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The hidden cost of behavior PDF Print E-mail
Written by Donna Rae Smith   
Monday, 12 November 2012 19:00

When was the last time you stopped to consider the price tag on behavior?

Because whether you realize it or not, behavior—yours and your employees’—is costing you money.

 

As I meet with businesses, I’m constantly amazed at how much money is spent on technical solutions. And yet technology cannot solve every problem. It’s only part of the equation. Too many businesses fail to realize how much they could save if they focused equally on people solutions.

 

What are “people solutions?” I mean identifying and replacing the deeply embedded behaviors and habits that act as barriers to productivity and effectiveness. We’re so busy thinking about ways that technology can help us, we forget that the first step is helping ourselves.

Last Updated on Thursday, 15 November 2012 12:07
 
Where there is a will, there is a way PDF Print E-mail
Written by Marvin Montgomery   
Sunday, 11 November 2012 19:00

One thing I have noticed over and over again this year is that salespeople give up too soon when it comes to following up and following through. Whether you’re following up on a quote, prospecting for new business or just trying to get ahold of a customer, don’t forget about will.

 

You remember will: where there is a will, there is a way.

 

Use different techniques to make that connection. Be creative. Brainstorm ideas with others who have a vested interest. And remember, it’s more than just one or two calls and then giving up. Here are some ideas:

 
Service saying: Leave it better than you found it PDF Print E-mail
Written by Marvin Montgomery   
Monday, 05 November 2012 11:59

I can’t remember where I first heard the statement “Leave it better than you found it,” but I heard it again yesterday at my home when a technician from Dish Network showed up for a service call. That’s right – a cable company.

 

Before entering my home, he slipped on a brand new pair of shoe covers (not a raggedy pair with holes). I immediately acknowledged that gesture of respect, because as we all know, it does not happen that often.

 

His response was “You are welcome,” but he didn’t stop there. He went on to say, “My goal, Mr. Montgomery, is to leave the condition of your home better than I found it.”

 
Are your expectations for your sales team realistic? PDF Print E-mail
Written by Dave Harman   
Thursday, 01 November 2012 10:29

 

Like most sales managers, you expect a lot from your sales reps; you expect them to meet or exceed their quotas. But many of the factors surrounding a potential sale are out of their control – so make sure your expectations are realistic, and that you’re helping them with the factors within their control.

 

Can they do it?

  • Your sales reps can’t control whether a prospect needs, wants or can afford your company’s products/services.
  • They can’t control whether a current customer needs to place a reorder.
  • They can’t control your competitor’s marketing, advertising, pricing or promotions that eat away at your market share.
  • They can’t control the market demand or economic forces that impact demand, for your product/service.

What can they control?

 
Why pleasing your boss isn’t always best for business PDF Print E-mail
Written by Donna Rae Smith   
Monday, 29 October 2012 19:00

 

An Internet search reveals countless articles on “How to Please Your Boss.” The assumption is that any smart employee will do what it takes to get into their boss’s good graces.

 

Some of the articles offer sound advice: work hard, demonstrate consistency and go above and beyond what’s asked of you. Certainly no one would argue against being hardworking and reliable.

 

And yet mechanically doing what the boss asks—like a puppet on a string—can have negative consequences for you and the organization.

Last Updated on Thursday, 01 November 2012 10:20
 

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