Being a leader is hard. Being authentic – who you are – can be even more complicated. Many people depend on you to provide guidance and drive the vision and goals of the organization. Being effective at being a leader means that you can’t lead if you aren’t genuine, especially when being your real, authentic self. It’s along the lines [...]
Trust is essential to any relationship, even in the workplace. Trusting that everyone within a team is accountable for completing work correctly, on time, and within budget is the standard by which organization success is measured. When confidence is lacking about how others perform, mistrust and distrust can lead to low morale, poor productivity, and even hinder company growth. Whether [...]
Reading Time: 5 minutesIs incompetence in the workplace always as it seems? Can inadequacy be cured? Learn the causes and how they can be avoided…
A well-functioning corporate culture is a foundational part of effective leadership. Leaders must recognize their role in defining the culture of their organizations, and organizations must make deliberate efforts to develop their leaders. Leaders can have an enormous impact on the culture of their organizations. They establish priorities, set the agenda, manage, lead, and delegate. Sadly, only 12% of executives [...]
Where do you focus your business activities: bringing in new customers or keeping your current ones? Both types are important for companies, but retaining existing customers reigns supreme. Prospecting for new customers is important, asking for referrals is important, but repeat business is essential. If you need reasons why you should concentrate on repeat business, as well as leads and [...]
Few occurrences are more frustrating for a salesperson than setting up an appointment, only to have the prospect pull a no-call/no-show. Worst yet, some leads disappear altogether even after they seem highly qualified. It may seem that sales professionals have little control over lead abandonment, but this is a myth. Studies demonstrate that: 42 percent of people would feel encouraged [...]
One hundred percent of senior leaders at a Fortune 500 consumer products company experienced notable gains in their performance, including significant bottom-line improvements for their areas of responsibility. (1) What was behind this beneficial turn of events? These leaders all completed an emotional intelligence training program. Emotional intelligence (EQ) refers to the level at which someone can recognize, manage, and [...]
While fluidity has always been a defining characteristic of sales, a recent shift to guided selling is currently taking place. Consumers’ experiences are becoming increasingly digital and remote– from the selling process through onboarding. Navigating this change to success requires establishing a formal sales process based on the company’s sales history. This concept is called guided selling. With an emphasis [...]
5 Reasons Why Sales Processes Improve Sales Performance Sales is an occupation that typically offers a great deal of independence. This sense of freedom is part of its appeal. The unstructured nature of a sales career extends to how salespeople interact with prospects, with 68 percent choosing to skip a formal sales process. (1) While this may not sound like [...]
The number of conferences, corporate meetings, and incentive travel programs are projected to increase in the 2nd half of 2021, necessitating additional health and safety considerations and planning in the months to come. The Centers for Disease Control (CDC) predicts a sharp drop in cases will be coming by July 2021. This drop in cases depends on high vaccination rates [...]