Whether the economy is good or bad, all companies depend on their talented people to sustain and grow their business. Finding talent is a denting task in any economy; retaining them [...]
Leaders are readers— in fact! We live in a world where the reader has a lot of choices, but limited time. When you look at reading versus listening, the later trumps all [...]
You cannot expect your sales managers to coach their team if they have never been educated on how to coach effectively. Most senior executives promote managers based on a set of perceived [...]
Part II ( Continued) Purpose Driven Compensation Plan: Part of the reason why marketing and sales act as rivals rather than partners lies in their planned compensation structure. The sales organization should design [...]
A study found that happy employees are 20% more productive than unhappy employees. In sales happiness has a greater impact, happy salespeople are 37% more productive. Organizational culture is the personality and [...]
The evidence for the benefits of coaching is compelling. It’s amazing how even some of the best-managed corporations in the world have little or no official training for managers. Most corporate promotions [...]
Everyone dreads employee performance measurement. Managers despise the pressure and the delivery of feedback. Employees love positive evaluations that lead to financial gain or potential promotions and rebuff negative assessments. Performance-reviews measures [...]
“Our margin is eroding by the day; our sales force is not selling on value rather they are leading with price, which is unsustainable. If this continues, I won’t be here as Head [...]
