How to Train People and Make It Work!
por Gary Harvey na Personal Growth and Development
As a Professional Sales Trainer, prospective clients often ask me, I sent my people to a one day, or two day seminar and nothing changed. We had no improvement or change in them at all. Why?
Business Development Is Not for Everyone
por Andy Gole na Human Resources and Personnel Management
Business development (BD) is the forming of significant new customer relationships. It is essential to the survival, health and growth of a company. At a minimum, a company typically must form new customer relationships to replace attrition which can be 10-15 percent a year.
por Bob Parsanko and Paul Heagen na Management and Leadership
You can reverse the pattern.
In STAR TREK, Captain Kirk often pleas to engineer Scotty for more speed (warp drive velocity)often to escape certain destruction or to chase down a pirate spacecraft. Achieving breaking-the-lightbarrier velocities played a central role in the crews ability to manage the dizzying array of threats and opportunities in space. When in doubt, turn to more speed. Today, we see a parallel as we continually try to attain new levels of speed as the central element of success.
Attract Top Talent
por Brad Remillard na Human Resources and Personnel Management
Define success for all candidates.
The biggest mistake companies make when hiring is failing to properly define the real job. Traditional job descriptions (JDs) are ineffective hiring tools.
Achieving Your Business Everest
por Lew Haskell na Succession Planning
Are you a business owner who may be thinking about eventually exiting by selling your business? In a 2012 study of business owners, 88% do not have an exit plan yet 61% expect to sell to a third party. Hmmmmmm.
If you are one of these business owners, it can be helpful to consider a metaphor to envision what you are proposing. Imagine for a moment the idea of climbing Mount Everest, a lofty goal no doubt, (pun intended).
Shaping Your Business Into a Breakthrough Brand
por Kathy Heasley na Sales and Marketing
Branding. It's the buzzword of business right now. Its becoming mainstream and conversations that used to be about marketing a business have now shifted to conversations about how to brand it. Is there a difference? Is branding just the latest in a long line of lingo that, like words of the past, will fall out of fashion? The business landscape is littered with words like "synergy" and "paradigm shift." How can we forget that wonderful term "headcount" that was made so popular during the days of "rightsizing"? The last two combined, reduced employees to cattle and turned management into modern day Machiavellis.
Are You Getting a Return on Your Investment in Spanish Translation?
por Melissa Burkhart na Human Resources and Personnel Management
Spanish speakers are an important component of the workforce in this country in numerous of industries. Employers in construction, manufacturing, hospitality, agriculture, and transportation, to name a few, have long addressed the challenges of relying on employees whose English is limited. Written translation of employee handbooks, safety and benefits communication, and training has become commonplace. However, all too often, employers invest time, energy and money into communication in Spanish that will not have the desired impact, and, in some cases, can even backfire and negatively impact morale and production.
Three Ways Watching Football Improves Sales Results
por Colleen Stanley na Sales and Marketing
Lets be perfectly clear. I have never played football and I am not a groupie that is glued to the TV set each week watching my favorite team. However, I am an admirer of elite athletes because they demonstrate the mindset, actions and behaviors needed to be an elite salesperson. They also possess emotional intelligence skills. Yes, these macho guys do have soft skills that help them win ball games. So if you want to get better at sales, turn on the television, observe and incorporate the NFL players best practices into your day-to-day sales. Here are my top three favorites.
Using Newsweek's Move to Digital To Inform Your 2013 Strategy
por Lisa Nirell na Strategy and Planning
It's the time of year to review your growth plans, see what's working, and get rid of what's not working. Some of your choices will not be popular. Yet they could be the difference between success and long-term survival. Let's look at Tina Brown, editor-in-chief of Newsweek Daily Beast. Last week, she announced that they would stop distributing the Newsweek print edition on December 31. In spite of their 80 year history and industry recognition, their continued market decline forced Brown to make a tough decision.
por Non-Profit Coordinating Committee of New York na Strategy and Planning
Were pleased to provide you with a copy of Disaster Planning, Emergency Preparedness & Business Continuity. This document is a guideline that offers the points an organization needs to think about in order to prepare its own disaster recovery plan so that, should an interruption occur, it is able to resume operations.
Hurricane Sandy Highlights Need for Disaster Preparedness
por Jeff Clark na Strategy and Planning
This weeks landfall of hurricane Sandy in the New York, New Jersey, Northern Virginia and surrounding areas is another reminder of the fact that businesses and even lives can be brought to a disturbing haltand often, theres little anyone can do to prevent the ensuing destruction. This most recent hurricane illustrates how even unlikely events can sometimes crop up. The data center industry, which has a major hub in New York City and is also concentrated in other areas on the eastern seaboard, had the unfortunate chance to put its disaster preparedness efforts to the test. Heres a smattering of what has been taking place in the hurricanes aftermath, from the darn near heroic to the downright annoying.
Key Trends and Challenges in Corporate Governance
por Andrew J. Sherman na Management and Leadership
My latest book, Essays on Governance, was inspired by the events of the past ten years which has placed the discipline of corporate governance under a strategic as well as a regulatory microscope and has shareholders and the markets challenging boards to be accountable and carefully follow best practices which drive informed and objective decision-making. We have lived through several periods over the last decade when it appeared to many that our financial markets have been on the brink of complete collapse. And while calm and patient heads prevailed and we have experienced remarkable resiliency, it has not been without significant government intervention.
Whats Wrong with this Cloud?
por Frank Butler na Technology
The genre of cloud computing known as Software as a Service (SaaS) is certainly one of the most studied of all the cloud delivery services and is seemingly the most relevant for the SMB. SaaS companies deliver topical software solutions over the Internet via the web browser installed on a user's PC. SaaS solutions are meant to be a substitute for in-house deployments of a single application. SaaS is a cloud delivery strategy that is relevant to organizations of all sizes; it is certainly the most widely known cloud service used in the SMB market.
Reality of 2012: Create more buyer demand
por Bruce Wedderburn na Sales and Marketing
Most companies in 2011 were emerging from years of cutting costs and finally enjoying some degree of revenue growth. They began revising and reviving business plans to show growth targets and territory expansion. As businesses saw the economic climate slowly improving, their 2012 budgets indicated they might invest in technology or human capital to achieve more optimistic growth goals. For selling organizations, growing demand brought a smile to the face of every VP Sales, who predicted continued growth.
How to Approach the Annual Planning Process
por Peter Buscemi na Business Planning and Strategy
There is a lot of conversation around the annual planning process each and every year and I spoke about building a corporate and marketing plan in a prior blog post. As opposed to jumping into the deep end of the annual planning pool it may be wise to think about how you want to go about this process in your company, despite history.
Long-Term Clients: Your source of Evergreen Referrals
por Alan Weiss na Sales and Marketing
Long-term clients create long-term referrals, an endless and renewable source of future business. So if its so easy, why isnt it being done every day? One reason is that we dont recognize the criteria for high-potential clients.
por Michael Dolan na General and Miscellaneous
Using a light touch (humor) is one great way to relate with people. Humor isnt the same as being a stand-up comedian. Humor is making people around you a little happierand happy people live, work, and relate better.
Two Lists You Should Look at Every Morning
por Peter Bregman na Personal Growth and Development
The world is moving fast and it's only getting faster. So much technology. So much information. So much to understand, to think about, to react to. A friend of mine recently took a new job as the head of learning and development at a mid-sized investment bank. When she came to work her first day on the job she turned on her computer, logged in with the password they had given her, and found 385 messages already waiting for her.
Is Your Business Being Hurt By Backward-Looking Bookkeeping?
por Richard Bond na Accounting and Finance
Over the last 25 years I have seen many small- to middle-sized businesses suffer because their financial information is inadequate to properly run their businesses. As these businesses have grown, their accounting function has largely remained stagnant, essentially providing the same reporting and analyses over and over.
If this sounds like your business, then it is probably being hurt by Backward-Looking Bookkeeping.
Where to start, when your growth stops
por Peter Christman na Innovation and Change
Why would two companies in the same industry, with the same financial
performance, command vastly different valuations? The answer often comes down to how much each business is likely to grow in the future.
The problem is that a lot of successful businesses reach a point where their growth starts to slow as the company matures. In fact, the price of doing a great job carving out a unique niche is that the specialty that made you successful can start to hold you back.