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  • +4

    What is KPI?

    What is KPI?
    A Key Performance Indicator (KPI) is neither a Goal, nor a Key Result Area (KRA), nor a Target, nor a Result nor a Critical Success Factor. And yet these terms are often used interchangeably with a KPI. A KPI defines itself, to a large extent, by its name; it is a performance indicator, i.e. the performance of the process it is ...
    Rated: +4
  • +12

    Since When Did I Become a Grumpy Old Man?

    Since When Did I Become a Grumpy Old Man?
    Something insidious seems to have happened as I have got older. The world as seen through the prism of popular culture continues to be dumbed down. Stupid seems to have become mainstream. This appears to have occurred both in general and business society. Now, it may well be that I am just becoming one of the grumpy old men from The ...
    Rated: +12
  • +11

    Don’t Allow ‘Busy Work’ to Interfere with Selling

    Don’t Allow ‘Busy Work’ to Interfere with Selling
    Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy ...
    Rated: +11
  • +14

    Seven Steps to Motivating People at Work

    Seven Steps to Motivating People at Work
    1. Ask Ask people questions. There are two goals of asking questions. To find out what people are passionate about and to make sure that they know you care about what they think. [widget:460] If you are at a loss as to what motivates people, their passions are a great start. Do not fall into the error of asking, "What are ...
    Rated: +14
  • +5

    Seven Deadly Sins of Leadership

    Seven Deadly Sins of Leadership
    h4. 1. Passiveness Leaders cannot be passive. Direction must be given. The needs, wants, thoughts of the leader must be known and asserted. Leaders need not be aggressive. They must, however, have the full range of assertive skills, ranging from basic assertion of their needs through to consequence assertion when their needs are not being met. h4. 2. Unaccountability Leaders take ...
    Rated: +5
  • +5

    Seven Deadly Sins of Managing Change

    Seven Deadly Sins of Managing Change
    1. Haziness A poorly defined goal leads to a difficult to control change. Organizations become stuck in transition from the period of shock and denial to the period of acceptance of change; letting go of the past. They do so because people have different views on what is the goal. Different views of the goal create actions which are not congruent. ...
    Rated: +5
  • +2

    Sales Leadership Lessons from the Navy Seals

    Sales Leadership Lessons from the Navy Seals
    Leadership Lessons of the Navy Seals by Jeff and Jon Cannon takes the training lessons of the military elite to the business world. In the current economic climate, this 2002 guide seems even more relevant. As businesses are forced to become more and more efficient machines with smaller workforces, they need to maximize the performance of each and every employee. And ...
    Rated: +2
  • +20

    Tips For An Effective Conversation

    Tips For An Effective Conversation
    Detach From The Outcome If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. An attachment is: • How a person relates with a behavior or another person that gives them some sense of self worth or purpose. • A way ...
    Rated: +20
  • Rate

    Creating Superior Performance With Coaching

    Creating Superior Performance With Coaching
    Most sales and executive leadership programs are too general to provide opportunities for intensive, personalized work on self-development. Coaching, by contrast, enables individuals to gain insight into their own motives, interests, and concerns. These link explicitly to the challenges they face in their leadership or management roles. One of our largest clients used to run its business from manuals. Staff who ...
  • +1

    Develop Leadership Skills in Any Job

    Develop Leadership Skills in Any Job
    No matter what position you hold, leadership skills are valuable for moving you through your career and into a leadership role. Smart companies and employees know it's critical to business survival to cultivate leadership skills at all levels. Get Ready for Your Future During your career, you will learn myriad leadership skills, but the following tips should give your career a ...
    Rated: +1
  • +7

    Goals, Planning and Real Change

    Goals, Planning and Real Change
    How often have you been exhorted to set your goals down in writing? How often have you done it? How often have you immediately forgotten about them once you’ve completed the writing exercise? Most of us have experienced the frustration of setting goals only see them fade away into nothingness. We never reach them. More than likely, we never think seriously ...
    Rated: +7
  • +2

    Managing Underperformers to Sales Success

    Managing Underperformers to Sales Success
    Most sales teams are overflowing with underperformers, from those who are consistently far below quota to those who meet quota but could be performing on a much higher level to some of the top salespeople who haven’t reached their full potential but who just can’t seem to find a way to step up another notch or two. All of these underperformers ...
    Rated: +2
  • +1

    Secrets of a Highly Motivated and Productive Sales Team

    One of the largest challenges of any sales manager is a motivated team. Managers typically inherit employees, causing challenges between the different work philosophies. Managers seek alternatives to the morale and productivity challenges only to find little assistance. Research suggests differently especially in present economic tumult. After five years of exhaustive research, Stevens Consulting Group provides some methods to these challenges. ...
    Rated: +1
  • +6

    Stop Trying to Be Perfect

    Stop Trying to Be Perfect
    When I provide speech coaching for executives and when I direct Presentation Skills seminars for corporations, one of the first points I make is this: Trying to be perfect will ruin your presentation. Why? h4. First: People want to deal with human beings, not flawless robots. To illustrate: When you hear a speaker who is oh-so-precise with enunciation, so programmed with ...
    Rated: +6
  • +1

    The 4 Secrets of Leadership

    The 4 Secrets of Leadership
    Can you name the one or two best sales managers, or business owners you ever worked for? If so, how did they make you feel? What qualities or traits did they have in common, or which ones do you most try to emulate in your own company? I work with a lot of business owners and managers, and I can tell ...
    Rated: +1
  • +1

    10 Best and Worst Bosses: Which One Are You?

    We’ve all had bosses that we’ve either loved or hated. The boss who helped you get that promotion, or the one who clipped his toenails at his desk. Some help us advance our career, while others seem to hold us back. Different leadership styles can lead to different results for each employee. But certain styles seem to be good or ...
    Rated: +1
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    How to Effectively Manage Your Sales Team

    How to Effectively Manage Your Sales Team
    During my work with clients, I'm often asked to interview their sales people as part of my sales team due diligence. One of the questions that I always ask is their desired management style from the company. The response I hear most frequently? "I want to be treated as if I were running my own business." On the surface, this should ...
  • +10

    The Second Dimension of Screening Sales Talent

    The Second Dimension of Screening Sales Talent
    Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship. My wife Sharon and I dated for exactly two years before I proposed to her. Over our two year courtship, I got to know her likes ...
    Rated: +10
  • +7

    Top Ten Steps To Effective Delegation

    Top Ten Steps To Effective Delegation
    Executives and managers are often left feeling frustrated when their staff doesn't perform a task the way they expected. This can be eliminated by sharpening your communication and filling in the gaps that are often left open for interpretation. Here are some guidelines. Step 1. Know what the task is. Step 2. Have the end result/desired outcome you want to produce ...
    Rated: +7
  • +1

    Promoting Your Top Sales Person to Management

    Promoting Your Top Sales Person to Management
    Before moving your top sales person into sales management, there are some key considerations. Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and led them to believe that the illusion was reality. Ultimately, those sailors who blindly followed the tunes crashed their ships on the rocks and their boats sank. Sirens lure business ...
    Rated: +1