I’ve blogged in the past about sales candidates who have a propensity to be verbose and why you may want to avoid them (huge timewasters). Whenever I’m tasked to do an interview with someone who our Sales Temperament Assessment has flagged as being over-social, I use the following technique to see if the person has…
DetailsYou can start right where you stand and apply the habit of going the extra mile by rendering more service and better service that you are now being paid for. – Napoleon Hill In his book, Waking the American Dream, Don McCullough relates a story about Winston Churchill during World War II. England decided to…
DetailsRemember the old saying, Sell the sizzle, not the steak? Well, it’s still alive and well but not used by many salespeople. Most of them are still trying to only sell the steak. How boring! “Sell the sizzle” is just another way of suggesting you use a bit of showmanship in your selling. Mind you,…
DetailsEvery salesperson eventually falls upon slow times. Whether it’s a regular seasonal slump, marketplace readjustment, or economic downturn, it happens to all of us. What salespeople do during these slow selling times is what separates the wheat from the chaff, the good from the bad, and the professional from the amateur. Slow Time Blues In…
DetailsSalespeople consistently perform at a level equal to their belief in their self-worth and self-concept. Salespeople should work daily and diligently to preserve their dignity and self- worth so that they can be emboldened to do the tough tasks that are required of them. There are many elements that take a heavy toll on one’s…
DetailsThe root of the English word leadership is leith. It means to go forth, to cross the threshold, or, simply, to die. Not the most appealing of adverts to attract leaders but one that maybe should be incorporated into any serious discussion on what it takes to lead in the new world of work. I’m…
DetailsStudies have shown that over 85% of the root causes of organizational performance problems are in the structures, systems, and culture within which work-groups are embedded. Structures and systems are either consciously defined with purpose and intent around a strategic direction as an Intended Culture, or they emerge naturally from the patterns-of-interaction of the personalities…
DetailsThis is a sign that Jeffrey put up in his cubicle at ADP a few years ago to remind himself what his business goals should be – and what he can accomplish through promoting the growth of others. From sales to leadership to operations, the rock stars of business multiply the value of everyone they…
DetailsCompanies are frequently facing the need to restructure their organizations. Changes in leadership, a shift in strategy, or changing factors within an organization often create the need for reorganizing. Organization design is one of the most powerful tools available to senior managers for shaping the direction of their organizations. “Organization design” is often used incorrectly…
DetailsI have been touting the 4-Drive Model of Employee Motivation since I first read the 2008 Harvard Business Review article “Employee Motivation: A Powerful New Model” by Nohria, , Groysberg, and Lee. You could say I’ve been a very BIG advocate for this model! It is a powerful theory on human motivation in general, and…
DetailsThere have been several times when I was swamped with hundreds of resumes for a single job posting – how does one screen down to the best applicants without taking days and days of effort? 1) Define your most unique, critical requirements in the job Do you require certain unique characteristics that are essential for…
Details“Rest and motion, unrelieved and unchecked, are equally destructive.” – Benjamin Cardozo A story is told of a man who challenged another to an all day wood chopping contest. The challenger worked very hard, stopping only for a brief lunch break. The other man had a leisurely lunch and took several breaks during the day.…
DetailsHere’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time…
DetailsI am sure Leaders Beacon will be afloat with memorials to the Great Stephen Covey. For those who are unaware, Mr. Covey author of “The Seven Habits of Highly Effective People”, has died in a cycling accident outside of Provo, Utah. I was introduced to Stephen Covey in my leadership class at Arizona State University. I…
DetailsHalloween is a big deal in our house. My youngest daughter’s birthday is October 29, which is always extended for several days. In fact, the celebration – honestly – doesn’t end until the last doorbell has been rung on October 31! She lives for Halloween and starts planning her costume months ahead.
