Posts Tagged ‘sales management’
The Mouth of Change | Employee Resistance to Change
Change is always the same. Change itself is not the issue; it’s the resistance to change that causes problems. Many of us learned this growing up as we competed in sports, or for the attention of others. In the business world, the resistance is naturally strong when we explain our great reform is based on…
Read MoreLeadership Integrity: The Foundation of Everything
It’s no mystery that we expect our leaders to tell us the truth — and we hope it’s a truth we can actually deal with and implement. We also want leaders to keep their word; we expect that the promises they make, however lofty or seemingly unbelievable, will be kept. But as anyone who has…
Read MoreHow To Get People To Listen To You: Over-the-top influence
Leadership and communication skills mean nothing if no one wants to listen to you. Many knowledgeable, committed people have zero personal influence simply because they are not interesting. We have all been bored by someone to the point where we imagine ourselves on a Caribbean beach sipping a big umbrella drink and listening to metal drum…
Read MoreWho Wants A Job Where It Is Never The Boss’s Fault?
The only way to effectively hold others accountable is to first hold yourself accountable in front of them. As a leader, if you want employee engagement and long-term influence, you must take a look at the role you’ve played in your team’s problem and make sure your people know that you’re examining your own involvement. When…
Read MoreTop Tips From Our Research on Top Producers
Top Tips From Our Research on Top Producers What the most successful people do differently Sales Dealing with ego driven buyers Ask them to list possible solutions to the problems they are having and then see what you can agree on. The key is to get them talking about their problem. Remember, what comes out…
Read MoreGetting Great Results: Turning Talent Into Performance
Getting Great Results: Turning Talent Into Performance The definition of leadership Someone following someone because he wants to, not because he has to. Do you want to be right or effective? Have you ever been so right that no one would talk to you? If you criticize others’ ideas, they will almost never use yours,…
Read MoreThe Secrets of Top Producers
As it turns out, hope is not a strategy. The difference is that the top producers used their strengths to improve a weakness.
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