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3 areas where change can motivate employees and help them stay focused PDF Print E-mail
Written by Erica Bell   
Monday, 10 September 2012 09:27

Motivating employees can sometimes prove to be a challenge. The weather, personal turmoil or a poor working environment can contribute to a staff’s lack of focus.

 

A few changes in your business’s office can increase productivity. Keep employees motivated and focused by looking to improve these three areas of your company:

 
People seldom identify their needs directly, so ask questions PDF Print E-mail
Written by Marvin Montgomery   
Monday, 10 September 2012 09:24

Have you ever asked your significant other “Honey, want’s wrong?” Usually, their answer is going to be “Nothing.” But you know something is going on, so you continue to ask questions until it’s revealed. It probably took several questions asked different ways until the true concern was uncovered.

 

The same approach needs to be used when you’re closing the sale. The general response is vague, and usually falls under one of four categories: postponement, price, competition and change. “Let me think about it,” or “The price is too high,” are examples.

 
The bragging distraction PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 04 September 2012 10:59

“Ohio governor claims Biden stinks at golf but says he’s good.” “Obamas brag about Clooney friendship.”

 

I wish I could tell you I invented these headlines, but I didn’t. As the political contest intensifies, so does bragging by all sides. And judging by the headlines above, no subject is too silly to boast about. In the meantime, pressing issues are buried or never seriously addressed.

 

Admittedly, bragging isn’t unique to the political arena. As social media has evolved, so, it seems, has bragging. Whether it’s on Facebook or other sites, anyone and everyone has a vehicle these days for overt self-promotion. How is it that suddenly we all live fabulous lives and excel at everything we do?!

 
4 steps to ensure a best-fit sales hire PDF Print E-mail
Written by Dave Harman   
Monday, 03 September 2012 02:30

 

You’ve been there before: You have an open sales position to fill and several candidates from which to choose. How do you identify the best candidate?

 

How do you determine which of the candidates is most likely to perform the best, which will mesh with the existing sales team, and which is able to step into the position and hit the ground running?

 

Smart hiring is about finding a candidate whose skills, abilities and experiences match the job requirement.

Last Updated on Wednesday, 29 August 2012 09:58
 
The line between client suspects and client prospects PDF Print E-mail
Written by Marvin Montgomery   
Sunday, 02 September 2012 19:00

 

I was watching one of those old detective shows on TV recently, and when at the scene of the crime, the head detective turned to his assistant and said, “Round up the usual suspects and bring them downtown for questioning.”

 

I immediately thought that is what salespeople should be doing. We make the mistake, sometimes, of calling potential clients prospects before any questions are even asked.

Last Updated on Friday, 31 August 2012 09:47
 

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