SalesHQ

Build Instant Trust, Rapport over the Phone

Silvia Quintanilla — Mon, 09 Aug 2010 16:19:00 -0700

Did you know that the way you speak makes a big difference on your sales calls? For example, are you a self described slow talker or do you like a fire rapid pace of conversation?

I bring this up because I never used to pay attention to the way I spoke during a sales call. After all, as long as I prepared for the call, and my product was a good match, nothing else mattered, right?

Well, not really. Low and behold, the way you dialog with your customer goes a long way in building trust and rapport. Fortunately for me, a few years back I learned a great way to establish rapport in a conversation right away.

It all started when I attended a sales training by veteran sales psychologist Dr. Donald Moine. Boy, what a difference his teachings have made in my sales calls. Dr. Moine taught us that on a subconscious level “people like people that are like themselves”.

One of the examples he gave was to match your style of conversation to that of your prospect. Let me give you an example. I am a self-described slow talker. I like to take my time when I speak and I also like to enunciate my words. True to Dr. Moine’s teachings, I naturally and instantly liked people who talked just like me, slow and relaxed.

Conversely, my sister is a fast talker. In fact, it really gets on her nerves when she gets stuck talking to a slow talker - like me.

Knowing your own style of speaking is the easy part. The hard part is paying attention and capturing your prospect’s style of speaking.

For example, here are some common speaking styles I've heard since learning this:

Informal speaking style

Formal and very business-like

Fast paced

Slow paced

Soft speaker

Loud speaker

So next time you’re on the phone, pay attention. Listen to the style and pace of conversation your prospect naturally uses when speaking. Then, see if you can adapt a little to their style.

For example, let’s say you naturally speak loud and fast, and your prospect is speaking low and slow. If you catch this early on, you could adjust your own conversational style to match their style of speaking.

By doing so, you will have learned a little known secret about how to build instant trust and rapport with a prospect, right from the get-go. On a subconscious level, your prospect will like you and trust you, though they may not be able to pinpoint exactly why.

It took me a while to remember to do this in my own conversations, but with practice, it now comes naturally.

Not everyone is just like we are. My belief is that if you take the time to understand your prospect on more than one level, you will shorten the time it takes to win them as customers.

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Tips to Getting Inside Buyer Motivation

Jonathan Farrington — Wed, 21 Jul 2010 17:41:00 -0700

You know, all meaningful actions are performed for some reason or purpose. This is commonly called motivation.

Success in selling requires understanding these basics of motivation:

Your motivation both as a person and as a salesperson

The other person’s motivation both as a person and as a buyer?

The most important fact to remember in influencing the behavior and decisions of others is that – people do things for their reasons, not ours.

Every successful sale, then, is made not so much because of the excellence of your product or of your sales pitch, but because, consciously or unconsciously, you have found the human reason why your prospect should buy. You have found the door to their motivation and have opened it.

The more you understand the function of human motivation, the more successfully you will sell.

In its simplest form, motivation emerges as a cycle. It starts with a want or need, expressed or hidden. Inherent in this is a problem, a problem that must be overcome in order to satisfy the want, which must be solved. Once solved, the want can be satisfied and the cycle is completed.

In terms of personal development there are several levels of needs. You will no doubt be familiar with Maslow’s pyramid of need:

These needs are basic to everyone you sell to, live with, or encounter.

At the bottom of the pyramid are the physiological needs. These include food, shelter, warmth, sex, and sleep. They are instinctive needs common to all living creatures. Until these needs are satisfied, the higher needs are purely academic.

Then comes safety which is almost as basic. Security is another word for this need; security in one’s job, in one’s place in society, safety from unknown dangers, and freedom from pain.

Love is a more sophisticated but no less essential need. Every human being wants others to care about them, to receive affection. They want to have the approval of others, to be understood, accepted, respected, and to belong. And equally important, they have a need to be involved, to care about and give affection to others. The two are inseparable.

Self-esteem is equally essential. Every human being needs to feel that they are important in some sphere of life; that their presence on earth has meaning and significance. The mature person knows that this begins with self-respect. This need provides a tremendous motivational force.

Self-actualization is the highest need: for personal growth and achievement, for self-fulfillment, the best use of one’s capabilities, the fullest possible realization of potential, within an honest understanding both of the limitations and scope of that potential.

People, of course, are different. Their needs will vary in degree, in shape, and in the nature of their answers. But they are common to all.

As you are alert to them, as you understand them, so will your success with others be measured.

How do people seek to satisfy their needs? Thorndike’s “Law of Effect” supplies the answer:

“People tend to behave in a way to gain rewards and avoid punishment”

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How to Start Your New Job on the Right Foot

Rob Taub | CAREEREALISM.com — Mon, 12 Jul 2010 16:52:00 -0700

Securing a new job is akin to a successful product launching! All the time spent running a well-organized marketing campaign and now the product is in the market.

Well…you’ve landed your new job! As in the product launch, you want to continually work on product positioning and posturing for long term success, right? Likewise, you want to do so for your long term career success.

10 Rules for Beginning Your New Job on the Right Foot:

1. Get to Know the Company’s Key Players. Producing long-term results is more important than an immediate impact. Depending on the company and the reason for your hire you will have a settling-in period any where fomr 30-90 days. Use that time wisely and get to know people and their roles; network; build alliances, etc.

2. Remember Names and Try to Use Them from Time to Time. And of course, always with a smile. It is important to always project a positive image. Most people when introduced to others immediately forget names. If this happens to you, look them straight in the eye and say, “I’m sorry, could you tell me your name again?” Then practice using it once or twice a week – it’s also flattering.

Next Page: Do Not Over-Do Conversation→

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Featured Author: CAREEREALISM.com
CAREEREALISM.com provides timely, honest answers to today's toughest career questions. Only 'approved' experts who meet a set of professional criteria are able to contribute to the site, ensuring readers get refreshingly real advice from proven advisers. Using the latest online technologies, the site also offers tools and resources, including free webinars and tutorials, to help job seekers get up-to-speed on the best way to find work and advance their careers. Visit them today at CAREEREALISM.com.

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3. Do Not Over-Do Conversation. Your weekend, evening, lunch, visit…was always “Very good,” quickly followed by “and how was yours?” People ask, but they aren’t necessarily interested in more than that. If they get more than that before they really know you they will steer away the next time.

4. Observe How the Company Gets Things Done. The company’s management style, your boss’ management style; leadership; company culture…become a student of your managers and their leaders. I once heard said, “The best classroom is at the feet of an elder.” The bell has rung; so now take a seat and really pay attention.

5. Be a Class Act. Don’t get drawn into the chitter-chatter of gossipers. Smile, nod in agreement if you must, but do not gossip. If you do people will not put their trust in you. Practice being a good listener and consider everything you hear, even if it plainly is gossip, as if it were most private. Bite your tongue and you won’t go wrong.

6. Gain the Confidence of Others. Give credit to others up and down the line. Be humble when given credit and say only “Thank you.” For the first few weeks defer to others for advice; defer to your boss’s lead. After you have gained the confidence of your boss and others, maybe 30-60 days, you can start making recommendations.

Next Page: Keep Your Boss Informed →

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7. Keep Your Boss Informed. This too is part of gaining his/her confidence. Make a point of asking a couple of questions from time to time. Be careful not to phrase your questions in a manner that sounds like you are prematurely criticizing people or procedure.

8. Show Your Boss You Are Serious. State your intentions within the confines of the job as it is currently described (save “posturing” for after the first 30-60 days). On day-one, arrange a series of short meetings for over the course of a few weeks to ensure that both of you remain on the same page; and your actions support both your objectives and his/hers.

9. After Your “Settling in” Period, Schedule and Subsequently Plan for Your Review. In the meantime, keep a diary of what you see can be improved, changed, accomplished and NEVER share this with co-workers – someone might steal your ideas or shun you for having some.

10. Keep Your Resume Updated. From day-one, be mindful and any and all your accomplishments, even the most subtle: Situations you were in; opportunities you saw; actions you took; and the results! (The S.O.A.R. Technique for story-telling). In doing so, you will be better prepared for your first review, just as you had been for your interview. You will be forearmed with the information you will need to take an active part in the outcome of the review. Since most employers take a very passive approach to reviews, this tact will likely be most appreciated.

This article was originally published on CAREEREALISM.com.
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The Key To Achieving Sustained Sales Growth

Jonathan Farrington — Wed, 07 Jul 2010 16:04:00 -0700

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create.

Poor-Quality Activity

Second, but equally important, salespeople often are not clear about how to identify the prospects most likely to have a genuine need for their product or service. Without an objective way to prioritize which prospects to contact first — and/or an efficient strategy for contacting them — salespeople are doomed to waste a large percentage of their time.

Another huge dilemma for many salespeople is how to divide their time between servicing existing clients and generating new business from new prospects. Existing clients frequently make requests for service that could be dealt with by support staff. But salespeople who lack a disciplined, future-oriented plan for generating new contacts and sales often find themselves spending more time attending to “urgent” tasks for existing accounts instead.

A common approach among salespeople can be summarized in the saying, “If you throw enough mud against the wall, some of it is bound to stick.” This approach is exhausting, demoralizing, extremely unproductive, and very expensive in the long term.

Speed of Relaying Customer Information

The Sales Leader provides another interesting dimension to activity management. Apart from product or service knowledge, salespeople require knowledge about prospects, clients and market trends. Therefore, if the information those salespeople require is not relayed in an efficient manner, their “face-to-face” selling activities are dramatically reduced.

Harder Rather Than Smarter

In the book Emerson’s Essays, there is a section on “Law of Compensation,” which can be summarized simply as “give more, get more.” This is what most salespeople try to do, so they end up working harder when they could be working smarter. This begs the question, Are your sales activities deciding your strategy, or is your strategy deciding your sales activities?

Developing a Strategic Sales Process

From the Sales Leader’s perspective, developing a strategic sales process means developing a comprehensive, formal, realistic and step-by-step outline of what salespeople are expected to do. This is just as appropriate for internal and totally reactive sales teams as it is for external, proactive ones.

This outline includes the activity and calls salespeople must make, the relationships they should establish with prospects, the documentation they should use in sales calls, the issues they must discuss and resolve with prospects, and the tangible goals they must achieve in sequence along the path to each sale, in order to achieve maximum effectiveness.

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How to Speak More Assertively

Christina Macres | SalesHQ — Tue, 29 Jun 2010 13:58:00 -0700

If you deal with daily meetings and interactions with coworkers, you know just how important it is to speak assertively. But what exactly does “assertively” mean and how do you speak your mind without coming across as rude? These are important questions, as communicating effectively — not to mention politely — is pivotal to your professional success. The last thing you want to do is alienate coworkers (or clients!) with in-your-face boldness. As Don Draper once said,

“…Keep it up, and even if you do get my job, you’ll never run this place. You’ll die in that corner office, a mid-level executive with a little bit of hair who women go home with out of pity. Want to know why? Cause no one will like you.”

And Draper’s advice is spot on; no one responds well to a bossy coworker and being rude is definitely not the way to win a promotion or in-office respect. Remember when asserting yourself or your ideas, your main goal should be to gain and give respect. How? We suggest focusing on confidence instead of assertiveness. You’ll find that a confidently presented idea or viewpoint will get you far and will garner you more respect in the long run.

Show Confidence

The best solutions come out of problems. A healthy discussion and even a disagreement can be very beneficial, especially in the work space. It means both sides are passionate and want the best for the company. But in order to communicate effectively you must show confidence in yourself and your ideas. Confirm this confidence by facing coworkers when speaking. Remember that while it’s perfectly fine to refer to notes, the majority of a conversation or presentation should be spent making eye contact – both when you are speaking and (even more importantly) while you're listening.

Exhibit Leadership Qualities

Part of speaking in an assertive manner is demonstrating leadership skills. When you are assertive in a conversation, you are leading that conversation. But don’t use this as a time to be condensing. Steer clear of using big words in an effort to deliberately impress people and try to avoid making coworkers feel defensive. Think about your approach, delivery, and what you want as a result of your conversation.

Be Specific and Clear

Part of speaking to people is, well, speaking to people. To avoid miscommunication, speak clearly and stay on topic. If you are curious or need clarification about something, just ask. If you are feeling frustrated by a coworker’s solution or point-of-view, for the interest of a win-win situation, try to look at the big picture and, if you must, excuse yourself from the conversation altogether. The quickest way to lose respect in the office is to let your emotions take over your professionalism. Being kind and courteous should always win out over your efforts to be right.

On that note…

Say Exactly What You Mean

No one likes to listen to someone drone on. Often, the more you say, the less is heard. Keep things specific, use facts, and be conversational — not confrontational.

Listen — REALLY Listen

When you're talking, show coworkers that you hear them and that you understand. Most times, people just want to be heard. Prefacing your comments with a rephrasing of their last statement will both put them at ease and make them more open to listening and understanding your stance and possible solution.

Don’t Feel Guilty for Being Assertive

It’s more than okay to stand up for yourself, your ideas and opinions. Being assertive is in fact very important when communicating with others, not to mention coworkers. Practice, assess the situation, and use confidence to emphasize rather than provoke. Remember, in the end, it’s respect you seek.

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10 Career Lessons From Dad

Hamsa Ramesha | SalesHQ — Thu, 17 Jun 2010 16:12:00 -0700

Whether you're still daddy's little girl, or the son that reminds him of himself, you know that a father's love runs deep. We look up to our dads, admire them, and do everything we can to make them proud.

As kids, our fathers built us cardboard spaceships so we could reach the stars and carried us to safety when we crash landed. Dads guided us through many of life's milestones, from helping us take our first steps, to teaching us how to drive. We've learned a lot from our fathers, not just as kids riding on their shoulders, but as adults in our careers. From practical basics to lessons in philosophy, our father's advice held true every time.

So why should it end there? Childhood may be over, but you've got a successful career to attend to. Take a look at our roundup of career advice from dad:

Money doesn't grow on trees.

How many times have we heard this growing up? No matter how much we begged for that new toy or asked for an advance on our allowance, our money-conscious dads kept the cash close to heart. But while we may have had to give up a flashy video game or two, we were taught a valuable lesson. We learned (with great disappointment) that money isn't in endless supply and that its use requires thought. Whether that's managing our credit card debt, paying off student loans, or commuting to work in the most economical way, it's certainly a lesson well earned.

No pain, no gain.

Daddy's tough love theory may have been a little bit harsh for the playground sometimes, but it's perfect for corporate culture's competitive nature. We used to skip Sesame Street to put the finishing touches on our Civil War diorama; now we work overtime to wrap up a career-defining project. Bottom line? Work hard to play hard.

A little dirt never hurt anybody.

Your dad may have been poking fun at your squeamishness — but he had a point. Don't be afraid to get hands-on in your career. If that means being the intern who makes countless coffee runs with a smile or just sitting patiently through hours of meetings, don't shy away from the unpleasant parts of your job. You'll never go anywhere if you play it safe and take no risks. Of course, that doesn't mean you should actually "get your hands dirty" by engaging in sketchy business practices! Keep your ethics clean, of course.

Next: Seven More Lessons >>

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Learn to stand on your own two feet.

In another dose of tough love, fathers taught us the value of independence. From making us earn our keep with endless chores, to having us save up to buy our own car, we learned how to rely on ourselves and trust our instincts. The same is true for the office: Be your own boss. People will notice your great work ethic and professionalism. Don't go running to your manager for every little problem; take initiative and find a solution yourself!

Are you working hard or hardly working?

Dad always had an uncanny nose for knowing when we goofed off and didn't do our homework. Thankfully, as children, our usual punishment was just getting grounded and being sent to our rooms. As adults, the consequences of laziness are more serious. Hard work pays off in the corporate world, whereas slacking off gets you sacked — not fun in this shaky job market.

If it ain't broke, don't fix it.

Despite your good intentions, sometimes, the best course of action might just be doing nothing at all. However tempting it may be to redo the company business plan from scratch, or rewire the office printers for increased efficiency, don't. Or at least ask somebody first if it's a good idea. It's one thing to take initiative, and quite another to let your eagerness carry you away.

In the land of the blind, the one eyed man is king.

Value your uniqueness and make it your selling point. What do you have to offer that nobody else does? Make yourself the one-eyed king at your company by capitalizing on the needs of the blind. Whether it's finding a better revenue source or decreasing employee turnover, providing solutions to your organization's problems is your path to success.

Next: Three More Lessons >>

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Think big, act small.

Reach for the sky, goes the saying. Dad had the same idea. He taught us to dream big, but also to take small, realistic steps to achieve our lofty goals. Aiming to become the CEO? Start by focusing on being the best at your current job. Take on more work, become a team leader, and before you know it, you'll be climbing up the corporate ladder. The same is true for any career goal. There's nothing holding you back from achieving your dreams, except yourself.

Say what you mean, and mean what you say.

Dad understood that clear communication is essential to a good relationship — and a successful career. If you aren't sharing what your goals are, how will your manager know? And if you're having trouble with an assignment, ask for help. Even though technology has brought us new ways to communicate, it's easier than ever to misunderstand each other.

It builds character.

While this life lesson did little to comfort us in our youth, it's definitely something to keep in mind in the cutthroat world of corporate bureaucracy. Keep this handy piece of fatherly advice in mind the next time you get passed up for that promotion or chewed out by the boss. Instead of wallowing in your misery, figure out what went wrong so you won't make that mistake next time. Use your current failure to prevent a future one!

Thanks, Dad.

Underneath their stern façade, fathers have a heart of gold. To all dads out there this Father's Day (June 20) thanks for everything. You've encouraged our dreams and been an infallible support system. Thanks!

"Any man can be a father. It takes someone special to be a dad." Author Unknown.

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Is Technology Making You Bad at Your Job?

Tania Khadder | SalesHQ — Mon, 14 Jun 2010 14:55:00 -0700

Technology is a beautiful thing. Most of us can’t imagine doing our jobs without it.

But sometimes, overindulging in email, texts, and social networking might actually hinder your performance.

We’ve identified five ways your iPhone, BlackBerry, Facebook and that endless information superhighway are actually making you worse at your job.

Instant message is twisting your words (and making you lazy)

Remember when email revolutionized business communication? All of a sudden, memos were obsolete, no one knew where the fax machine was anymore (or how to use it), and conference calls were set up only on an as-needed basis. Office workers everywhere rejoiced in their newfound efficiency.

But the email revolution was just the tip of the iceberg. In the past few years, instant messaging has become an acceptable intra-office communication tool and, in many ways, we should be grateful for its emergence. It’s faster, less formal, and more interactive than email and yet it lacks the commitment face-to-face or over-the-phone interaction demands. The perfect formula, right? Wrong.

There are just too many misunderstandings when body language, vocal intonation, and facial expressions are left out of a conversation. Plus, how many times has a chat about something work-related degenerated into an all-out gossip marathon.

When all you have to do is share a link or ask a quick question, by all means, send an IM. For most everything else, though, it’s a no-no. Get off your lazy butt and start talking to each other.

Afraid of the Telephone? →

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You’re afraid of the telephone

The phone rings and you panic. Before you pick it up, you want to know who it is, why they’re calling, and what they want from you. You hate being put on the spot. Caller ID gives away nothing, so you let it go to voicemail.

Diagnosis? Phonephobia (it really is a thing!) — and you’re not alone. These days, a lot of us feel more comfortable communicating through email, IM, Twitter, text, carrier pigeon … anything but the telephone. We avoid it at all costs, but then waste time playing phone tag. Or worse — forget to return the call!

You may not have to use it all the time, but shying away from the telephone when you do need it isn’t helping anyone — least of all you. Having a good phone manner can even give you a competitive advantage if you’re hoping to work your way up in the company. The higher up you get, the more time you’ll probably spend on the telephone. So you might want to get used to using it.

If you’re terrified of the office silence and/or your judgmental coworkers, sneak into a conference room. At the very least, practice with friends. Next time you’re tempted to send a text, make a call instead! It sounds weird and old-fashioned, but being comfortable (or awkward) on the phone really is just a matter of practice (or lack thereof).

Burned Out? →

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You never unplug

Do you check Outlook before you’ve even gotten out of bed in the morning? Are your Saturdays spent catching up on work over VPN? Does your spouse want to throw your Blackberry off a cliff (or worse — at you)?

This constant access may help you stay ahead of your workload, but it can be detrimental to your professional longevity. How are you going to stay energized a year from now when you’re burning the candle at both ends today?

Obviously, there are times when you need to do work outside the hours of nine to five, but don’t let this become a habit. If you never take a break, you’ll never have a chance to recharge — and your work quality is sure to suffer. Sending an email at 3pm on a Saturday may also give the impression that you don’t manage your time effectively.

Sometimes a work demand can’t wait until Monday, but let’s face it: usually it can. Learn to spot the difference.

Remember Fax Machines? →

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You’ve forgotten how to use the fax machine (or never learned in the first place)

Does the paper go face down or face up? Is that the sound it’s supposed to make? Where can I find that stupid cover sheet anyway? Do I even need one?

If these questions have crossed your mind lately, you’re probably of a generation that only uses email to send documents back and forth.

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But no matter how tech-savvy you are there may just come a time when you need to use the fax machine. If you’re fumbling around like an idiot, you’re not doing anything for your professional reputation.

The good news is it’s a pretty simple — if archaic — device. Find your nearest fax machine, learn its number, and ask your office manager for a quick tutorial. Then file away this knowledge knowing full well you may never use it (because now that you’re actually prepared, Murphy’s Law says you won’t need it!).

What's Your Facebook Status? →

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Facebook and Twitter are distracting you (and ruining your reputation)

Don’t pretend like you don’t use it on company time.

We all know social networking sites like Facebook and Twitter can impact your on-the-job productivity. And the more acceptable its use becomes, the bigger the distraction.

You don’t really even care what your cousin’s friend’s cat is doing, but you also can’t help looking. Before you know it, it's an hour later and you’re chatting with your old roommate or browsing through photos of your boyfriend’s ex.

As if it weren’t bad enough that you waste countless hours on these sites every week, your friends continue to tag you in the most embarrassing — or worse, incriminating — photos.

How do you cope? To minimize your time on these sites, turn off email notifications. That way you can log off and not be tempted to return 20 minutes later. And when it comes to protecting your online reputation, take advantage of Facebook’s privacy settings. This is a good idea not just for your professional reputation, but for personal safety as well.

Tempted to shun modern technology and revert back to 1985? Don’t be! Just keep in mind that sometimes being too obsessed with your gadgets and gizmos can get you into trouble. Know when (and how!) to go the old-fashioned route, tame your distractions, and force yourself to unplug from time to time. Your career — and your loved ones! — will thank you.

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World's 5 Best Business Travel Tips

Christina Macres | SalesHQ — Fri, 11 Jun 2010 13:46:00 -0700

Whether traveling for business is an everyday occurrence, an occasional hindrance, or a lifelong dream, all business travelers can agree that if your job calls for travel, then being an efficient traveler is a must. We’ve got the five tips that’ll make your time en-route more productive and less stressful.

#1 Know Which Airlines Offer Premium Economy

Why? Because if your career has you traveling often, suffering though coach accomodations (or lack thereof) can grow tiresome. A weary traveler makes for a weary worker. If you’re fatigued and sore from an uncomfortable flight, chances are you’re not going to be at your most productive.

Don't think management is going to spring for business class (let alone first class)? The good news is nowadays there’s another option — premium economy.

Somewhere in between coach and business class lies a leg rest and a seat that reclines a little further, not to mention a fast-track boarding pass and better food and entertainment options. Of course amenities vary based on airlines, so make sure you do your research before purchasing your ticket.

Airlines Now Offering Premium Economy Include:

• Air Canada

• Air France

• Air New Zealand

• Air Transat

• British Airways

• Frontier Airlines

• Japan Airlines

• Mexicana Airlines

• Spirit Airlines

• United Airlines

• Virgin America

• Virgin Atlantic

• Virgin Blue

#2 Get the Best iPhone Apps for Business Travel

Technology is your friend when traveling in and out of time zones, through strange cities, and around new surroundings. Make use of all your iPhone has to offer with these necessary business travel apps.

JetSet Expenses

Say goodbye to the days of lost meals and mileage receipts. JetSet has 15 different expense categories, as well as a hotel and rental car database and photo storage of receipts and it even works with Google Spreadsheet or Excel. Click here for the app.

SpeakEasy Voice Recorder

From voice memos to everyday reminders, having a full feature-recording studio right on your iPhone can come in handy when on the go. Click here for the app.

Trapster

Useful for the business traveler and the everyday commuter, Trapser alerts you of speed traps and red light cameras. And since the app is free, traffic tickets won’t be the only things you’ll be saving money on. Click here for the app.

Lonely Planet

Get the most out of your travel (to any city) with the Lonely Planet app. From restaurants and entertainment to useful commuting information, this app will make travel productive and enjoyable. Click here for the app.

Babelingo

International travel can cause mental havoc and pronunciation nightmares. Save face and brain cells by using this translation app. Just plug in your phrase, then present it to your recipient for fuss-free communication. Click here for the app.

Next Page: Know the Airports With Wireless

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#3 Know the Airports With Wireless

Knowing where you can access fast, dependable Internet becomes very important when work must be completed in-between travels — sometimes between flights! Stay at your most productive and catch your flight by knowing which airports have reliable wireless connections. Check out this link: Wireless Internet Guide to 219 US Airports to get the 411 on airport wireless you can count on.

#4 Keep Up On Mental and Physical Health

A job that keeps you on the road probably keeps you out of the gym. But studies have shown that not taking care of your body properly only promotes a bad work ethic in the long run. Eating healthfully and getting the proper amount of exercise give you more energy for traveling (and who doesn’t need that!) and serves as an escape from travel and work-related stresses. Your best bet? Check out your hotel’s fitness center or take part in a walking or jogging tour of your destination city. Some airports even have walking programs for those waiting for flights. And, if you’re really curious you can take a look at the airline food calorie guide, but beware — those numbers can get scary.

#5 Reduce Your Carbon Footprint

Traveling from country to country might be a great way to fill a passport, but it's a terrible way to save the environment. Use these proven ways to reduce your carbon footprint (for free!) next time you’re away on business.

• Choose green accommodations. Websites like the International Ecotourism Society make finding eco-friendly lodging easy.

• Shop local. When in a new place, really enjoy all that the region has to offer by gobbling up the localy-sourced produce.

• Reuse your sheets and towels. You don’t wash your sheets every night in your own home, why have the hotel waste water washing linens that aren’t dirty?

• Choose a hybrid. When possible, rent a hybrid instead of a gas-guzzler. You’ll make the environment and your wallet a lot happier.

Just remember, traveling for work can be extremely rewarding. Employ these tips to make the most out of your travels and make your cubicle dwellers even more envious!

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10 Ways You're Annoying Your Coworkers

Steve Berman — Mon, 07 Jun 2010 16:04:00 -0700

Everyone has something (or someone) that annoys him or her at work. It could be faulty equipment or coworkers who don’t pull their own weight. But nobody’s complaining about you, right?

Not so fast. Even though your mom, friends, or significant other may worship the ground you walk on, there could be some people you work with who are far from your biggest fans. Your dirty jokes may be a hit at home, but that doesn’t mean they sit well with Nancy in accounting.

Here are 10 things that you might be doing to annoy your coworkers — consider changing your ways before it’s too late!

Annoyance No. 1: (Loud) Personal Calls

It might sound insensitive, but nobody wants to hear about your kids getting sick or how angry you are with your husband. Nor do they want to be in on your weekend ski trip plans or that embarrassing thing your friend did at the bar last night.

Even innocuous subjects should rarely be discussed at length on the phone within earshot of coworkers. Personal information can make others feel uncomfortable, and constant chatting on the phone about non-work subjects can make you look like someone who isn’t getting their work done. If you must make a personal call, it’s best to leave your desk and make the call in a closed conference room, take it outside, or wait until your shift is over. Leave the work phone for work conversations only.

Next: No. 2: A Messy Workspace >>

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Annoyance No. 2: A Dirty Desk

Soda cans. Coffee cups. Assorted papers and office supplies. Leftover food. We’ve all seen these things pile up on an office slob’s desk, and some might wonder — whom does it really harm?

Actually, it can bother people more than you think. If your desk is so cluttered that your mess infringes on a coworker’s workspace, it’s attracting flies, or you’re losing or soiling important documents, you’re going to get a reputation as sloppy, immature, and incompetent — not a good trio of characteristics!

Annoyance No. 3: M.I.A. Employee

While everyone else is busy plugging away at their computers, you’re never anywhere to be found. You’re either taking a long lunch, on one of your many breaks or calling in sick (again). While nobody wants to see you chained to your desk, your empty chair can symbolize something you don’t want to be associated with: laziness.

You might think it’s nobody else’s business, but that’s the thing about work — everything is everyone else’s business. People are constantly comparing themselves to their peers and superiors alike, and will grow to resent people who don’t seem to be putting in a full day’s work. Wondering if people notice how often you’re outside taking a smoke break or leaving early? Stop wondering. They notice.

Next: No. 4: Kissing Up >>

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Annoyance No. 4: Brown-Nosing

Perhaps even worse than the M.I.A. employee is the person who blatantly tries to outshine everyone else at every opportunity. Taking credit for someone else’s work, throwing a coworker under the proverbial bus during a meeting, and making disingenuous flattering compliments to the boss are all ways to make your coworkers resent you.

While you need your superior(s) to know you’re a valuable asset to the company, it’s best to be subtle and let the quality of your work speak for itself. Give credit to coworkers when it’s due, don’t tattle on others unless absolutely necessary, and keep those compliments on the boss’s tie to a minimum. Otherwise, you might be doing more harm than good.

Annoyance No. 5: Amateur D.J. Hour

Let’s get this party started! Everybody loves it when you turn up your speakers and regale everyone with your favorite club-banging tunes, right?

Actually, not so much. While there are a few occasions where it’s okay to let loose at work, usually people prefer to work in a relatively calm environment free of distractions (like coworkers making personal calls). If you turn up your music loud enough so others can hear it, it’s bound to annoy at least one person sitting near you — especially if your speakers have enough kick to set off car alarms throughout the neighboring area. This is why headphones were invented.

Next: No. 6: Serial Emailers >>

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Annoyance No. 6: Frequent Forwards

Every once in a while a funny video clip or link to an interesting story can be a welcome break from the workday. However, there’s a limit to how much people can take. If you’re forwarding one or more emails a day to several people in the office about things that aren’t work-related, you’re probably driving everybody crazy.

A never-ending stream of emails containing funny links or (even worse) solicitations for donations to some cause may be interesting or important to you, but they only give your coworkers the impression that you’re goofing off on company time. And if you ever get tempted to send an email to a coworker that is even close to NSFW, don’t click “send” under any circumstances.

Annoyance No. 7: Constant Complaints

People need to vent sometimes, and work is called “work” for a reason. But if you spend an inordinate amount of time airing your work (or life) grievances to anyone who’ll listen, you’re not going to succeed in making things better. You’ll only succeed in bumming everyone out and earning the label of a malcontent.

Remember, just because the person you’re complaining to doesn’t say anything, that doesn’t mean he or she agrees with you. They’re probably just hoping you’ll finish complaining soon, or leave the company already.

**Next: No. 8: Another Meeting? >>**

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Annoyance No. 8: Meeting Addicts

Meetings are a necessity at work, as they foster communication between coworkers in different ways than emails or instant messaging can. The problem is that meetings take time, and most of us don’t have a lot of time to spare.

First a meeting’s called to talk about best practices. Another meeting to brainstorm how everyone should go forward after the first meeting follows that. Next thing you know, there are so many monthly, weekly, and even daily meetings that it’s impossible to get anything done. Instead of increasing efficiency, the people who call unnecessary or tedious meetings become known as the most annoying people in the office.

Annoyance No. 9: Gabby Gossips

You always see them surfing sites like TMZ and Perez Hilton, whenever they aren’t at the front desk whispering to the receptionist. If anyone’s having an affair or getting fired, they’re always the first to know; whether the info they’re passing on is actually correct is secondary.

Here’s the thing about office gossip: people notice the people who are always in the middle of it. If you find yourself in secretive conversations with somebody known for having loose lips, you’ll be seen as guilty by association. Ironically, while those who love to dish may find a ready audience for their juicy bits of info, after a while they’ll find themselves with fewer and fewer confidants who’ll risk their reputations around the office to talk to them about anything.

Next: No. 10: Practical Jokers >>

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Annoyance No. 10: Office Pranksters

Much like meetings, pranks around the office are only appreciated in small doses; any more than that and they become a gigantic annoyance. Even those with a good sense of humor will tire quickly if they can’t go to the restroom without coming back to a trashed cube or a computer that doesn’t work.

There’s a time and a place for pranks in the office. The same goes for the rest of these annoying habits.

Sometimes you have to make a personal phone call, run several errands in a week or call a two meetings in a row. Just remember that if you do any of these things regularly and you see no problem with your actions, you very well may be the most annoying person in your office.

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7 Tips to Make Meetings More Interesting

Jeff Hindenach | SalesHQ — Fri, 28 May 2010 10:47:00 -0700

Meetings can be deadly, especially if they feel unproductive. Listening to your boss drone on and on about things that don't affect you just isn’t a smart use of your time. So how can you make your boring meetings more productive?

Research shows that increasing activity and creativity in meetings helps increase brain activity and alertness. Everyone's happier when you make your employees and coworkers feel engaged and important to the meeting. Need help figuring out how? Follow these seven tips to make your meetings more interesting and successful.

Encourage Creativity

We all doodle during long meetings. It helps kill the time and gives our brains a creative outlet. But doodling does more than just waste paper. It gets the creative juices flowing and improves your short-term memory functions.

Try this: Give every meeting participant a few sheets of paper and a couple of pencils and have them sketch out their ideas. It doesn’t matter what they sketch or how accurate it is — you're not looking for fine art here — the simple act of sketching flexes their brains and helps them feel involved in the meeting.

Make Participation Mandatory

Remember your elementary school teacher who'd call on people even if their hands weren't raised? She had a point. If you force people to think of answers, it gets their brain working overtime. Nothing makes people feel more uncomfortable than being singled out and unprepared in a meeting. If they know they can be called on at any time, they'll be more attentive and constantly thinking of answers to each of your questions.

Try this: When you make an important point during a meeting, ask for feedback. If no one comes forward, start calling on the most bored-looking person. "What do you think of this plan?" "Do you think it will work?" "How should we proceed?" They won't just feel involved in the meeting — they'll also be generating reactionary, spur-of-the-moment answers that can sometimes breed the best ideas.

Next Page: Include Vibrant, Engaging Visuals

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Include Vibrant, Engaging Visuals

We’re not talking your dad’s lame PowerPoint here. Slide after slide of numbers and huge blocks of text would put anyone to sleep. A good rule of thumb for any presentation: Show, don’t tell. There’s no point in just reading the words off a screen everyone can see — your coworkers are literate, right?

Try this: Limit the words on each slide to five or six, just enough to make your point. Use the rest of the slides to illustrate what you're talking about. Use pictures, graphics, and even video to get the message across. Find images that will get a reaction from the audience, whether it be understanding, shock, or even humor. And use vibrant colors, such as reds and purples. The standard blues and grays are just too calming. Do you want to put everyone to sleep?

Use Brainstorming Techniques

Don’t let your meeting get shut down by people shooting down each other's ideas. If you think your ideas will be disregarded, you'll be less likely to offer them up in the first place. Put every idea on the table without judging or criticizing, and then discuss which ones are the best. Everyone has to feel comfortable participating.

Try this: When brainstorming, give everyone a topic and have them start writing down random words and phrases in a stream of consciousness. Don’t pause, don’t over-think, just write. Then, have everyone go around and read 5–10 of their best words or phrases. Ideally, should trigger other, fresher ideas from the group as a whole.

Use Games and Toys to Stimulate

There is a reason we gives young children games and toys to help occupy their time — it helps stimulate parts of their brains. Games help with problem solving and deductive reasoning and get creativity flowing. While it may seem silly, introducing toys and games into a meeting can actually help with the productivity of the meeting as a whole.

Try this: Hand out small Nerf guns, and every time someone has a great idea, they get to shoot one of the other participants. Or have everyone illustrate their ideas using Play-Doh. Or turn your brainstorming session into a game of Pictionary. Have people draw their ideas without speaking and have the others guess. Everyone will want to play and the ideas will come pouring out.

Next Page: Keep the Blood Sugar Up

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Keep the Blood Sugar Up

While donuts and brownies might be bad for you, in small doses they can help elevate your blood sugar during a long meeting and keep your brain active. Offering some kind of simple sugar like bananas, sodas, muffins, or candy will help perk everybody up.

Try this: If you think people will shy away from the donut method, bring a bag of mini candy bars in and hand them out whenever anyone participates in the discussion. It not only gives them a boost of sugar, but also encourages and validates their contribution to the conversation.

Be Concise

Most meetings don’t need to last more than an hour at the most. Keeping people in a confined space for longer than that is just going to make everyone shut down mentally. Not every person needs to be in every meeting. Think about breaking up huge, drawn-out meetings into smaller, quicker meetings with fewer people.

Try this: It's up to you to make sure everyone stays on topic. Hit the key points. Keep brainstorming sessions to five or 10 minutes, since the best ideas usually come out within that time frame. And no matter you’re at when the hour is up, cut it off and plan to meet at a different time.

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Defusing the 5 Trickiest Workplace Situations

Jeff Hindenach | SalesHQ — Wed, 26 May 2010 12:09:00 -0700

The workplace can be a political minefield. While you may all work as a team, you're all most concerned with your own job, right? How your bosses see you can determine a raise, a promotion — or even if you keep your job. Navigating office politics is not an easy task, but avoiding potentially negative situations should be your first priority.

If you find yourself trapped in one of these situations, you need to know how to best defuse it with minimal damage to your professional reputation. Here are some tips on how to get out of five of the most common workplace minefields.

In the Middle of an Office Argument

Whether a coworker is ranting at you about his boss or you get caught right in the middle of a shouting match, the best thing to do is keep your mouth shut. Taking sides in a situation like this can only lead to trouble. If a coworker is just venting to you, be empathetic but don’t agree with them. You never know who is going to be promoted, and you don’t want to be on the bad side of your new boss. Similarly, if an argument is raging around you, resist the temptation to join. In office inter-personal battles, nobody wins.

Assigned a Project You Don’t Know How to Do

You never want to tell your boss that you can’t perform a task, but if she assigns you something outside of your working knowledge, what are your options? Depending on how tight the deadline is, you probably have time to do some research. Pull from as many sources as possible so you at least have an idea of how to the task correctly. If you can’t find any experts on the subject, suck it up and resort to asking a coworker for help. Just make sure they are reliable and won’t rat you out. You have the resources to complete any task inside you, you just need to not panic and keep a calm head.

Next Page: You’re in Trouble for Messing Up

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You’re in Trouble for Messing Up

When you make a mistake at work, you may feel incompetent or not worthy of the position. But try to remember that everyone makes mistakes, especially on the job. Trying to cover up those errors only makes things worse. When you make a mistake, own up to it right away. Apologize to your boss and calmly explain what happened and how you will learn from it. Not only does it show maturity, it makes you look responsible, honest, and open to learning new things.

Bordering on Sexual Harassment

Sexual harassment is never ok in the workplace, but what about those situations when you aren’t sure yourself if a situation is really harassment or not? The best thing to do is to talk calmly with the person who's bothering you and ask them to stop the behavior that is making you uncomfortable. If it continues, talk to your supervisor. If they do nothing, or if the harasser is your supervisor, it’s time to go to HR. It may be an uncomfortable situation, but it’s better than being harassed day in and day out.

Someone Is Trash Talking About You to Everyone

With the incredible stress levels in some workplaces, emotions can easily run high. Words fly and sometimes we say things we don’t mean. But a tense situation doesn’t need to escalate into an all-out war. When you feel insulted, don’t get upset! Calmly approach the person who is trash talking you and ask them politely to talk through the problem. If they refuse, explain that trash talking is a form of workplace harassment, and if you can’t work it out, you’ll have to approach HR about the situation. Be as diplomatic as possible — there's no need to upset your coworker even more.

The office can be a difficult environment to navigate, but as long as you keep calm and stay diplomatic, you should be able to defuse any uncomfortable situation.

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Best Airlines for Business Travel

Nealeigh Mitchell | SalesHQ — Mon, 24 May 2010 12:27:00 -0700

The recession turned practically every carrier into a low fare airline; fancy flying was one of the first items chopped from businesses budgets.

But the economy is finally turning around. And in an effort to bounce back from billion dollar losses, airlines are offering all kinds of extras to woo corporate fliers.

So which perks would persuade you to pick one carrier over another? See how the most popular international fleets stack up.

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United Airlines

Cabin comfort: United’s business class passengers settle into a long-haul flight on fully adjustable ergonomic seats with lumbar support and leg rests. The airline is currently rolling out seats in international and business class cabins that lie completely flat when fully reclined. Travelers also receive a complimentary amenity kit featuring Murad products to help protect skin from travel stress.

Meals: Leave the $5 airport peanuts in the terminal. Passengers enjoy premium wines, ports desserts, fruit, cheeses, and a three-course meal. Some international travelers are lucky enough to be served local cuisines, including Japanese cuisine for travelers to Tokyo.

Entertainment: Premium cabin customers can catch up on films on a personal 15” widescreen video monitors with access to 150 hours of on-demand movies and TV shows. Some flights offer iPod and iPhone connectivity to play iTunes video. Plus, noise-reducing headsets drown out the snorers.

Work: Most aircraft come with in-seat power outlets for your tech gadgets. Satellite phone service is available for a charge and customers traveling between New York and both Los Angeles and San Francisco (premium service flights) can surf the Web, and access corporate VPNs on their Wi-Fi enabled laptop or mobile device.

Frequent Flyer: United’s Mileage Plus program offers a decent list of partner airlines and partner hotels to its loyal customers. Plus, several car rental companies and credit cards are affiliated with the airline. You can earn miles with the United credit card, T-Mobile Wi-Fi service, or even by subscribing to a newspaper. The one catch is there’s an expiration date on accrued miles. Use them or lose them!

Next Page: Continental Airlines →

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Continental Airlines

Cabin comfort: Continental’s BusinessFirst travelers flying overseas to certain destinations can stretch out on a flat-seat bed, a roomier design that allows you to lie completely flat to sleep. An amenity kit filled with aromatherapy products helps you arrive fresh and revived after a lengthy flight.

Meals: Continental offers carefully select menus and wines for each country they serve, many times highlighting local specialties. BusinessFirst meal service includes a wide variety of delicious menu selections as well as premium wines and champagne. And don’t worry if your sleep schedule is off. The “Executive Meal Option" allows you to dine at anytime during the flight.

Entertainment: That eight-hour flight will fly by with Direct TV, feature films and audio/video On Demand at your fingertips.

Work: Keep your laptop juiced up with a power port at your seat. Joining the Wi-Fi frenzy, the airline will be adding GoGo Inflight Internet to a handful if its Boeing aircrafts this Spring. The new wireless service will provide access on Wi Fi-enabled laptops and smartphones, and will offer similar speeds to wireless mobile broadband.

Frequent Flyer: Continental’s OnePass program partners with dozens of airlines and hotels, rental companies and mileage credit cards. You can even earn miles on France’s Amtrak rail travel. OnePass members earn a minimum of 500 miles per flight. Plus, reward tickets start at 20,000 miles instead of the usual 25,000.

Next Page: Delta Airlines →

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Delta Airlines

Cabin comfort: Business passengers rest easy on flat bed seats on certain aircraft in Delta’s fleet. Plus, you won’t miss a wink with premium pillows, duvets, and headrest to snuggle in. Extended bins allow rollerboard stowage for added legroom.

Meals: International five-course dining menus feature entrees from celebrity chef Michelle Bernstein. Wash one down with signature cocktails or a select choice of wines.

Entertainment: Stave off boredom with complimentary movies, live TV, and video games. Passengers also have access to over 18 satellite networks and more than 3,700 MP3s. Don’t want to miss the best part of the movie with a trip to the restroom? Delta On Demand lets you pause and start your movie at your leisure.

Work: On Delta, you can tweet from your seat and get work done! In-flight Internet access is available on thousands of flights a day. In addition to laptops, Wi-Fi works with smartphones and other wireless handheld devices offered by all major U.S. providers. Keep your gadgets running strong with in-flight power adapters at your seat.

Frequent Flyer: Delta’s Sky Miles program offers 90 ways to earn miles. Delta also offers SkyMiles dining and hotels with even better rewards rates if you book ahead. The airline is a member of the Sky Team Global Alliance along with Continental and Northwest, with whom you can rack up miles as well.

Next Page: American Airlines →

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American Airlines

Cabin comfort: Can’t postpone a meeting until you land? Seats swivel so you can conduct business face-to-face. Electronically-controlled recline and lumbar support features in each chair makes for a comfortable ride. Plus, individual satellite phone at each seat keeps you connected. Sleep in peace in a fully flat bed and wrapped “Premium Cabin Duvet.” Plus, passengers are provided with an SpAA In Flight amenity kit, which includes two aromatherapy packets, comfort socks, eyeshades, tissues, earplugs, and a pen.

Meals: Menu designed by three world-class chefs on staff at American Airlines. Food and wine selection tailored to the route you’re flying. The airline’s “Dine Upon Request” option let’s you eat when you please.

Entertainment: Each seat has personal video system with on-demand library of 45 movies, 80 hours of TV shows, and 15 video games. An On-Demand library boasts 30 CDs & 14 channels of audio programming. Drown out the crying babies with noise-cancelling headphones.

Work:Wireless Internet access on American's flights is available in the continental U.S. and to customers traveling to Mexico and southern Canada; however, coverage currently doesn’t extend 100 miles beyond the U.S. border.

Frequent Flyer: Like most airlines, reward tickets begin at 25, 000 with American’s AAdvantage program. The one catch is that there is no minimum number of miles earned on a given flight. They make up for it by providing dozens of ways to earn points, including opening up a line of credit at certain banks, donating to charities, and even activating a smartphone.

Next Page: Virgin Atlantic →

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Virgin Atlantic

Cabin comfort: Virgin Atlantic’s award-winning Upper Class Suite and Premium Economy cabin is as posh as it gets. Upper Class offers first class style at a business class price with amenities such as a reclining leather seat that folds into a fully flat bed with a real mattress! Pampered passengers can indulge in a massage or a manicure in a private treatment area. A novel lighting system that can go from dawn to dusk over the course of a flight reduces the effects of jet lag.

Meals: Want your three course meal right after take off? No problem! Meals are designed so travelers can eat what they want, when they want. Everything on the Freedom Menu is individually and freshly prepared to your order and served up in style on fine china.

Entertainment: Get comfy in reclining seats with adjustable headrests, lumbar supports, and moveable armrests. Escape in your own private cinema with a seatback TV and a choice of with a huge choice of films, TV programs, and games. Some flights offer seats decked out with their own video games console with up to 35 games.

Work: Hop on your company’s VPN and check your email in flight on Virgin’s Wi-Fi system.

Frequent Flyer: Elevate members enjoy a pretty cush reward program. Fliers earn points for every dollar you spend on your base fare, can redeem reward flight for as low as 2,500 points. Plus, they’ve got neat website where you can manage your miles with ease.

Make that monthly trip to Shanghai a lot more bearable by finding the best airline that fits your needs. Carriers are constantly rolling out promotions and slashing fares to compete for your business. With a little research, you're bound to get the best bang for your buck when flying the much-friendlier skies.

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Get Ahead Without Improving Your Performance

Jeff Hindenach | SalesHQ — Thu, 20 May 2010 11:18:00 -0700

Are you working hard at the office, but keep getting passed up for those important promotions? Sometimes, being a star at work isn’t only about doing your job right. Just like successful job searching, getting ahead at work is all about networking. While being smart and good at your job go a long way, office politics can end up deciding who actually gets promoted at your office.

Not sure how to play politics at the office? We’ve developed this guide to help you navigate the choppy waters of your workplace.

Be Engaged

The biggest key to networking at the office comes down to one factor: Being liked. If your coworkers and bosses like you, they will want to work more closely with you. The office is no place to be a wallflower. Make sure people know your name. Even if it’s just your coworkers, those coworkers could eventually be your bosses.

What to do: Humor can be your greatest asset. Get involved in meaningless office banter. Laugh at your coworkers' stupid jokes. Offer to grab coffee for everyone, or bring in bagels one morning a month. Enter office pools or competitions, and find ways to team up with potential buddies. Find any way you can to interact with your coworkers on a personal level.

Don’t Say No to Happy Hour

After a tough day at work, all you want to do is go home and sleep, right? But don’t be too hasty to blow off a scheduled (or unscheduled) work happy hour for your bed. Most of your coworkers will be winding down from the stressful day and getting a little tipsy, which can be a perfect combination to help you learn the most interesting things about your coworkers. Also, when your boss lets down his inhibitions, it’s a great time for some work bonding.

What to do: Offer to buy your boss a drink. He’s almost required to chat a bit with you at that point. Start with small talk. The further into his drink he gets, the easier it will be to talk freely about work. Just don’t get actually drunk in your effort to bond! Nurse your drink and have a glass of water to sip from while you’re drinking.

Next Page: Use Work Lunches for Work

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Use Work Lunches for Work

There’s no reason to eat lunch alone when that time could be spent networking with coworkers. It’s important to be sociable. Remember, not every networking opportunity has to be about work-related topics. Connecting with coworkers on a personal level will make you seem more approachable and that much easier to work with.

What to do: Be strategic about who you ask to lunch. Pick up-and-comers, or people who carry weight in your office. It’s true what they say — it’s good to have friends in high places. Just be careful about going to too many long lunches, you don’t want to seem like a slacker to your boss!

The Water Cooler is Your Friend

You may not like participating in office gossip, but it’s a perfect way to gain the trust of your coworkers and get a little insight into office politics. It always helps to know where people stand on office issues and how they really feel about their coworkers. This knowledge will keep you from misspeaking later. If you can learn how to navigate the choppy waters of all the different office relationships, then you’ll never be left in the dark.

What to do: The best practice is just to listen — let them vent or gossip. Active listening always makes the speaker feel like you’re engaged in the conversation. If need be, find some topics that your coworkers are interested in and do some research on them. And never turn down an opportunity for a little water cooler talk.

Get Involved Outside of Work

When you clock out for the day, the last thing you probably want to be doing is thinking about work. But branching out beyond the office can be a fun and successful way to show your dedication to your profession, as well as creating networking opportunities for yourself. Find ways to promote your company in a professional arena outside the office.

What to do: Go to off-site trainings. Find high school and college classes or professional conferences to talk to about your profession. Pick a professional organization in your field to join and invite your coworkers to networking events. The more you are doing outside of the office to advance your career, the better you look to your bosses.

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Make or Break Your Career Over Lunch

Steve Berman | SalesHQ — Tue, 18 May 2010 08:28:00 -0700

You’d think it would be easy. At lunchtime you get hungry, so you grab some food and go on with your workday. However, lunch at work is rarely that simple. What you eat, where you eat and whom you eat with are all things your coworkers are paying attention to.

This doesn’t mean every lunch has to be a pressure-packed situation, but remember that one misstep can mean the difference between enjoying a beneficial bonding experience and becoming the office outcast. Pay attention to these potential problem areas and learn how to handle lunch like a pro.

Who to Eat With?

Some people feel lost without someone else to eat lunch with, and some people would rather make lunch a solo affair. Both people have a place in today’s workplace, but it’s best not to be inflexible. Getting upset at a regular lunch partner for making other plans will make you look immature or clingy. On the other hand, turning down every invitation from coworkers to go out for a quick bite could possibly lead to an unfriendly reputation or stuck up.

Group situations can be even trickier. You may accidentally leave someone out of your lunch group, or feel rejected when others plan an outing without you.

So what’s the key to handling these social dilemmas? Take the emotion out of it. After all, it’s just a meal that you’ll repeat again the next day, and every other one after that.

Where to Eat?

Again, tread lightly. If it’s a special event and everyone already agreed to go to a certain place for lunch, it’s best to grin and bear it. Don’t ditch everyone just because you couldn’t face the day without your favorite soup from the corner deli.

Most of the time, however, you should be able to eat wherever you want. If you have a lunch pal who never wants to compromise on where to go (or worse, wants to go to the same place day after day), you should politely let them know that you’d like to change things up. If they don’t agree, maybe it’s time to choose a new lunch buddy!

Next Page: Mind Your Manners!

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Table Manners

Just because you scoop up rice with your hands at home doesn’t mean you should do it at lunch with your coworkers. The same courtesy goes for your treatment of restaurant employees — even if the service isn’t top notch. Tip generously when appropriate.

Also, even though you spend a lot of time together and maybe even socialize outside of work, it’s best to keep conversations civil and clean. Keep the profanity to a minimum. If you have to tell a risqué story, save it for a time when you’re off the clock. And even if everyone else is drinking alcohol, it’s always best to refrain if you’re going back to the office. All it takes is one manager to get upset and your job could be in jeopardy.

Don’t Gossip

As much as we’d like to know as much about our coworkers as TMZ does about celebrities, nothing good can come from workplace gossip — even over lunch.

Know a juicy secret that would leave everyone at the table shocked? Keep it to yourself. If you divulge sensitive info on your coworkers, possible firings, or anything confidential you’ve been told by a superior, you’re putting your reputation — and your job — at risk.

If one or more of your lunch buddies engages in regular gossip fests, be careful. Even if you don’t take part in the conversation, hanging around serial hangers of dirty laundry can render you guilty by association. It’s better to spend your lunch hour alone than with people who could compromise your reputation.

Use Lunch to Your Advantage

While there are plenty of things to watch out for during your lunch hour, eating lunch with coworkers can be a boost to your career aspirations if done the right way. If you’re invited by a superior or potential mentor to share a meal together, use the experience as a way to glean useful information and prove that you’re a smart worker with a great personality.

Ask questions about their experiences and be complimentary. Skill is a part of working your way up the corporate ladder, but people hire those who they’re comfortable with. Sharing a meal and some good conversation can go a long way towards earning some points.

Like all workplace functions, such as office parties and corporate retreats, you’ve got to remember that while you’re at lunch with coworkers you’re still at work. By minding your manners and behaving in a professional manner, lunchtime can be more than a mid-day break — it could be the break you need to push your career to the next level.

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6 Beliefs That Can Impact Your Performance

By Jonathan Farrington — Tue, 11 May 2010 12:51:00 -0700

Performance has many components: For example, activities and abilities are typically what many organizations focus on. Yet beneath the surface, our beliefs about ourselves, our customers, or our job can either help or hinder our performance. You may have heard the expression, “Whatever you believe you can do, you will and whatever you believe you can’t do, you won’t.” It’s as if our beliefs (which are unique to us all) become a self-fulfilling prophecy. Our beliefs can act as huge barriers that stop us giving 100 percent to something.

Here are six beliefs that can have a positive impact on your performance.

1. Every Individual is unique and their perceptions are true to them.

Because we each absorb two million pieces of information unconsciously and can only process around seven chunks consciously, we each have our own unique perception of the world around us. If everyone reading this was asked to explain beliefs, each individual would give a different explanation.

So who’s right? Everyone is right because your perceptions are true for you. That’s why the more respect we have for every other individual and the more we seek to understand the viewpoints of others, the richer our communication becomes. Respecting the opinions of others doesn’t necessarily mean that we have to agree with them, we just have to acknowledge that every individual’s reality is the one based on their own unique perceptions.

2. Communication is successful, only if it achieves desired results.

It doesn’t matter if you think you’ve communicated well or if you think you’ve been crystal clear, what matters is that your communication is received and acted upon in the manner you wanted.

How many times have you said something to another person who has totally misinterpreted what you meant? Equally, sometimes we are on the receiving end of communication that makes us feel inadequate. If we can look beyond the communication and try to see a positive intention behind another person’s behavior, then our relationships and interactions with people become more constructive and empowering.

When we communicate with people and if they are not getting our point, then the responsibility is ours to adapt our approach until they do. For example, if we have communicated a price increase and the reasons for that price increase, and our customers have not understood those reasons, the responsibility for this miscommunication lies with us. Therefore we can only judge the success of what we have communicated based on the reactions we get from other people.

3. Resistance from another person usually signals a lack of rapport.

Rapport is a vital ingredient when developing relationships because it builds trust and allows communication to flow. When that state of rapport is there, communication is a lot easier even if you don’t agree with the other person. When we don’t feel that rapport or connection we have a tendency to ‘nit-pick’ or find fault.

Customers respond to people they perceive understand their position and are on the same wavelength. If we are encountering lots of resistance from a prospect or a customer, then it helps us to notice that we haven’t built sufficient rapport. Even if our prospect doesn’t agree with what we are saying, rapport enables us to have an open discussion where we can get an honest reason for their reaction rather than a prickly brick wall.

NEXT | Flexibility Improves Success >>

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4. Flexibility improves success.

The greater your flexibility, the greater your chances for achieving what you want. If we accept that every person is a unique individual then we have to accept that each prospect and customer will require a different approach. Using the same approach with all prospects and customers is like playing the lottery, the chances of getting it right are extremely low. If we have high levels of flexibility that allows us to adapt to each prospect and customer’s style then we are able to build more rapport and reduce resistance.

Einstein gave the definition of insanity as doing the same thing over and over whilst expecting a different result. As an example, think about a fly ... have you watched how many times a fly bumps its head trying to fly out of a window? I guess that’s why it’s a fly.

The more we are able to adapt, the more opportunities we create. If what you are doing isn’t working, try something different and if that doesn’t work try something different again. Flexibility of thinking and behavior creates awesome sales people. Your team are also unique individuals requiring a unique approach with how you manage them. The greater your behavioral flexibility the easier it is to connect and develop better working relationships.

5. There is no failure, only feedback.

Of course there is failure. If you take a driving test or exam you either pass or fail. Your sales people will either succeed in achieving their monthly sales targets or fail to meet them. The key is how you perceive failure. Every failure can be looked at as a learning opportunity that is beautifully epitomized by Thomas Edison, the inventor of the light bulb. Despite more than ten thousand failures, he stood by his dream until he made it a physical reality. He said that every discarded idea took him one step closer towards finding the idea that would work.

One of the most powerful self-coaching questions sales people can ask is, “What will I do differently next time?” or “What can I learn from this?” Sales people who make mistakes and learn from those mistakes have a tendency to do better than sales people who are scared to fail. Therefore if your team can be encouraged to see that when they don’t achieve their targets they have an opportunity to learn, because they have been given great feedback on what not to do next month.

6. Accepting 100 percent responsibility creates transformation.

Every action you take creates a reaction that is based on the formula of cause and effect. Everything that happens is the effect of an underlying cause. Most people spend their lives operating at effect, ”It’s not my fault I always end up in bad relationships.” "Life’s so unfair, things always happen to me.” “We’re in a recession, that’s why I haven’t achieved target.” “If I could only match our competitors prices, I’d win more deals.”

True personal power can be achieved when an individual accepts 100 percent responsibility for what they create in their lives. To put it another way, you get one of two things; the result or outcome you want or the reasons why you didn’t (you may recognize these as excuses!)

The more you focus on the reasons (excuses) and blame circumstances beyond your control you push away your personal power. Therefore, if you believe that you are in control of the situations that life appears to throw at you, then you are in control of your thinking and emotions, and therefore in control of your own life. This belief has given thousands of sales people the determination to breakthrough so many barriers and overcome countless challenges when at times it was tempting to wallow in self-pity. If something good or bad happens, ask yourself, “How did I create that?” This question enables you to tap into your brain’s infinite potential and it will give you all the answers you need. If you’re prepared to commit 100 percent to taking responsibility for your own life, the results can be extraordinary.

Expert Tips to Communicate Effectively

By Jonathan Farrington — Mon, 03 May 2010 16:52:00 -0700

Active listening is a powerful way of listening and responding to customers, that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect.

According to Nancy Kline, author of the book "Time to Think," when you are listening to someone, much of the quality of what you are hearing is your effect on them.

Giving good attention to people makes them more intelligent. Poor attention makes them stumble over their words and seem stupid. Your attention and your listening is what is important. When we are in conflict, we can sometimes contradict the customer, denying their description of a situation. This tends to make them defensive and they will either lash out or alternatively, withdraw and say nothing more.

However, if they believe that we are really tuned in to their concerns and want to listen, they are more likely to explain in detail what they feel and why. This in turn gives sales people a much greater chance of being able to develop a win-win solution.

Your role in the sales situation alternates between sender and receiver of messages. The very best sales professionals devote a large portion of the sales interview to listening, because sincere listening demonstrates sincere interest. Ultimately, good listening is the shortest distance between you and more sales; better sales, faster sales.

How often has a customer said something that has been misinterpreted by you? If you accept the view that everyone is unique, then every word has a different meaning to different individuals? What we say can be different to what we actually mean, because we all have to edit our thoughts in order to communicate them in words. We do this by a combination of deletion, distortion and generalization

Communication involves four steps:

Sensing the message and the stimuli that goes with it

Interpreting it (to be sure you understand)

Evaluating it (never judge before you understand)

Reacting (either verbally or non-verbally)

That’s why it pays to listen with your eyes as well as your ears. Frequently, a gesture, an expression, will reveal as much or more than words. Therefore, effective listeners seek to understand the meaning behind their customers’ words. This requires giving the other person full attention and demands conscious practice.

Next: Practice Your Techniques

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To become excellent at listening, there are three main techniques:

1. Build high levels of rapport and trust your instincts.

When two people have established high levels of rapport, they unconsciously pick-up on the feelings of each other. At this point the sales person may get an instinct about something the customer "feels," which is important feedback that is driven from their unconscious mind.

Trusting these instincts can sometimes prove to be a challenge for people who work in a corporate, logical environment, yet the ability to listen and act upon these instincts can make the difference between a good listener and a great listener. If for example, you have created rapport and start to feel nervous, then chances are so is your customer. Imagine the impact of asking, “I’m getting a sense that you’re feeling nervous about this, what specific concerns do you have?” will have on your customer.

2. Demonstrate that you are paying attention.

This really encourages the customer to continue talking and helps put them at ease because they can see that you’re interested in what they are saying. Using noncommittal words with a positive voice tone that neither agree or disagree with what is being said, will ensure that the customer remains motivated to want to continue talking. For example, “I see/Uh-huh/That’s interesting” are great ways to achieve this. Nodding your head and taking written notes are also effective when demonstrating your interest.

3. Clarifying your understanding.

Adopting a consultative approach means that it’s vital to fully appreciate your prospect’s requirements. Even if you think that your prospect has made them very clear, it’s good practice to summarize your understanding of them. For example: “So what you’re saying is (requirement).” “You obviously value (requirement) as being very important to you.”

These summaries will strengthen your relationship and demonstrate a genuine desire to really understand what they want. Rephrase their main points at regular intervals and play them back to them. This helps them see if they have said exactly what they wanted to say and to make sure you understand. Put their feelings into words. This will help them evaluate and perhaps modify their statement … and it gives further evidence of your understanding.

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5 Ways to Improve Your Commute

Steve Berman | SalesHQ — Fri, 30 Apr 2010 12:29:00 -0700

The average commute time for workers in the US is 24.4 minutes each way, but for many of us the journeys to and from work are really much longer — or at least they seem that way. But at the same time there’s relief. While most people haven't noticed their commutes getting noticeably shorter, the recession and resulting high unemployment rates have actually lowered the amount of people on the roads during rush hour, and technological advancements have allowed more of us to work from home than ever before.

However, with many states facing severe budget crises — leading to much-needed repairs or improvements to aging infrastructures being delayed, along with slashed public transportation services — commutes for many of us continue to be time-consuming and quite stressful.

Whether you’re driving, taking the train or bus, or even walking to work, there are ways to improve the commuting experience. Here are five tips so you won’t feel like pulling your hair out in the morning before you even get to your desk — or when you get home in the evening.

1. Carpool

Ever glance longingly at the far left lane on the highway with the diamonds on it — the one where cars are actually moving? Ever wish you could get in that carpool lane, only you can't because you have a complicated schedule, or no one you know is traveling in the same direction you are, or you’re just squeamish about allowing strangers in your car?

Luckily, you carpooling doesn’t have to seem like some horror flick about hitchhikers. If you work at a company with more than 20 or so employees, you probably don’t really know where everyone lives. Try sending out an email to your coworkers asking if anybody would be open to getting a ride — or, even better, splitting the driving with you.

If you get no takers, there are plenty of rideshare programs that millions of people use everyday. You won’t have to worry about picking up any ex-cons; other ridesharers are upstanding working people like you, looking to save time (and money, in some cases) on their way to work.

2. Wake up Earlier

Early to bed, early to rise, makes a man (or woman!) healthy, wealthy and … stress free?

If you aren’t a morning person or you absolutely have to be present in the office from 9-to-5, leaving before rush hour isn’t a great option for you. However, the most obvious way to avoid a traffic-laden commute is to avoid traveling when everyone else is on the road.

Arriving first in the office can be a bit strange at the beginning, but it’s also a great opportunity to get a head start on the day without as many distractions. If your early arrival allows you to leave early, you’ll also hit less traffic on the way home. Bonus! If you can’t call it a day before the rest of your coworkers, you might have the opportunity to get a workout in or handle some errands while taking a long lunch.

**Tip No. 3: My Way Isn’t the Highway >>**

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3. Take Surface Streets

Remember the opening scene in Office Space, where main character Peter Gibbons sits in his motionless car on the way to work while watching a senior citizen in a walker cover more ground? On some of the most crowded highways, this same scene (without the senior citizen) plays out in real life twice a day during rush hour.

But where does it say you have to take the highway? Sure, it’s nice to get away from traffic lights, stop signs, and 35 mph speed limits — but only when traffic's light. If you’re sick of highway gridlock, try an alternate route. Look up directions from home to work, and click the “avoid highways” option. Many highways also have frontage roads where the traffic flows at close to the same speed as it does on the main thoroughfare.

Even if you don’t save much time by sticking to surface streets, the fact that you’ll be spending less of your commute sitting still will automatically make the whole ordeal less stressful.

4. The MP3 Player: A Commuter’s BFF

Nothing’s worse than listening to the same old tired CDs, or, even worse, listening to nothing at all on your commute. Whether you commute by car, train, bus, or on foot, bringing along an MP3 player can open you up to a world of auditory delights you never even thought of.

For most of us who already have an iPod, Zune, or any other such device, it’s easy to forget how many different things you can listen to. Getting bored with your favorite talk radio station? Download one of the infinite number of podcasts out there, many of which are free. Listen to entire books on your way to work. Set up that playlist you’ve been planning to make for months — it’s like making an extra-long mixtape for yourself!

Most new cars come with MP3 compatibility, but there are adapters for those that don't. Most utilize an empty FM channel, and cost anywhere from $20 to $200.

5. Walk or Ride to Work

Some people live too far away to make walking or riding to work a viable option, but for many city dwellers getting to work via human power is not only possible — it’s preferable.

All you need is either a bike (don’t forget a helmet) or a good pair of walking shoes and you’re ready to go. There are obvious physical and environmental benefits to this mode of transportation, but there are also a couple hidden advantages as well. First, you’ll get a chance to explore your surroundings in a way you never imagined (“Hey, I didn’t know there was a coffee shop over there!”).

Second — and this goes for walking especially — you get a chance to be alone with your thoughts and plan your day. Sure, you can do the same thing in the car, but driving involves a certain level of attention that doesn’t lend itself quite as well to brainstorming and reflection. On a crowded bus or train you might have to stand up and hold on, so your attention is partly diverted by the task of keeping your balance. Commuting in the fresh air leaves you, well, refreshed. And for anybody used to fighting their way to work on America’s highways and byways, that’s a nice change indeed.

10 Pearls of Motherly Wisdom for Your Career

Hamsa Ramesha | SalesHQ — Thu, 29 Apr 2010 10:48:00 -0700

Oh, mothers. They catch us when we fall, console us when we're feeling down, and offer us advice – whether we want it or not. As children, we were told to never talk to strangers, look twice before crossing the street, and remember that sharing is caring. But did the Mommy-isms really stop there?

We may have flown the nest for college, a job, and maybe even married life, but some things never change. As it turns out, that sage advice our mothers preached (and sometimes practiced) makes for solid career advice too! Take a look at our roundup of motherly advice that you can use for your career.

If you don't have anything nice to say, don't say anything at all.

The cardinal sandbox rule of playing nice with others also applies at the office. You're lucky if your coworkers are also your friends – in most cases, colleagues will remain just your colleagues. Keep unnecessary opinions to yourself and people will respect you for it. Office gossip makes for amazing television, not appropriate work conversation. After all, you never know who could be your boss one day!

'I don't know' is not an answer.

This piece of motherly advice should caution you against coming unprepared to the office. You should always know what your job requires of you, and be aware of current industry trends. Whether it's familiarizing yourself with the national health care debate, brushing up on company policies, or researching the latest product development in your market, don't use "I don't know" as an excuse for not bothering to find out. That said, if you genuinely don't know, don't lie! You don't have to be the resident know-it-all either.

All work and no play makes Jack a dull boy.

What's true for Jack is true for everyone else: Work hard, play hard. Nothing good ever came of working all the time – in fact, you could burn yourself out by never taking a break! Make sure to take a vacation from time to time – a real one. Not only is this important to maintaining your work-life balance, but it's also a good way to come back to work with more energy, and new ideas. Taking some well-deserved time off isn't just good for you, it's great for the company as well!

Next: Clean your room, I'm not your maid!

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Clean your room, I'm not your maid!

"Cleanliness is next to godliness," goes the saying, and it's also vital to your professional career. If your office space looks like the aftermath of World War II, you may want to consider breaking out the rubber gloves. Having an orderly desk and clean workspace shows not just how organized you are, but how seriously you take your job. Unlike your childhood bedroom, your desk at the office should always look professional.

What part of 'no' don't you understand?

You can't always get what you want, according to the Rolling Stones, your mom, and, well, Life. Learning to accept things for the way they are, and respecting boundaries you can't change is just a part of that. Work, like life, isn't always fair. When you ask for a raise, apply for a job, or propose a new project, you'll get turned down many times before you hear "yes." Chin up soldier, there's always next time.

Don't put all your eggs in one basket.

Diversifying yourself, both personally and professionally, goes a long way. You want to keep yourself competitive in your industry, with the flexibility to adapt to sudden, unpredictable changes (see: recession). Sure, becoming an invaluable expert in a subject area or specialty is great, but not at the expense of updating other important skills. Whether it's taking certificate classes, refreshing yourself on the latest technologies, or simply expanding your professional interests, make sure you're staying on top of your game.

If everyone jumped off a cliff, would you do that too?

It's easy to go with the flow at work, especially if you're just starting out in your career. The pressure to blend in with everyone else, keeping your nose to the ground, is pretty standard. But it isn't always the smartest career move. Be proactive in your job and look for ways to shine. You don't have to make grand gestures to get noticed; speak up, bring up something innovative, lead a team in a new venture – there are many ways you can go against the grain without overstepping boundaries. Individuality is a beautiful thing.

Next: If you act confident, people will think you have a reason to be.

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If you act confident, people will think you have a reason to be.

Looks aren't everything, but they do count for a lot. It was true in high school, and it's definitely true at work as well. Work can be overwhelming – looming deadlines, performance reviews, coworker drama, staffing shortages – it's understandable if you feel like locking yourself up in the restroom for a good cry. It happens to the best of us. But don't let the stress get to you; keep your head high, and power through it. You'd be surprised at how much respect a confident attitude garners. Rock on!

Do as I say, not as I do.

This is probably one of the most hypocritical Mommy-isms, removing the parent from any and all consequences of their actions. Unfortunately it's also something to take note of in the workplace. Leaders come in all shapes and sizes, and you're fortunate if you have a good one. Not all bosses practice what they preach – although they should. As an employee (and measly underling) the best thing you can do is to grin and bear it, and remember this lesson when you become the big boss on campus.

You come first. Always.

Motherly love has a way of giving us strength when we need it most. That unyielding support and confidence lifts you up to great heights, every time. In her eyes, you are the finest employee, and deserve the best of everything. The reality of life is that often, we push aside our own interests to better serve the company at large. We sacrifice our time, labor, and even our professional goals for the sake of the big picture. When this happens, take a step back and evaluate yourself. Take stock of your accomplishments and what you bring to the table. It's okay to look out for yourself! Don't forget about that. Ever.

Mother knows best!

It's true, she does. She coached you through childhood, and even had a word or two to spare to help your professional career. Where would we be without our mothers to guide us? She's a life coach, a shoulder to cry on, and our best friend, all rolled up in one package. Give your mother a shout out this Mother's Day (May 9) and thank her for her countless pearls of wisdom over the years. She really does know best.

8 Signs of a Selfish Boss

Nealeigh Mitchell | SalesHQ — Wed, 28 Apr 2010 14:42:00 -0700

If you've ever worked in an office environment, you've probably dealt with some breed of bad boss. Micromanagers, control freaks, and selfish tyrants lurk at all levels of organizations, their destructive powers wreaking havoc in the workplace.

In fact, employee-employer relations are major stressors for even the savviest professionals. According to a Gallup poll, supervisor problems surpass most other areas of worker dissatisfaction, including salary, hours, and job duties.

Don't let a lousy leader knock you off your career ladder. Steer clear of costly consequences by recognizing ways a self-centered boss keeps her subordinates in check.

Clips Your Wings:

Selfish bosses are super sensitive to younger and brighter protégés nipping at their heels. Overeager beavers rarely win a battle with the boss — especially if it’s over sharing the spotlight. So if you find yourself staying late at the office but left out of important meetings, request a chat. That promotion you’ve been waiting for may never come.

Steals Your Work:

Self-centered bosses hate getting eclipsed by their underlings so they hog the glory by taking credit for your work. Sure, your job is to be creative and generate fresh ideas. You’re also there to make your boss look good. But if you’ve singlehandedly saved a project — or four — and still need a nametag, there’s a thief in the ranks.

Feeds You to Wolves:

You relish being the boss’ right-hand man but unfortunately, there’s an ugly underbelly – you’re always doing the dirty work. Firing employees or taking flak for a bad sales pitch should never land in your lap. Shoulder the responsibility only if it’s a balanced load. You’re there to support your boss, not be his whipping boy.

Leaves You in the Lurch:

You’ve proved yourself and finally get to spearhead a major project. Only your boss gave you half of the vital information and an impossible deadline. Plus, your team isn’t qualified to get the job done. Why would he sabotage his own crew? He might be throwing you under the bus to keep you in your place.

Crashes Your Weekend >>

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Crashes Your Weekend:

Burning the midnight oil at the office every once in a while goes with the territory. After all, 40-hour workweeks are a thing of the past. But if your weekly Sunday stroll includes a trip to the office, you’ve got a maniacal manager. You shouldn’t be expected to clock into work at your boss’ whim.

Sticks to the Rules:

Flexibility is crucial in today’s dynamic business climate, and there’s nothing like a rigid boss to sink a team’s spirit. Fresh talent brings fresh ideas and if he’s not open to a change of perspective, it’s time for a change of regime. It may not be broken but it can always be improved.

Changes His Tune:

A two-faced boss is hard to cross. He keeps you insecure by praising you to your face only to tear you down to higher ups. He keeps you fawning for approval by complimenting a job well done (but always with suggestions for improvement). Don’t get me wrong — constructive criticism is beneficial. But if recommendations are mere ploys to dampen your drive, it’s a lose-lose situation.

Rules with a Iron Fist:

Your boss works hard to master his domain, so expect a quick reaction at even a whiff of mutiny. So how does he rule his roost? He manipulates his minions by pitting them against each other in the battle for success. A fearful and mistrusting team won’t rebel and will continue churning out quality work to stay ahead.

Cope or Quit?

There’s only room for one at the top of the company totem pole, and your brutish boss won’t be denied the honor without a fight.

If you’re determined to stick with a job you love, always bear the bullying in a professional way. Challenging him or acting out will only fan the flames. But don’t simply wait around for him to change his tune. Keep a log of all his offenses and make sure you’re communicating your concerns as they occur. It’s possible he is unaware of his actions. If he continues his toxic tyranny, consider reporting his to HR.

And remember, there’s no shame in quitting. A manager who’s continuously eroding your confidence and undermining your best interests can wreck your resolve. No job is worth losing your sanity or self-esteem over. Go find a better springboard with a more stable support system.

4 Grammar/Spelling Pitfalls to Avoid

Jeff Hindenach | SalesHQ — Fri, 23 Apr 2010 14:22:00 -0700

It’s hard enough to come up with the right words to sell yourself in a resume or cover letter, without the English language tripping you up. One little mistake in spelling or grammar can ruin an entire resume or cover letter.

It’s not easy to remember all the rules of the English language. So here’s a little cheat sheet to help you avoid some common grammar and spelling errors, and make your writing clean and concise.

Multiple Versions of Words

Since these words sound exactly the same, everyone has made these mistakes while writing, and spell-check is no help since they are proper words. When you go back to edit, pay special attention to which version of the word you are using.

There, Their and They’re: “There” refers to a place. “Their” is the possessive of “they.” “They’re” is a contraction of “they” and “are.”

Then and Than: “Then” is used to show chronology. (We went to lunch, then to the movies.) “Than” is used to show comparison. (The rabbit is faster than the turtle.)

Too, To and Two: “Too” means in addition or as well. (Jim is coming, too.) “To” is a preposition that indicates approach and arrival, motion made in the direction of a place or thing. “Two” is the written version of the number 2.

Here and Hear: “Here” refers to a place. (I am here.) “Hear” refers to the act of listening. (I can hear the music.)

Its and It’s: “Its” is used as the possessive of it. “It’s” is a contraction of it and is.

Except and Accept: “Except” means to exclude. (Everyone except Terry can come.) “Accept” means to receive. (I accepted his invitation.)

Affect and Effect: “Affect” means to influence. (The layoff affected his mood.) “Effect” refers to a result. (The effect of drinking on the liver is damaging.)

Bad Grammar

Regardless of what career path you’re on, basic grammar is expected of every job candidate. Don’t get caught in the trap of these simple grammar mistakes.

Either/or and neither/nor: Remember to always use the parallel conjunction when using either or neither. (e.g. Neither Joe nor Paul are going. Either John or Michael can be a substitute.)

Run-on sentences: Two independent thoughts should be separated by a period, semicolon or conjunction. No exceptions.

Dangling participles: Make sure that it is clear which noun the phrase is supposed to modify. (Wrong: After crying for hours, the mechanical swing finally put the baby to sleep. Correct: The baby was crying for hours before the swing put her to sleep.)

Would’ve, could’ve, should’ve: Don’t use “of” in place of the contraction ‘ve. (e.g. should of.) Just remember each of these is a contraction of the word have.

Compound modifiers: Use a hyphen when compound modifiers precede a noun. (e.g. fast-paced curriculum) Do not use a hyphen for compound modifiers after the noun or following an adverb.

A lot: A lot is two words. Every time.

Split infinitives: This is one of the most common grammatical mistakes. Do not insert adverbs in between “to” and the verb. (Wrong: to swiftly run. Correct: to run swiftly.)

Changing Tenses

Switching tenses in the middle of a resume or cover letter can be confusing to the reader. But it is one of the most confusing grammar situations when dealing with resumes and cover letters. Since you are (usually) still employed at your current job, you use the present tense to describe it, but switch to the past tense to describe former jobs. Here are a few common tips to help deal with tense-switching situations.

Use the present tense when referring to accomplishments that are ongoing.

Use the past tense (ending in –ed) when referring to accomplishments that you have completed.

Never change tenses in the middle of a sentence. Break the idea into smaller sentences if needed.

Avoid starting sentences with –ing verbs.

Avoid perfect and progressive tenses when talking about accomplishments. Keep it simple.

Unnecessary Phrases

You only have so much room to sell yourself in a resume or cover letter, so why clutter it with unnecessary phrases. Many use these phrases to emphasize their point, but in the end, it just complicates the sentence. Avoid these commonly-used extraneous phrases.

It goes without saying: If it goes without saying, there is no point in saying it.

I will say this: You are already saying it, there is no need to announce that fact.

Exactly the same: If two things are the same, they are already exactly the same.

Each and every: Every doesn’t add anything to this phrase, just use each.

As a matter of fact: If you are stating a fact, you don’t need this phrase.

As far as I’m concerned: If you are stating your opinion, you don’t need to preface it with this phrase. It will speak for itself.

For the most part: If you are making a generalized statement, most is already implied.

In a manner of speaking: This phrase is useless since anything you write is a manner of speaking.

What I mean to say is: If you have properly stated your case, there should be no reason to point out the meaning of your writing.

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