Coaching
March 12, 2013
Sometimes, as sales managers and coaches, we have to dig deeper for honest answers in order to reach a level where we can provide constructive feedback.
Salespeople are taught to be positive, optimistic and confident. The first answer you get is a...
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March 1, 2013
What comes to mind when you see or hear the word feedback? For many it is immediately a negative that infers criticism, a discussion about areas that are not good. However, feedback is just that: feedback. It should be about both strengths ...
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January 4, 2013
Many of us believe that in order to make a difference we must undertake a massive change. This is absolutely not true! Small things can have a significant effect, and may multiply into additional positive impacts. Ravel`s Bolero is an example of this...
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July 31, 2012
If you want to make a great difference to how people feel, start showing you care by asking “why.” Don’t just accept the status quo and it will have a positive effect on the bottom line. In their book,Beyond Performance, Scott Keller and Kaleen...
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April 2, 2012
Every customer you serve has an experience; whether bad, indifferent, good or great. Great customer experiences do not happen by accident – they happen by design. Each customer is unique and their definition of a great customer experience will also...
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February 1, 2012
When people join your organization, they come with a dream. They come with a passion and enthusiasm to begin something new and exciting; and, most of all they come with expectations.
Only if the hiring process is well planned and executed will ...
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July 6, 2011
There are many examples of mentoring relationships, both real and fictional.
The Hobbit Bilbo Baggins was famously mentored by Gandalf in The Lord of the Rings. Richard Branson by Sir Freddie Laker. Sir Anthony Hopkins by Sir Lawrence Olivier. Wol...
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June 29, 2011
Many years ago, when I was a sales representative in the healthcare industry, I was asked to order a product that had a short shelf-life and was comparatively expensive. The customer asked for ten packets of ten, less than one full case, but I ship...
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June 29, 2011
Frank was sweating bullets. In five minutes the junior executive would be meeting with the president of his company. It wasn’t just any meeting. The day before it had been discovered that an error on his part had cost the company $10 million. Sur...
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June 1, 2011
Just as the strength of a plant is in its roots, the strength of a building is in its foundation; and the strength of a business is its leaders.
When assessing the health, long-term sustainability, and success of a business, one has to examine the...
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