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How good communications get ruined
You see, telling a story about incentive compensation and creating captivating visuals to convey that information isn’t easy. It requires that we make choices about what information we share. It means that we may have to simplify the message. It may mean changing how we present and what types of communication that we use.
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How Far Will Your Vision Take You?
Vision is the world’s most desperate need. There are no hopeless situations, only people who think hopelessly. – Winfred Newman About 350 years ago, as the story is told, a shipload of travelers landed on the northeast coast of America. The first year they established a town site. The next year they elected a town…
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How Disagreements Can Work For Your Good
Great spirits have always encountered violent opposition from mediocre minds. – Albert Einstein In his book, Living Above the Level of Mediocrity, Charles Swindoll tells of meeting a man who once served on one of Walt Disney’s original advisory boards. The early days were tough; but that remarkable creative visionary refused to give up. What…
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How Business Is Won & Brands Are Built
Whether you are a sales pro, marketing whiz or entrepreneur, business is a fierce compeition. You’ll never win unless you understand the milestones that stand between the prospect stage and the finish line. Even the most impulsive purchases follow the mental path I’ll reveal in this post. In fact, done right, businesses can elicit more…
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How Big is Your Dream?
Hope is a waking dream – Aristotle August 28 marks the 50th anniversary of the “I Have a Dream” speech delivered by Dr. Martin Luther King, Jr. in Washington, D.C. That speech sparked the conscience of the American people and helped to right the course of our history as a nation. As was the case…
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Hot Air and Management: Is There a Connection?
So much of what we call management consists in making it difficult for people to work. – Peter Drucker A story is told of a man flying in a hot air balloon who realizes he is lost. He reduces height and spots a man down below. He lowers the balloon and shouts, “Excuse me, can…
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Hiring a Salesperson? Hire for Attitude.
Seasoning is great “on” food and “in” people! One of the things employers often look for in a sales candidate is past sales experience and “seasoning.” However, sometimes when you hire one of these seasoned pros, they come complete with complacency. In sales, like in many things, attitude counts. I don’t ever discount a salesperson’s…
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Hiring “No-See’em” Salespeople
You’re probably wondering exactly what is a no-see’em? These are salespeople that your customers don’t see. Usually they don’t see them because their only contact is by telephone.
Hire Sales Skills Over Industry Experience
This hiring tip may seem counter intuitive but it has a lot of merit. Many companies still choose industry experience over sales skills because of the potentially faster ramp-up time and potential business that an industry-seasoned candidate brings to the table. While this is a reasonable assumption, you may be passing up the opportunity to…
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Hiding in Plain Sight
Have you ever worked for a manager who was extra fussy about policies, procedures and doing things in a very specific way? One of the exercises in our Front Line Leadership program involves having participants act out different leadership styles to see how they impact results and employee satisfaction. One of the styles is called…
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Hiding behind your keyboard?
For all the productivity improvements technology has brought us, there is a dark side and it is impacting employee engagement and management effectiveness. I’m talking about the tendency to send emails instead of going and talking to people.
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Here’s An Unconventional Way To Grow Your Business
Warning: This is a get-rich-slow plan. If you are looking to jumpstart your business in the next 30-90 days, you might not find what you are looking for here. But if you are looking to grow your business in a sustainable, fulfilling and profitable way … and you are willing to take the long-view ……
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Helping or Harping?
When front line supervisors and managers are asked to share some of the characteristics of the best manager or supervisor they had ever worked for, they will include “supportive” on that list. One participant was even more emphatic – his best boss was focused on “helping” not “harping”. A boss who is constantly critical and…
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Healthy Work Boundaries are Not a Myth
By Derek Murphy Facebook made headlines once again, and it was not due to another layout change. Apparently, the company’s second-in-command, COO Sheryl Sandberg leaves work every day at 5:30 p.m. so she’s home for dinner with her kids. If you’re wondering why this has any sort of significance, think about all the advancements in…
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