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Brave the badlands PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 08 January 2013 11:15

 

I went hiking last week in California’s Death Valley National Park, famous as the lowest and driest place in North America. Its badlands, sand dunes and salt flats render an otherworldly terrain and offer a great reminder of life’s unexpected surprises.

 

I was determined to go for a hike, even though my husband’s recent knee surgery meant he wouldn’t be able to join me. I got off to a rough start, slipping and falling on a hidden rock. I caught myself on my hands and knees, and although I got some cuts and bruises, I was thankful that it wasn’t worse. I could have turned back right then and there, but I didn’t want to be discouraged by one fall. I had never been to Death Valley before and I was eager to see more of it.

 
Let silence be your friend PDF Print E-mail
Written by Marvin Montgomery   
Sunday, 06 January 2013 19:00

I’m sure you are familiar with the saying, “The person that talks first buys it.”

 

Well, it’s true. Once you have made your closing statement to a potential client, you have to remain silent. It may seem like an eternity, but if you begin to talk again you are interrupting your customers thought process and preventing them from responding.

 
Why is your management style important? PDF Print E-mail
Written by Dave Harman   
Wednesday, 02 January 2013 14:54

Let’s begin our thinking process with this premise: Self-concept has a huge impact on salespeople’s outlook about what they are capable of accomplishing, and that, in turn, has an impact on actual performance.

 

What’s apparent is that innate talent, knowledge, experiences or available resources has less to do with salespeople’s ultimate success – or lack of success – than their level of self-esteem.

 

So, if we believe this, what does it mean for you as a manager? You must recognize that your management style can impact your team members’ self-esteems – and their ultimate success – in either a positive or negative manner.

 
How to set S.M.A.R.T goals for 2013 PDF Print E-mail
Written by Marvin Montgomery   
Sunday, 30 December 2012 19:00

This is the time when everyone is setting personal, family and professional goals for the new year. If that is you, I strongly recommend that you use the S.M.A.R.T Goal Setting technique.

 

S.M.A.R.T. goals are:

  • Specific: Define what, why and how. Ensure the goals are specific, clear and easy.
  • Measurable: Goals also need to be measurable. If you can’t measure it, you can’t manage it.
Last Updated on Wednesday, 02 January 2013 14:25
 
What to give as a leader for the holidays? PDF Print E-mail
Written by Donna Rae Smith   
Monday, 24 December 2012 19:00

 

If your office is anything like ours this time of year, you’re being gifted with chocolates and fruit baskets and other goodies from grateful clients and suppliers. And no doubt you are doing the same, sending cards and gifts far and wide to show your appreciation.

 

It’s a time of year that gives me a deep feeling of gratitude and abundance. It also has me thinking about giving year-round — giving of time, energy and expertise for the benefit of those we lead.

 

I’ve been musing on what qualities are required of us as leaders when we give. These are the most essential:

 

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