In today's world, people have a very strong belief in their weaknesses and an even stronger belief not to "brag" about their strengths. Yet, winning teams win because of the strengths of all team members. Any gap in an organization's…
During the last several years, three megatrends have increasingly gained speed, yet very few people actually discuss them or understand how to deal with them. Trends are evident in business. The fashion industry, for instance, lives and dies on seasonal…
Bullying behavior creates a hostile work environment. Eventually, word will spread about you being the bully boss. With technology, the spread of bullying in schools continues to make front-page news. Schools, corporations, and parents are addressing this issue of bullying…
Sales managers are charged with leading the sales team. Salespeople watch the leader, like kids watch parents, to see if words and actions are congruent. I recently read Stephen M.R. Covey’s book, The Speed of Trust. Not sure how I…
It is imperative that all employees understand how they are profit centers and how all these profit centers connect to the bottom line. Certain paradigms exist within each business culture. These paradigms are philosophical frameworks from which generalizations are formed.…
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something like: "Boy, if I could only…
If you truly want to do more with the same amount of time each and every day, then begin by developing those self-leadership skills necessary for personal success. Can we agree that: A minute has 60 seconds? An hour has…
So, what separates the great channels from the “not-so-great”? Great channel organizations truly focus on what really matters. By doing so, these companies and their people are able to accelerate revenues, increase market share, and continually stay “top of mind”…
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound like your company? You sell consultative…
It’s often difficult to motivate sales reps to focus on developing expertise when they want to develop relationships, but the two can go hand in hand. Trust is Not Enough For many years, developing trust and rapport was considered the…
Many sales managers don’t like having the difficult conversations---who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales manager. You’re excited about the opportunity…
People don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you are teaching the sales force are…