Performance
March 18, 2019
Synergy is defined as the whole being greater than the sum of the parts. It is clear that the extent to which employees buy in to your strategy is a big factor in determining how close you will get to achieving productive synergy.
What happens whe...
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March 6, 2019
I struggled my first few months as a rookie sales person. The company was a leader in its market space and yet, as hard as I tried, I continued to fail. There were plenty of prospects and I made the recommended number of presentations each week, but ...
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March 1, 2019
Peter Drucker, the famed business consultant, coined the phrase “knowledge worker”[1] in 1959. He contended that highly educated workers would not be content or motivated simply by following orders or instructions. Drucker’s teaching still reso...
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February 15, 2019
Unless we have a monopoly, an important component in developing our strategy is understanding the competition. After all, how they go to market affects our place in the market.
One approach is to concentrate on their strategy. What can we glean ab...
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February 1, 2019
Your customers have specific needs when they do business with you. Meet those needs and you will have happy customers; fail to meet those needs and the reverse will be true.
It is the same with those who work in the organization. When their needs ...
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January 4, 2019
What is the common denominator of success? What differentiates successful individuals from those who consider themselves to have failed in their journey? I believe the answer is positive expectancy. Successful individuals look to the future and expec...
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December 10, 2018
When you start out in any business, customers and clients rarely line up at your door to sample your goods and services, and you probably don’t have a big advertising budget to draw them in. So what do you do if the idea of making cold calls terrif...
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October 16, 2018
In his classic The 7 Habits of Highly Effective People, Stephen Covey relates a parable about the importance of vision and leadership: A group of machete-wielding workers are cutting a path through dense jungle. It is hard, hot work. After some time,...
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October 9, 2018
“I’m not a salesperson; I’m in customer service,” Kelly insisted.
Her manager had asked if I could help her improve her job performance.
“But you get paid a bonus when someone buys something new…” I responded.
“Yes, if I get ...
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August 7, 2018
We all need feedback in order to learn. Touch a hot stove - immediate feedback! Say the wrong thing and the room goes quiet. Try something new and it doesn't work … until we modify our approach. Without feedback we would continue harmful and ineffe...
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