to sell the product or service, and even fewer can… READ