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Category Archives: Leadership strategy
Hiring the right sales reps – Five issues to beware
Are you hiring your first sales representative? Or replacing sales people in a row who didn’t work out? Whether you are building out a sales team for the first time or already have a team in place, you want to … Continue reading
Is Your Organization Teed Up for Success?
Conventional management thinking relies upon strategic planning as the primary method to align company resources to achieve business success. I support this thinking for the most part but I believe the strategic planning process may not consider all of the … Continue reading
Pornography and Organizational Bureaucracy
Recently a client asked me if the management structure and disciplines we were instilling would create bureaucracy in the organization. I was a bit flabbergasted by the question as the last thing I would ever do is instill bureaucracy (does … Continue reading
Top 10 Reasons for Sales Turnover…and the waste of someone’s money.
There is no greater loss in resources, market time, goodwill and MONEY than in the staffing of sales people. Why is sales turnover always around 50% year in and year out? Here are the Top 10 Reasons: Miscast or misunderstood Sales … Continue reading
Jack Welch… on motivating staff
I like this statement from former GE leader Jack Welch, which was contributed during his appearance at the most recent Willow Creek Global Leadership Summit: “One of the jobs of a leader is to make guys like me feel 64, … Continue reading
