Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult aspect of any manager's job and the reluctance to 'grasp the nettle' when performance or behaviour issues emerge is certainly a concern in many organisations. But at the end of the day that is what managers are paid to do and not doing so will certainly affect service, team morale, sales and ultimately the bottom line.

Why does this reluctance exist, why do so many mangers back away from confrontation? The problems and challenges that need to be overcome are many and the common reasons and 'excuses' for not doing so are as follows:

It is Risky ? There is a worry in the back of the manager's mind that discussions could turn into heated arguments and that they may open themselves up for harassment or bullying accusations. There is also a concern that team moral and motivation may be damaged by tackling an under-performer and that the team may even turn against the manager.

It is Complicated and Difficult? Performance and behaviour management is not straight forward, it is very seldom clear cut or black and white. It is 'grey area' stuff and often involves opinions, perceptions and subjectivity. As managers feel they cannot quantify and then justify their concerns clearly enough they do not attempt to do so.

It is Hard Work and Time Consuming ? Many managers feel they do not have the time to sort out under-performers and that it is low on the priority list. "It is not worth the hassle" is a common comment to be heard.

Denial ? Many managers are either blind to the fact that a person is under-performing or behaving unacceptably or they do not see it is a serious enough issue to address. There are even managers who believe that it is not their job to tackle performance and behaviour issues and that some day, someone will come along and do it for them.

Many of the aforementioned points tend to be excuses rather than reasons but there are a number of more important points that need to be taken into consideration:

Lack of Training ? No new manager has any previous experience of performance and behaviour issues when they move into a manager role for the first time. New managers often inherit performance or behaviour issues from the previous manager and yet are not given relevant training for tackling these issues from the onset. Giving managers basic employment law training and the company procedures to read is not the 'practical' training they need and is certainly insufficient on its own. All managers need a thorough grounding in the use of the performance management tools and practice in their use. Job specs, probationary periods, reviews, counselling sessions, appraisals and the disciplinary procedures are all useful performance and behaviour tools when used correctly and at the right time. Yet this vital training is not made on someone's appointment, often it is made later in their careers when much damage has been done.

Courage and Confidence ? Doing something risky, difficult and complicated requires both courage and confidence. Unfortunately many branch managers lack both. Even if managers are given the knowledge and skill to tackle performance or behaviour issues, they will not do so without these essential qualities.

The problems and challenges are undoubtedly great and many may see the issue as un-resolvable however there is someone available to branch managers who can help them overcome many of the problems and challenges and that someone is their boss the Area Manager.

Guidance, Coaching and Support The area manger is the only person who can guide, coach and support branch managers in the addressing of performance or behaviour issues. They can un-complicate the issues and help managers build a strong case for presenting to an employee. The area manager can also help the manager minimise the risk of harassment or bullying claims by ensuring the correct procedures are being used and that the managers say the right things in the correct way.

More importantly a good area manager will 'encourage' and give the manager much needed confidence. The area manager is the only one who can do this but unfortunately in many instances this is not happening and by not doing so area managers are unconsciously (or consciously) influencing a reluctance to tackle performance or behaviour issues within their branches.

Why is this happening?

Asking for support and guidance ? Many branch managers are certainly reluctant to approach their area manager when they experience performance or behaviour issues within the team. If the matter falls into the gross misconduct category then managers will contact the area manager (and HR function) in the first instance. But for 'grey area' performance or behaviour matters they tend to keep the issues to themselves. The reasons for this are as follows:

Many branch managers feel:

* The area manager may see it as a trivial matter and not important enough to bring to their attention.

* That seeking advice and guidance will be seen in a negative way by the area manager.

* The area manager will go into fault finding mode rather than helping find solutions.

* The area manager may start questioning the branch manager's ability to do the job.

Many managers have in the past gone to their area mangers for advice and support on team performance issues but received such a negative, unhelpful reply that many were put off from ever doing so again, even when they changed to a different area manager.

There is also a feeling that area managers themselves do not know what to do either. "Bring me solutions not problems" is a common comment heard by branch managers when they have taken a 'people' issue to their area manager.

Offering support and guidance

It is a fact that very few area managers actively encourage branch managers to talk about their 'people' issues or are prepared to probe below the surface to identify possible performance or behaviour problems that may be affecting the business. There are many examples where area managers have placed managers in 'problem' branches without preparing them for the issues they will face or helped or supported them once they have taken up the position. Basically they throw them to the wolves and then leave them to get on with it.

Another common issue is when the assistant manager of the branch is turned down for the manager position. Very few area managers are competent in explaining why an individual was not appointed and give excuses rather than valid reasons. This results in the new manager having to experience considerable hostility and resentment from not only their deputy but from many of the team also.

Why do many area managers not offer support or guidance or dig below the surface looking for performance issues? There are a number of reasons for this.

Unconscious Competence

There is a saying that "Good Management will result in good people staying and not-so-good people either improving or leaving. Where as Bad Management will result in good people leaving and not-so-good people staying and possibly getting even worse".

During their time as branch managers, many area managers did not experience risky, difficult or complicated people issues. If they did, they often resolved them unconsciously. They just acted as good managers should, which resulted in the issues being resolved quickly. Ask any manager who is competent in performance or behaviour management "how do you do it or what do you do?" and you will probably receive a shrug of the shoulders and a comment like "I don't know specifically, I just do it" (Unconscious Competence)

Unconscious competence is not acceptable at area management level as a key requirement of the job is to coach and train branch managers in performance management. Area managers can only fulfil this critical function if they know exactly what is to be done and how to do it. (Conscious competence)

Conscious Incompetence

Unfortunately there are area managers in existence who 'know' they are not personally competent in dealing with performance and behaviour issues and will go to great lengths not to expose this weakness to others. (Conscious incompetence) These area managers tend to encourage branch managers to not make waves, maintaining the status quo and to tolerate rather than develop. They certainly do not dig below the surface in a branch seeking 'people' issues that may be affecting the business.

One of the most disappointing comments I heard from a seasoned area manager when asked why he was not supporting his managers was "I am not allowed to get involved as I am the next step of the appeal process".

A good measure of an area manager's competence is to look at the performance and behaviour of the area manager's branch manager team. It is pretty certain that if they cannot coach and encourage branch mangers in the tackling of performance and behaviour issues then you can be sure they themselves are not tackling branch manager performance or behaviour issues.

Possible Solutions

If a retail organisation needs to tackle performance or behaviour issues at branch levels, I believe they need to develop the skills and competence of performance management at area management level first as area managers alone have the authority and are the biggest influence on branch manager effectiveness.

Unconscious competent area managers need to become consciously competent so they can not only develop others but also develop themselves further. Conscious incompetent area managers need to admit that they are not effective in performance or behaviour management and be prepared to learn and develop the necessary skills. If they are not prepared to do so then they themselves need to be performance managed by the company. After all, Executives cannot demand that branch managers tackle performance and behaviour issues one moment and then not do so themselves when they need to. That isn't leading by example

Anthony Dance is managing director of outlook management development, a retail performance management and management development organisation. He is also an accomplished speaker on the topic of tackling performance issues and has over 15 years experience within senior operational roles. Anthony can be contacted through his web site http://www.outlookretail.com

In The News:

Ghosting, Texting and Conflict Management: The New Sales Management Challenge  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Sales and Marketing Management  Business 2 CommunityThe sales and marketing departments within an organization are inextricably linked. While the marketing function within an organization aims to establish the ...
9 Traits of Sales-Driven Managers |  RisMedia.comI'm often asked by brokerages to help consult and coach their management teams to improve performance, predominantly of the sales managers.
Excced.ai Launches New Platform Leverages AI, Simplifies Sales Management  MarTech AdvisorPlatform can follow up and qualify every sales lead with human-like interaction to increase sales opportunities by 80 percent. Sunnyvale, CA: Exceed.ai, ...
Why You Should Manage Your Accounts and Sales Efforts Like a Business  Printing ImpressionsRunning your accounts and sales efforts like a business will improve a printer's chances of reaching its goals and managing its clients, sales, and time more ...
AI Is Driving Sales Management's Interest Across the Board  Destination CRMNot surprisingly, artificial intelligence is infusing every part of the sales process.
Sales Manager – Current Client – K-12 Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager – Current Client – K-12 Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
PROS's New AI Powered Sales Management Solution Streamlines Sales  MarTech AdvisorPROS Smart CPQ Adds Support for Sales Agreements to Improve Deal Velocity and Further Enable Omnichannel Commerce; Handles Complex Quotes up to ...
Mackie appoints Global Sales Management as Latin American sales rep  PSNEuropeMackie has appointed Global Sales Management as its sales representative in Latin America, effective June 1, 2019. Founded in 2003, Global Sales ...
What makes good sales managers  Business DailySuccessful sales managers will happily make a sale and give it to a team member.
University subject profile: business, management and marketing  The GuardianStudy of organisations' finance, accounting, marketing, human resource management and administrative functions.
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
10 appointments in sales, marketing  Hotel ManagementPhoenix American Hospitality, Performance Hospitality Management, 21c Museum Hotels and five hotels have made sales and marketing appointments.
Beverage Distributor - Wine & Spirits Sales Manager - BevNET.com Beverage Industry Job Listing  NOSHWe are a Chicagoland beverage distributor currently seeking a Wine and Spirits Sales Manager for our Chicago, IL location. This position is accountable for ...
'The Operators': Acceleprise partner Whitney Sales and Docsend CEO Russ Heddleston on how to grow your sales strategies  TechCrunchTim Hsia & Neil Devani Contributor Share on Twitter Tim Hsia is the CEO of Media Mobilize and a Venture Partner at Digital Garage. Neil Devani is an angel ...
How To Fix Disappointing Sales Results Through Restructuring  ForbesWhat are the changing business conditions that are creating challenges for your sales efforts and your salespeople?
New Industry Report Reveals Journey Management Unites Sales, Marketing, Service and IT at Leading Brands Globally  MarTech SeriesKitewheel, the provider of the world's leading customer journey platform, announced the 2019 release of its annual State of the Customer Journey report.
Sales Management  Ledger IndependentModern Woodmen, one of the nation's largest fraternal financial services providers, is looking for self-motivated individuals in the Maysville area.
The Foundations of Sales Effectiveness  Customer ThinkI recently recorded a second wide-ranging podcast on the foundations of sales effectiveness with Michael Webb of Sales Performance Consultants Inc.
Sales Manager - Financial Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Manager - Financial Software Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
IVvy, the Online Group Bookings and Hotel Sales Management Software Gets Ready to Dazzle at ROC Americas 2019  Hotel News ResourceFastest growing new generation venue management company will showcase latest groups and events technology at HSMAI's Revenue Optimization ...
What Are the Reasons That Can Make Your CRM Stink- And What to Do About Them?  Customer ThinkCRM software solution be it a robust cloud-based enterprise CRM platforms like Salesforce or any other Salesforce Alternative CRM software solutions are ...
C21Jobs: VP Content Sales - UK, Europe & Africa  C21MediaVP *Content* Sales - UK, Europe & Africa.
Global Customer Success Platforms Market to 2024: Focus on Sales and Marketing Management, CEM, and Risk and Compliance Management - ResearchAndMarkets.com  Business WireDUBLIN--(BUSINESS WIRE)--The "Customer Success Platforms Market by Application (Sales and Marketing Management, CEM, and Risk and Compliance ...
What is Account Management?  Business 2 CommunityAfter two months of conversations, demos, and meetings, you've just closed a large account for your company. The contract is signed and your new customer is ...
Manager, Inside Sales - Bento for Business  Built In ChicagoBento for Business is hiring for a Manager, Inside Sales in Chicago. Find more details about the job and how to apply at Built In Chicago.
Why Emotional Intelligence Training is Vital for Sales  Business 2 CommunityMost of the sales training we see today focus on fast-track training. This sort detail a myriad of processes that today is quite frankly – useless. Think about it ...
Biz Smarts: It takes nature and nurture to develop a sales rainmaker  Sacramento Business JournalTo successfully “grow” rainmakers, a sales manager must constantly assess a number of key characteristics, including attitude, skills and knowhow, and then ...
Getting the Basics Right  Asia Radio TodayPeady's Selling Engagement. Making a sale is often the 'end goal' in selling but getting your customer to buy a product or *service* is just one step in an ...
Tapis hires sales manager for Asia Pacific region  Aircraft Interiors InternationalAircraft interior fabrics supplier, Tapis Corporation (Tapis), has hired Dominic Duffy as sales manager for the Asia Pacific region. Duffy will represent Tapis in ...
Four Steps That Set Up Salespeople To Succeed As Managers  ForbesWhen salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V.
Avelacom appoints Managing Director, Global Sales  Institutional Asset ManagerAvelacom, a connectivity and IT infrastructure solutions provider for the financial services industry, has promoted Vincent Harrison to Managing Director, Global ...
Software Regional Sales Manager - Restaurant365  Built In AustinRestaurant365 is hiring for a Software Regional Sales Manager in Austin. Find more details about the job and how to apply at Built In Austin.
VCs bet $12M on Troops, a Slackbot for sales teams  TechCrunchSlack wants to be the new operating system for teams, something it has made clear on more than one occasion, including in its recent S-1 filing. To accomplish ...
MLILY USA Names New President & Turns to Industry Veteran to Head Sales  Furniture World MagazineStrengthening its management team as it expands its operations and business in the U.S., mattress manufacturer MLILY USA announced that it has promoted ...
A Fully Immersive Sales Development Training Experience  Business 2 CommunityWhat does it mean to truly immerse yourself in something? Some of the most famous, world-renowned actors and actresses in the history of Hollywood – for ...
Fire sales turn a crash into a crisis, simulation shows  Risk.net'More realistic' core-periphery model leads to wipeout of network if several nodal banks default.
K-12 Current Client Sales Manager, Nonprofit Software Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a K-12 Current Client Sales Manager, Nonprofit Software Solutions in Austin. Find more details about the job and how to apply at Built In ...
$228.76 Million in Sales Expected for Apartment Investment and Management Co (AIV) This Quarter  Mayfield RecorderWall Street brokerages predict that Apartment Investment and Management Co (NYSE:AIV) will post $228.76 million in sales for the current fiscal quarter, ...
Amazon’s merchants are feeling the pain of a trade war with China  LivemintOver the past several years, Shanghai entrepreneur Yung Lin has built a decent business selling wrenches, screwdrivers and other tools on Amazon.com.
SAP Concur appoints Mankiran Chowhan as India MD  Economic TimesBENGALURU: SAP Concur, expense, travel and invoice management solutions provider, has appointed Mankiran Chowhan as its India managing director with ...
Inside Sales Manager - Rewards Network  Built In ChicagoRewards Network is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Seven ways sales teams can set better goals  Antelope Valley PressMost sales forces use goals to focus their salespeople. Companies often link sales-force incentive pay to goal achievement, which makes effective goal-setting ...
EnOcean appoints new UK sales manager  HiddenWiresDeveloper of energy harvesting wireless technology, EnOcean has appointed Simon Johnson to manage sales in the UK.
MacDermid Graphics Solutions appoints North American account managers  Labels and Labeling'I am pleased to announce the addition of Trish and Michael to the MacDermid Graphics Solutions North American sales team,' said Mike Williams, director of ...
Are Your Sales People “Organizationally Nimble?”  Business 2 CommunityWhen we talk about critical skills and competencies of great B2B sales people, one seldom hears about organizational nimbleness or ability. Increasingly ...
PROS Launches Sales Agreement Management to Streamline Selling in Digital Era  MarTech SeriesPROS, announced PROS Smart CPQ now with support for sales agreement workflows, enabling sales teams to manage the sales agreement lifecycle and ...
Sales Operations & Analytics Manager - Compeat  Built In AustinCompeat is hiring for a Sales Operations & Analytics Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Column: 10 ways to get your Englewood Chamber news  yoursun.com“I didn't know the Chamber was doing that.” Thankfully I don't hear those words very often, but when I do, I wonder how it is possible. Both Kim Parks, the ...
Senior Developers earn an average $109,957 per year—here are 9 other top tech jobs for new grads  CNBCUsing data from its platform, jobs site Comparably examined thousands of anonymous job records submitted by employees to see which tech jobs are the most ...
Eight questions to… Mark Hallam, network development manager, MG Motor UK  AMMark Hallam, MG Motor UK, on carefully growing its network and dealer sites and why being part of a team is more fun.
Mspark Announces Kevin Zall as Director of Sales Enablement  GlobeNewswireHELENA, Ala., June 17, 2019 (GLOBE NEWSWIRE) -- Mspark, a leading national shared mail company, has hired Kevin Zall as Director of Sales Enablement.
Digital Sales Manager/Local Sales Manager  TV News CheckWebsite Sinclair Broadcasting. Tracking Code 13005. Job Description Make your mark in Broadcasting and Digital Media. Sinclair Broadcast Group and Sinclair ...
Capital - China's influencer incubator  BBC NewsHow China's hyper-professionalised influencer market could be a model elsewhere.
PG&E Is Said to Float $31 Billion Bankruptcy Restructuring Plan  BloombergPG&E Corp. has been shopping a new plan that would see the bankrupt California utility emerge from bankruptcy in March with a $14 billion fund established to ...
Private Equity Takes Control of Cendyn in a Bet on Hotel Tech  SkiftAccel-KKR, a technology-focused private equity firm based in Silicon Valley, said on Tuesday it had upped its investment and become a majority owner of ...
Ad Sales Strategy Director job with NBCUniversal, Inc. | 398026  mediabistro.comAd Sales Strategy Director in New York , Manager (Supervisor), Sales, Sales & Business Development with NBCUniversal, Inc.. Apply Today.
Target (TGT) Up 8.6% Since Last Earnings Report: Can It Continue?  Yahoo FinanceA month has gone by since the last earnings report for Target (TGT). Shares have added about 8.6% in that time frame, outperforming the S&P 500. Will the ...
Zywave Expands Commercial Content Offering in Flagship Product  GlobeNewswireBroker Briefcase users gain access to searchable library of more than 25000 *content* pieces.
Cartier, Bulgari and other luxury brands are flocking to WeChat  TechCrunchNot long ago, people in China would need to visit a posh, stylish mall for luxury shopping. That's rapidly changing as high-end brands race to embrace digital ...
On Sales/Marketing Friction  Business 2 CommunityWe misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, ...
Sales Operations Manager - Upwork  Built In ChicagoUpwork is hiring for a Sales Operations Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
SensorFlow provides smart energy management for hotels in Malaysia  Digital News Asia(From left) SensorFlow senior sales manager Darren Riley; sales manager for Indonesia and Malaysia Guy Hudson; CEO and co-founder Saikrishnan ...
WeSuite wins ESX Innovation Award  SecurityInfoWatchJune 18, 2019 | White Plains, NY: WeSuite, a software manufacturer of industry-leading sales management tools for technology sales and *service* providers, has ...
Gray Announces New Management Roles for Tim Coles and Kathy Silk  GlobeNewswireATLANTA, June 10, 2019 (GLOBE NEWSWIRE) -- Gray Television, Inc. (“Gray”) (NYSE: GTN) announced that it has appointed Tim Coles as the new General ...
Canarchy Craft Brewery Collective - Territory Sales Representative (Northern Colorado) - Brewbound.com Craft Beer Job Listing  Brewbound.comObjective. This position is responsible for building sales and achieving the revenue targets for the CANarchy portfolio brands. Essential Responsibilities.
Bookstores Find Growth as ‘Anchors of Authenticity’  The New York TimesBig chains once posed a threat, but independents are thriving by hosting events, adding nonbook merchandise and becoming community hubs.
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
STRATIS IoT Expands Sales Team of MultiFamily Experts to Meet Rising Demand  PR WebPhiladelphia, Pa (PRWEB) June 20, 2019 -- Leading MultiFamily and Student Housing IoT platform STRATIS IoT responds to fast-paced demand by hiring 5 ...
Multi-Platform Sales Manager  TV News CheckGray Broadcasting. WIS, the #1 Television Station & the #1 Local Digital Platform in Columbia, SC seeks a second Sales Manager to lead a progressive team.
Church & Dwight Is Likely to Best Its Peers on Sales Growth Front  Market RealistChurch & Dwight (CHD) has impressed with its sales performance in the past several quarters. The company has surpassed Wall Street's estimates in the last ...
Alpine Global Management LLC Takes $93,000 Position in Nio Inc – (NYSE:NIO)  Rockland RegisterAlpine Global Management LLC bought a new position in shares of Nio Inc – (NYSE:NIO) in the 1st quarter, according to its most recent disclosure with the ...
Stop Striving for Sales Perfection!  Business 2 CommunityGiven the inevitable complications and unique considerations involved in any complex sales environment, it's hard to imagine that we could ever execute a ...
How to Keep Employees Connected to Customers  Harvard Business ReviewDeveloping an understanding of your customer to build a successful product or business model is not just a data crunching game. Quantitative market research ...
Sales Enablement Manager - TrendKite  Built In AustinTrendKite is hiring for a Sales Enablement Manager in Austin. Find more details about the job and how to apply at Built In Austin.
TTEC to Debut AI-Enabled Associate Assist Solution at Customer Contact Week (CCW) 2019  MarTech SeriesTTEC Holdings, Inc., a leading digital global customer experience technology and services company focused on the design, implementation and delivery of ...
Oracle Gains on a Sales and Earnings Beat: 5 Key Takeaways  TheStreet.comStrong database license sales helped Oracle (ORCL - Get Report) top Wall Street's subdued expectations. On Wednesday afternoon, Oracle reported May ...
Red Roof® Selects IVvy Venue Management Software to Automate Group Block Booking and Optimize Sales  Hotel News ResourceiVvy Inc., the leading Venue Management Software company, today announced that Red Roof® has selected iVvy as their preferred sales and catering software ...
5 Sales Lessons from a Great Restaurant Waiter  Business 2 CommunityI went out to dinner recently for a special occasion with friends; it was a fairly new restaurant and I was excited to check it out. The food was delicious, the ...
Why New Sales Managers Need More Training  Harvard Business ReviewLeading a sales team takes a different skill set than just working on one.
West Pak hires Joe Nava in sales, business development  The PackerWest Pak Avocado Inc. has hired Joe Nava as vice president of sales and business development.
9 Ideas for How to Upsell Your Customers and Increase Sales  Business 2 CommunityAs an e-commerce seller, you're in business to grow your customer base and increase sales. To do this, you have to reach as many people as possible by way ...
Sales Team Structure: Why 91% Of Top Selling Organizations Work Together to Close  Business 2 CommunityThese stats show the level of improvement needed with regards to working across functions in your sales team structure. Improving the level of communication ...
UPM Raflatac names Al Bever as Area Sales Director, Midwest, North America  GlobeNewswire(UPM Raflatac, Mills River, NC, USA, May 29, 2019 at 17:00 EET) - UPM Raflatac is proud to announce that Al Bever has been promoted to the role of Area ...
Dantech UK fights off stiff US competitors in export sales  Meat ManagementPosted on Jun 21, 2019. British manufacturer and exporter of food processing equipment, DanTech, has fought off stiff competition in the USA to win major ...
Equinix assigns Jon Lin as President, Americas  Data EconomyIn this role, he will be responsible for the regional management, strategy and growth plan for Equinix in the Americas, including existing operations in Brazil, ...
Sales Enablement: Your Game Plan to Repeatable High Growth  Business 2 Community“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men's head ...
Thunderbolts hire new General Manager and Senior Account Executive  14 News WFIE EvansvilleThe Evansville Thunderbolts Professional Hockey Team of the Southern Professional Hockey League announce the addition of new General Manager, Patrick ...
Market Delays Can Derail Aurora Cannabis (ACB) Stock  Yahoo FinanceOn Friday, Health Canada dealt another blow to the cannabis sector already struggling with weak demand from recreational-use sales. The so called “Cannabis ...
Business Administration - Master's | Graduate Programs  Southern Miss NowThe MBA program is designed to meet the needs of full-time and working professional students. Classes are offered fully online, in Hattiesburg and in Gulf Park ...
$196.75 Million in Sales Expected for Artisan Partners Asset Management Inc (NYSE:APAM) This Quarter  Mayfield RecorderWall Street brokerages expect Artisan Partners Asset Management Inc (NYSE:APAM) to report sales of $196.75 million for the current quarter, Zacks reports.
Asset management 'several years behind' on LGBT+ diversity  Portfolio AdviserMore needs to be done to break the 'pale, male sales brigade' mould.
$3.94 Billion in Sales Expected for Waste Management, Inc. (NYSE:WM) This Quarter  Rockland RegisterWall Street brokerages predict that Waste Management, Inc. (NYSE:WM) will post $3.94 billion in sales for the current quarter, according to Zacks Investment ...
This Week’s Wedding Announcements  The New York TimesAll of the weddings right here on one handy page for you.
The Four Principles of Good Sales Management Leadership  Customer ThinkAs a sales manager, you're in a position of leadership and responsibility. You need to juggle the objectives, needs, and ambitions of both the company and your ...
ZINFI Partner Portal Helps DataNet Internacional Launch Multiple Email Campaigns to Generate Awareness of Genesys Solutions in Costa Rica  GlobeNewswireGenesys Reseller Quickly Incorporates Partner Portal into Its Marketing Workflow. SAN FRANCISCO, June 04, 2019 (GLOBE NEWSWIRE) -- ZINFI Technologies ...
Replacing the Sales Funnel With the Sales Flywheel  Business 2 CommunityRecently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming ...
China: XInlin is a demonstration Village for Cape Gooseberry Cultivation  FreshPlaza.comFreshPlaza, portal for the *fresh* produce industry, offering the latest news, job advertisements, pricewatching, and photo reports.
3 Reasons You Should Outsource Your Digital Marketing  Business 2 CommunityRegardless of the size of your business deciding who will handle your digital marketing needs is a standard question. Digital Marketing encompasses the Social ...
Aesthetic Management Partners Adds Scarlet SRF to Its Growing Portfolio of Innovative Clinical Technologies  Business WireTUSTIN, Calif.--(BUSINESS WIRE)--Aesthetic Management Partners, a business accelerator that delivers growth and innovation strategies in the aesthetic ...

Raise Your Fees Overnight!

Do you want to make more money?Yes, I guess that... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

Business can be like war sometimes.You may have to fight... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Baditude!

As a group of sales trainees took a break from... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Your Extended Shadow And Successful Sales Management

In a small midwestern town, the local high school of... Read More