Wednesday, 22 May 2013

Featured Article

Need Advice? Your Network Can Help!
Need Advice? Your Network Can Help!

Have you ever purposely sought advice from your network members?  If not, you are missing out on one of the secondary benefits of being involved in a networking group. Sure, you are networking primarily to get referrals, but you also gain access to professionals in almost every type of business. Every close networking group can actually become a type of “mastermind” environment if you think about it, and you should definitely take advantage of this opportunity. We all need advice at one time or another, and seeking advice from your network is a win-win situation.

You see, people like for others...
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Team Development
Keeping the Focus on SellingJeanne Buchanan

Salespeople face all sorts of distractions.  Factors ranging from internal corporate demands to ramifications from a reeling economy and shifting competitive landscape all take a toll on their customer-facing time.  So how do you keep them focused on their primary task at hand?

Too often “time sinks” require a disproportionate amount of salespeople and sales managers’ time compared to the value delivered to their customers for those activities.  In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend...Read More >>

Breaking FreeDave Kahle

Over lunch, one of my clients asked me one of the most profound questions I have ever been asked. "In your training," he asked, "do you focus on instilling new skills into people, or do you focus on removing the internal hindrances to the use of those skills?"

Wow. From my perspective as a professional trainer and educator, I had never met anyone else who even thought in those terms. The issue was, of course, that which is at the heart of every educator/trainer of adults. If our job is ultimately to change behavior, his question was, more or less, "What...Read More >>

Developing a Successful Sales Team: Top 5 TechniquesRamtin Rahmani

What’s a sure-fire way to create a dysfunctional sales team? Encourage quantity over quality. Many business owners drive their teams to increase short-term numbers, without thinking of the relationships that equate long-term success.

As a sales manager, you are put in the center of these conflicting demands. You must answer to the demands from your boss by keeping sales numbers high. However, you must also have the foresight to craft meaningful relationships with clients, both current and potential. Taking the time to create a lifelong client benefits your company more than rapidly closing a sale without delving into the true needs...Read More >>

Feedback is the Breakfast of ChampionsKevin Dwyer

Athletes know that to improve they have to receive feedback on their performance. The feedback they receive may come by way of analysis of their performance on the track through a review of a video or analysis of their fitness, analysis of their diet and metabolism or even analysis of their muscle fibre.

The more specific the feedback, the better the potential they have to improve their performance. Feedback is given on whether the diet needs changing, or the level of effort they expend in exercise, or the intensity of the exercise or the level of repetitions and so on.

Even more valuable feedback is given in that there are standards for every measurement. Standards are known for not only what times they should be running, but also what body fat level they should have, what percentage of fast twitch muscle is best for their event and other factors pertinent to their performance.

Standards are developed from comparing world's best practice and determining the requirement for a particular athlete at their level of development or from empirical research carried out by the national sports institute.

Most of us recognise the feedback given to athletes as being necessary and extremely valuable to aid their performance development. The feedback is given as personal data. The data is specific. If data is not available, then controlled, documented observations are used. The feedback is related only to the goals of the athlete at the particular stage of their development.

If it is intuitively true to us that feedback to athletes that is specific, realistic, related to the goals of the person, direct and non judgemental, then why do we, as managers, struggle to give feedback to subordinates?

Perhaps part of our inability to give feedback stems from our inability to receive feedback. To receive feedback we need to follow a few simple rules.

In seeking feedback we need to be explicit. Make it clear what kind of feedback we are seeking. If necessary, indicate what kinds we do not want to receive. The feedback from others is entirely for our benefit and if we do not indicate what we want we are unlikely to get it.

If we are receiving unsolicited feedback we still need to be specific about how we want to receive the feedback. We should not put up with poor feedback technique such as “You did well” or “You did poorly”. We need to ask, “What did I do well?”, and “Why was it considered to be a job well done?”, and “What is the impact...Read More >>