Continuous Performance Improvement
por Paul Gorman na Innovation and Change
Albert Einstein defined Insanity as doing the same thing over and over again and expecting different results. But there is a way out of this predicament. Einstein also said, “Logic will get you from A to B. Imagination will take you everywhere.”
Between 1948 and 1975 Japanese industrial engineers, Taiichi Ohno and Eiji Toyoda, developed what became known as the Toyota Production System (TPS). This system was originally modeled after American supermarkets.
In American supermarkets, the customer shops, taking items from his shopping list off the shelf, and purchasing them. Then the store re-stocks the shelf with just enough inventory to fill up the space. This was the genesis of “just in time” manufacturing...
Can You Really Afford Hiring Another Bad Salesperson?
por Colleen Stanley na Human Resources and Personnel Management
Re-runs can be fun to watch, except when you are the star in a movie titled, “He Had a Good Resume.” The plot really isn’t new and is predictable.
Sales manager hires a new salesperson with high hopes that this candidate is the one. The resume is good and the interview even better. Finally, you’ve hired a salesperson that is a self-starter, great team player and consistent quota achiever.
The plot thickens when the new salesperson settles in and unpacks his bags. The sales manager starts to hear excuses for not making quota. And of course, none of the excuses have anything to do with the salesperson’s efforts.
"You Might Have Something I Might Want to Buy"
por Rick McPartlin na Customer Service and Quality
How completely things have changed.
It used to be my job was to get in front of a lot of people who I had never met and PITCH them hard and close them even harder.
If I did that, the result would be a bunch of those people would give me money for something they didn't know they needed, I would get a big commission check and so would my boss.
Things have changed so completely no one even has a phone at home. No one delivers me a phone book to look those people up, and if I find someone to call, I am blocked.
Do you even need to market your business?
por Rob Weinberg na Sales and Marketing
Over the past 30+ years I’ve come across many arguments why you should or shouldn’t market a business. Arguments for include increasing profits, increasing visibility and controlling the message. Arguments against include lack of time, lack of competition and controlling the budget.
The old saying: “The best reason for advertising today is the sale you’ll make tomorrow” says it all. There is always a tomorrow to prepare for, more competition coming down the road, and seeds that need to be planted to grow your company.
Still, many people don’t get it.
Why Your Culture Matters, Now More Than Ever
por Lisa Jackson na Leadership
In 2014, culture was named Merriam Webster’s “Word of the Year.” Why?
On the surface, fads come and go. Perhaps culture is like many other cool new concepts that will pass on when the next new idea comes along.
But personally, I think the attention on workplace culture is more fundamental to what’s happening in our world today. Let’s explore a deeper look at why culture has become a de rigeur topic in every boardroom, in companies small and large.
Five Ways Marketing Leaders Can Design "Innovation Vacations"
por Lisa Nirell na Strategy and Planning
Summer brings opportunity for rejuvenation. It’s an ideal time to escape our ordinary routines, unplug, daydream, and discover our next big idea.
“Active adventure travel” is one of my core values and sources of inspiration. My favorite destinations include Central Oregon’s pristine lakes, Bermuda’s Harrington Sound, and the protected waters of La Jolla Cove in California. Some of my best business ideas were born in those places—seldom in my office.
Many senior marketing leaders return to a favorite summer destination for the same reason. Here’s what I have discovered about designing “innovation vacations,” and five marketing leaders who share their experiences:
Building Sustained Workplace Excellence
por Michelle M. Smith na Human Resources and Personnel Management
Regardless of your industry, one of the most effective competitive strategies you can leverage is to improve your products or services. Often, this is easier said than done, and even when you are successful, you’re challenged with achieving innovative, breakthrough results on a continual basis to remain at the forefront of your industry.
But is it possible to operationalize and scale this continuous pursuit of excellence?
Meet Gen Y: How to prepare managers for the Millennial age
por Dan Negroni na Human Resources and Personnel Management
Clearly, a new world order has emerged, the rulers of which are known as the “Millennials”. You cannot go a nanosecond without hearing a soundbite about how they are changing the world.
Millennials, also referred to as Generation Y or Gen Y, are individuals born some time between 1980 and 2000, the cutoff is somewhat of a moving target but their presence is not, it is real, it is big and it is great. Today, this group of “20-somethings”, comprises 60 percent of the world’s population, 36–40 percent of today’s workforce, and will be over 75 percent of your employees by 2025. Think about it, how many of your customers are or will be Millennial? A whole lot!
Engaged workers spur brand success
por Julia Carcamo na Sales and Marketing
Like most of you, I travel through one too many airports. At some point they start to feel like the same place.
Nothing really stands out, but a few months ago I noticed one of Southwest Airlines’ new marketing communications materials. The headline read, “Without a heart, it’s just a machine.” The brand refresh had been the first for Southwest in 14 years. The goal was to remind customers and employees alike that people are at the heart of everything the airline does.
Feel Good, Look Good: Designing Community Projects
por Nancy J. Zavada na Organizational Behavior
In 2000, corporate social responsibility activities were unheard of, while today the majority of planners are including them in their events. The most popular form of social responsibility for meetings is a community, or legacy, project. Community projects fall into the “Feel Good, Look Good” category of CSR, where the project contributes to a sustainable cause and also provides promotional benefits to the sponsoring organization.
Your Lack of Sales is Your Own Damned Fault!
por Andy Miller na Sales and Marketing
Caution: don’t read this article if you can’t handle straight talk.
Since 1992 CEOs have been asking me the same question, “How do we drive more sales”?
They want a simple answer so I’m going to give it to you. Your lack of sales is your own damned fault.
Yes, I said it and it is. If sales aren’t working you need to make some major changes. Quit looking for the easy, cheap or wimpy way. Grow a spine, increase your grit and go make the necessary changes. You’re going to have to deal with it sooner or later so make the changes NOW and thrive or defer and pay a much bigger price later.
Let me rant for a little and then I will give you a formula on how to fix your sales problem.
Social Studies 3.0
por Travis Stanton na Social Media and Social Networking
Just four short years ago, Facebook boasted 608 million users who interacted with the site on at least a monthly basis. Today, that number has more than doubled, with monthly users topping 1.2 billion. Similarly, the percentage of companies using social media as an exhibit-marketing tool has more than doubled as well, from 31 percent in 2010 to 80 percent in 2014.
por Linda Galloway na Personal Growth and Development
When Andi Campbell joined LAZ Parking in 2010 as director of learning and development, she started with a blank slate. The company had few learning resources and no consistent strategy for grooming new managers — a key business imperative, given the company’s rapid growth and commitment to hiring from within. The company’s 7,500+ parking employees, most of whom work out of 1,900 parking locations across the country, had no way to access learning resources or collaborate with each other. Many did not even have corporate emails, although most had personal cell phones.
What CEOs Should Expect from their Marketing Staffers
por Fred Diamond na Sales and Marketing
Many Marketing staffers in companies that are trying to get to the next level are not serving their employers as well as they can. Whose fault is it--the CEO or the Marketing staffers?
In a popular 1980’s song, Howard Jones famously said no one ever is to blame. That’s not the case here. Marketing needs to deliver more purposeful servicing to the company, and the CEO needs to communicate more clearly what Marketing should deliver. It does not matter whether the marketing staff is internal or outsourced.
Pack More Power Into Your Leadership Communications
por Tom Varian na Leadership
On the bridge of a mighty steamship, the captain bellows through a speaking tube to the boiler room, several decks below: “You have to shovel faster, you bastards!” The coal-smeared men toiling in the bowels of the ship exchange amused glances, as if to ask: “What’s bugging him?” They shrug and pick up the pace a bit, but not much.
Now imagine if that same captain chose to bellow: “Iceberg dead ahead!! If we can make ten knots, we just might be able to turn this ship before we slam into it and all drown! You have to shovel faster, you bastards!”
The Root of Disengagement
por Deborah L. Vence na Human Resources and Personnel Management
If companies are struggling to keep employees engaged and motivated in their jobs, it might be because their approaches to motivation are outdated.
Research conducted by The Ken Blanchard Companies—a global organization that specializes in leadership development and employee engagement—is aiming to help organizations address the growing decline in employee engagement by explaining the source of disengagement. The company suggested that motivation plays a key role in the root source of disengagement.
Marketing To Your Employees
por Rob Weinberg na Sales and Marketing
Examine your company’s selling process and you may find a strategic gap in your marketing efforts. By now you’ve built your web site and are working a marketing plan that includes some combination of social media, collateral, drip campaigns, sales promotion, public relations, and the like.
Your high visibility causes sales leads to pour through the door. Yet you find many of these leads aren’t converting into sales. Or worse, you’re seeing an increasing percentage of customers leaving you, sometimes after many years of loyal patronage. In either instance there’s no clear pattern.
The answer may be in your own backyard. You may need to market more to your own employees.
Outsourcing Your Digital Marketing – Worth it or Not?
por Mike Mancini na Social Media and Social Networking
As business owners or managers, we tend to spread ourselves a little bit thin. OK, maybe that’s an understatement. We can’t seem to find enough hours in the day to accomplish what we needed done yesterday. Not to mention, once we do get these tasks accomplished, are they done the absolute best that they can be?
Digital marketing for your business is no different.