The business world has begun to see the deep connection between employee engagement and customer experience, productivity and profit. Simply stated, highly-engaged employees try harder and tend to drive business results! They are twice as likely to work after their shift ends, twice as likely to do something good for the company that is unexpected […]
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You Gotta Believe!
Frank Edwin “Tug” McGraw Jr. was a Major League Baseball relief pitcher and the father of country music singer Tim McGraw. He is likely best remembered for two things – recording the final out, via a strikeout, in the 1980 World Series, bringing the Philadelphia Phillies their first world championship, and his pithy quote referenced […]
Closing v. Trial Closing
Closing the sale is a skill we’re asked about frequently – and one surrounded by a great deal of mystery. One area of confusion that can, when demystified, result in a healthy increase in closing rates, is the difference between “closing” and “trial closing.” Closing is the act of seeking a decision, usually through the […]
Attributes of the Best-Run Companies
Each year the Wall Street Journal publishes the Drucker Institute’s annual list of the 250 best-managed companies in America. Earlier this year the top 5 were Apple, Nvidia, Microsoft, Intel, and Mastercard Inc A – you can see more regarding the list here. What might surprise you, however, is the list of attributes or criteria that is used […]
A Four-Letter Word That is a Common Trait of the Most Successful!
In a most compelling TED Talk, Angela Lee Duckworth, a management consultant turned teacher turned psychologist, shares her research on the common thread among successful people – students and adults. The common trait, she explained, is GRIT. Grit is the power of passion and perseverance, she explains. “Grit is passion and perseverance for very long […]
3 Strategies for Retaining Talent
It seems everyone is struggling with employee retention, and hiring replacements has become increasingly difficult as well. In a recent Harvard Business Review article, author Erica Keswin shares some straightforward insights into how these challenges might best be met. Her article refers to Gallup data explaining the critical role front line managers play with respect […]
The Truth About Habits & Sales Success
Habits play a significant role in shaping our lives. Whether it’s maintaining a healthy lifestyle, achieving professional or sales success, or nurturing positive relationships, the power of habits cannot be underestimated. In fact, Aristotle claimed that ninety-five percent of everything we do is a result of habit! But forming good habits is a challenging process […]
How to Share Difficult Messages in a Brain Friendly Way
A recent Gallup study found that only 26% of the U.S. workforce strongly agreed that the feedback they get from managers or supervisors helps them to improve their work. Clearly, and as most people agree, giving or gaining feedback can be difficult. Further research indicates there are two primary reasons for the difficulty, which can […]
Performance Management: An Everyday Job
A strategically balanced performance management plan is the key to consistently effective leadership, especially when direct reports have responsibility for business development or organizational growth. The most successful approach not only enables managers to identify opportunities for execution and improvement based on analyzing past activities and outcomes, but to also identify preemptive action steps and […]
Call a Lot of People?
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
How am I Doing, Boss?
How important is it for leaders to provide regular feedback to team members? I think we all know the answer – it’s vitally important! Yet a surprising percentage of people say they don’t get enough feedback, negative or positive! Consider the following excerpt from an article published by thoughtLEADERS,LLC: “If you are a manager, the […]
An Often Overlooked Management Tool
If you serve in a leadership role and would like to have a positive impact on team members and also foster productive working relationships, scheduling regular one-on-one meetings is an often-overlooked best practice that can help! While many managers say they interact with their direct reports as a natural part of operating their business, experts […]