Categories
Archives
Search
How to prevent the “end run” in sales
As a sales professional, have you ever had a meeting with a prospect and afterwards realized you were not talking to the right person? Uh-oh, now what? Time to talk to the “right” person. And what happens if we do that? We will have done an “end run”, and turned the first individual we talked to into a non-person. That can kill a sale.Read More…
Full, undivided attention strengthens trust
The most successful people I know are excellent at managing relationships. Everything they do is intended to strengthen trust and better serve their client’s needs. With all this in mind, I have a recommendation for you: STOP LOOKING AT YOUR PHONE!Read More…
The toughest part of being a good boss
I am hired by companies to help build top-performing teams. One of the biggest challenges a manager faces is keeping team members accountable for results. If ownership is established and roles and expectations are clear, we must insist on each team member delivering desired results. I find that managers often fall short in this area. Read More…
Leadership lesson #1: Dare to confront
As a professional coach, I help companies build top-performing teams. This week I was reminded of one of the biggest challenges in building strong teamwork: The ability to confront someone who has either made a mistake or needs re-direction.Read More…
Constant chaos? It may be time to innovate
“If I asked people what they wanted, they would say they wanted a better horse” -Henry Ford
Last month I was meeting with a client who had a big problem: His business was growing too fast. He had built his success by giving excellent service and managing relationships well. Now all that was at risk. Things were slipping through the cracks, important details were getting overlooked, and his team was “dropping the ball” far too often.
When a situation like this occurs, it is important to define the problem so that we come up with the right solution.Read More…