Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over 60% of projects/programs failed and many were canceled in 2003 (ref:The Standish Report CHAOS)! Our goal for 2004 and beyond is to contribute to a 60% and better, project/program success rate! STOP THE MADNESS-MANAGE AND CONTROL PROJECTS

WITH THE FOLLOWING:

Best Practice Processes for Project/Program Success(Outline):

  • Program/Project Management (and Business Management) (Integration)

    • Use of Experience and Knowledge (Integration)

    • Planning and Scheduling/WBS (Scope/Time/Cost)

    • Communication Planning (Communication)

    • Status & Earned Value Reporting (Communication)

    • Performance (metrics) Reporting (Communication)

    • Risks Identification and Management (Risks)

    • Project Repository/DB (Communication/Lessons Learned/Knowledge Transfer)

    • Change Management (Integration)

    • Subcontractor/Vendor Control (Procurement)

    • Team Building (Human Resource)

  • Development Process (Integration/Solution/Scope)

    • Selection of the appropriate model/technique (e.g., Interactive, Waterfall, Spiral, Evolutionary Object Oriented, Structured)

    • Selection of the appropriate implementation methodology (e.g., MSF, RUP, GXP, DOD- STD 2167 and other standards)

    • Selection, if required, to use Rapid Development

    • Rapid Application Development/Joint Application Development (RAD/JAD)

    • Prototypes and Mockups

    • Interviews and Facilitated Sessions

    • Collaboration

    • Selection of technical and project reviews

    • Selection of development and support tools and applications

  • Configuration Management (Integration/Scope/Control) (described in the book "Software and Firmware Configuration Management", subtitled "Management Control and Quality".)

    • Configuration Identification

    • Configuration Control - Software/Application, Firmware (Embedded Software, and Systems)

    • Configuration Status Accounting

    • Configuration Audits

  • Quality Assurance (Integration/Quality/Control)

    • Verification

    • Validation

    • Testi ng

    Some of the organizations that support these practices and certifications for their professional knowledge recognized in many industries are: Project Management Institute (PMI) , American Management Association (AMA), Software Engineering Institute (SEI), Electronic Industries Association (EIA), Institute of Electrical and Electronic Engineers (IEEE), International Organization for Standardization (ISO), and the Department of Defense (DOD).

    About The Author

    Eddie R. Williams, recognized as a highly successful program/project manager, is the author of the multiple publications written to promote successful projects through methods that have led to his outstanding success. Get the FULL Detailed Best Practice Processes case study at: http://www.rayannpublishers.com.

    [email protected]

    In The News:

    AEBC, (Executive Recruiting Firm) - State Sales Manager, Beer, Houston/Dallas - Rippentrop - Brewbound.com Craft Beer Job Listing  Brewbound.comState Sales Manager, Beer, Houston/Dallas, TX - Rippentrop Confidential search. NOT A START-UP. Restructure program, building a new national team in TX.
    How Sales Managers Should Use the 5 Most Important Sales Reports  Business 2 CommunitySales reporting is essential for every data-driven company. These reports don't just make your Monday morning meetings more informative; they make your ...
    Blue Danube Systems Expands Operations in India and Welcomes Sundeep Raina to the Global Sales Management Team  Business WireSANTA CLARA, Calif.--(BUSINESS WIRE)--Blue Danube Systems, a provider of intelligent wireless access solutions that help mobile operators address the ...
    How to Help Underperforming Sales Reps  ATDOne of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson isn't ...
    Before Sales Outsourcing, Stop and Think About These 4 Things  Business 2 CommunityWhat exactly is sales outsourcing? Sales outsourcing is when you purchase sales functions (lead generation, cold calling, etc.) outside of your own in-house ...
    Web Development Business Management and Sales Techniques  Business 2 CommunitySoftware engineers often think about starting a web development business of their own. We may be talking about a traditional senior software developer working ...
    Telestream appoints new Regional Sales Manager for MENA  BroadcastProME.comTelestream, a provider of workflow automation, processing and quality monitoring and management solutions for the production and distribution of video, has ...
    Vitrek Names D'Amico Eastern Regional Sales Manager  Quality MagazineVitrek announced that Bob D'Amico has joined the Vitrek sales team as Eastern Regional Manager. Bob will cover the design engineering and production test ...
    Alexander Group Publishes “The Front-Line Sales Manager Field General”  Business WireExplore the Front-Line Sales Manager role and how its adoption is helping sales leaders shift their organizations into higher seller performance.
    DIGITAL SALES MANAGER NSW & QLD  B&TDigital platform; Surry Hills; Circa $150K + super + comms. Reporting to the National Sales Director, the Sales Manager will be responsible for managing sales ...
    Pleasant View Gardens adds Tom Pierro to its sales team  Greenhouse ManagementPleasant View Gardens has added Tom Pierro as a new territory manager. Pierro brings with him nearly three decades of sales and management experience.
    Narragansett Brewing Company - Field Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comResponsible for growing Narragansett Brewing Company volume and market share in the city of Boston by: Providing key / secondary retail account coverage ...
    Volvo Car UK appoints Mark Cox as national sales manager  AMVolvo Car UK has appointed former Volkswagen Group national network development manager Mark Cox as its national sales manager, with immediate effect.
    Sales Steering Coordinator  BusinessGhanaSales Steering Coordinator Location: Tema Our client, an international Shipping company is looking to hire a...
    Discover 4 Vital Benefits of a Sales Enablement Program  Business 2 CommunityIt's no secret that marketers use data and technology to gain insights. It's been this way for decades. But something big is now changing. Sales enablement has ...
    How to Stop Your Tech Stack From Failing Your Salesforce  Business 2 CommunityThink of a tech stack as the reinforced steel holding up a skyscraper. For most users, the steel is fundamental to its function but completely invisible. Workers in ...
    General Sales Manager | Careers at KULR-8  KULR-TVBillings-based GSM to oversee sales activity for KULR & SWX-TV. Supervise local sales staff & work closely with commercial producers to maximize revenue.
    Pegasystems Sees Sales Growth, but Not Profits, in 2019  The Motley FoolThe software specialist's earnings continue to be pressured by the shift toward a subscription selling model.
    Insurance Industry Thought Leader, Don Bailey, Joins Zywave Advisory Board  GlobeNewswireMILWAUKEE, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Zywave, a leading insurance tech provider with the most expansive portfolio of sales management and ...
    EXHIBITTRADER.COM Adds Kimberly Long as CCO, Senior VP of Sales  Exhibitor OnlineEXHIBITTRADER.COM, Inc., a Dallas based Corporation, is pleased to announce the addition of Kimberly Long to our expanding team as Chief Customer ...
    Inside Sales Manager - Grubhub  Built In ChicagoGrubhub is hiring for a Inside Sales Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
    Michigan Radio is hiring a Director of Corporate Support  Michigan RadioJob Summary: Michigan Radio is accepting applications for a Director of Corporate Support. Michigan Radio is a public media *service* of the University of.
    San Diego Kimpton appoints new group sales, meeting managers  Hotel ManagementSan Diego's Kimpton Solamar Hotel appointed Rosaline Verhoog as group sales manager and promoted Crystal Wagner to executive meeting manager of the ...
    House Beer - Area Sales Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comJob Description. House Brewing, Inc (House) in Venice, CA is looking for an Orange County Area Sales Manager to help their Sales and Marketing Team.
    Sales People/Manager Churn Is Unacceptable!  Business 2 CommunityOver the past several weeks, I've been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on ...
    4 Components to Optimize Your Sales Organization  Business 2 CommunityI recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are ...
    USA Technologies Announces Partnership With G&J Marketing And Sales  VendingMarketWatchFebruary 21, 2019 07:30 AM EST. MALVERN, Pa.--(BUSINESS WIRE)--USA Technologies, Inc. (NASDAQ:USAT) ("USAT"), a premier digital payment, consumer ...
    Air Niugini run sales conference a success  POST-COURIERAir Niugini successfully hosted a two-day sales conference in Port Moresby last week, attended by the airline's domestic and international sales teams together ...
    $218.98 Million in Sales Expected for Ares Management Corp (ARES) This Quarter  Fairfield CurrentWall Street analysts expect Ares Management Corp (NYSE:ARES) to announce sales of $218.98 million for the current quarter, according to Zacks.
    The Selling Skill Distributors Should Seek from Their Sales Force  Modern Distribution ManagementHiring top sales talent is no easy task. More than one sales manager has been frustrated when discovering he hired a terrific interviewer — not a terrific ...
    Regional Sales Manager North West - Drinks job with Global Brands Limited | 794576  The GrocerGlobal Brands is an independent drinks company which owns, markets and distributes an enviable collection of products across the UK and Internationally.
    Advanced Chemical New Hires Signal Continued Growth  Markets InsiderWARWICK, R.I., Feb. 21, 2019 /PRNewswire/ -- Advanced Chemical Company (ACC), the industry leader in high-grade thermal reduction and chemical refining ...
    ESL Vision Announces New Southeastern Regional Sales Manager  LEDs MagazineSALT LAKE CITY, UTAH—February 4, 2019—ESL Vision, a cutting-edge manufacturer of innovative LED lighting solutions, is pleased to introduce Sharon ...
    3 Things HubSpot's Management Wants Investors to Know  Motley FoolManagement for the cloud-based marketing software and services company offered details on subscription revenue, international sales, and buying habits.
    Murata Machinery Hires North American Sales Manager for Fabrication Products  Modern Machine ShopJeff Tyl will be Murata Machinery USA's new North American sales manager for fabrication products. Mr. Tyl has over 12 years of fabrication management ...
    Ecliptic Brewing - Marketing Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comPosition Title: Marketing Manager. Supervisor: Owner FLSA Status: Exempt Wage Grade: Salary. Supervisory: Some shared employees with Sales Manager.
    Audiofly appoints new international sales manager  Appliance RetailerTo support global growth plans. Australian headphone brand, Audiofly has appointed a new international sales manager, Ian Seaman, who will replace Matt ...
    Factors Likely to Influence Office Depot's (ODP) Q4 Earnings  NasdaqOffice Depot, Inc. ODP is slated to release fourth-quarter 2018 results on Feb 27. This supplier of a range of office products and services has.
    Eight questions to… Mark Ballance, general sales manager, McLaren Leeds  AMMark Ballance, general sales manager, Parks Motor Group, McLaren Automotive Leeds, on working your way to the top.
    Funnel Metrics announces Funnelocity on Salesforce AppExchange, the world's leading enterprise apps marketplace  GlobeNewswireSalesforce customers can now benefit from Funnel Metrics' next-generation Sales Management application to identify, measure and score key selling attributes ...
    Purplebricks shares dive on sales outlook shock  BBC NewsShares in estate agents Purplebricks plunged after it slashed its sales forecast and announced the departure of two senior executives. The company expects ...
    Revenue from the Sales of Configure, Price, Quote (CPQ) software Market to Increase Exponentially During 2017 – 2025  Digital Day NewsConfigure, Price, Quote (CPQ) software helps the customers in configuring the products from a set of available components, products and services, to generate ...
    What Is Sales Enablement? 10 Industry Experts Explain  G2 CrowdIn a perfect world, all of a company's departments would work in-sync without any lapses in productivity or communication. Every customer would feel completely ...
    Great American Group Operates Store Closing Sales at All Payless ShoeSource Locations in the United States  GlobeNewswireLOS ANGELES, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Great American Group, LLC, a leading provider of asset disposition solutions and wholly-owned ...
    Two Members of AHB Management Team Purchase AHB Tooling & Machinery  Industrial DistributionAHB Tooling & Machinery, Inc. announces two senior leadership team members have purchased the metalworking distributorship from previous owner Kevin ...
    Odell Brewing Company - Marketing Project Manager - Brewbound.com Craft Beer Job Listing  Brewbound.comABOUT ODELL BREWING. Since 1989, the culture of family and collaboration has thrived, fostering a brewery full of beer-centric people. It is this passion for ...
    Jaguar Land Rover Is Headed for a Cash Crash  BloombergSpending has gotten out of control despite underwhelming sales. Management needs to show it can be reined in.
    Country Road Group: full price sales see $61 million profit  RagtraderCountry Road Group has seen total sales grow 2.3% for the half year to December 30. Sales grew 0.5% on a like-for-like basis, with gross profit margin up 0.3% ...
    Gildan Activewear Reports Strong Results for the Fourth Quarter of 2018  NasdaqQ4 2018 GAAP diluted EPS of $0.29, up 16%, adjusted diluted EPS 1 of $0.43, up 39% over last year and in-line with Company guidance Net sales of.
    a2 Milk Reaches National Distribution Marketing to 12400 Stores  Dairy Herd ManagementThe a2 Milk Company has achieved its goal of getting national distribution in the U.S. after adding Kroger and Albertsons/Safeway grocery stores to its portfolio.
    Customer relationship management goes high tech  INQUIRER.netAt first glance, it would be easy to mistake enterprise software Squadzip for a social media website, as it has all the trimmings—likes, comments, profile ...
    5 Key Technology Solutions That Distribution Businesses Should Adopt to be Successful in 2019  Business 2 CommunityCloud computing is a game-changer for businesses of all sizes, enabling them to compete with larger enterprises by giving them access to the advanced ...
    New Media Manager  TV News CheckWebsite WHDH-TV, 7 NEws Boston, MA. Local News-Boston, MA. RESPONSIBILITIES: New Media Manager will generate new and *service* existing local ...
    Enerflex Announces President and Chief Executive Officer Succession  GlobeNewswireCALGARY, Alberta, Feb. 21, 2019 (GLOBE NEWSWIRE) -- Enerflex Ltd. (TSX:EFX) ("Enerflex" or the "Company" or “we” or “our”) today announced that J. Blair ...
    Form 6-K/A Canopy Growth Corp For: Feb 15  StreetInsider.comGet instant alerts when news breaks on your stocks. Claim your 2-week free trial to StreetInsider Premium here. UNITED STATES. SECURITIES AND ...
    Pharmacists, lawyers, CEOs: A look at the highest paying jobs for women  USA TODAYThe most recent available data from the Bureau of Labor Statistics shows that women in full-time positions still make just over 80 cents on the dollar compared to ...
    Guess what's brewin' at Rutgers games? Beer sales! And RU officials expect profits to be stout  NJ.comRutgers will be selling beer and alcohol to football fans sitting throughout HighPoint.com Stadium in 2019 and men's basketball fans at the RAC in 2019-20.
    3 Interactive Lead Qualification Tools for a Faster Sales Cycle  Business 2 CommunityIn the face of increasing goals and changing preferences of B2B buyers, sales and marketing teams alike are being forced to evolve in order to meet the needs ...
    Lee Enterprises' TownNews to purchase content management system business from GTxcel  The GazetteDavenport-based Lee Enterprises' subsidiary TownNews will purchase the *content* management system business from GTxcel, a Boston-headquartered digital ...
    Mayne Pharma posts 35% increase in underlying half year profit  Motley Fool AustraliaThe Mayne Pharma Group Ltd (ASX:MYX) share price will be on watch on Friday after it released its half year results...
    Regional Management Corp (RM) A nticipated to Post Quarterly Sales of $85.00 Million  BharataPressWall Street brokerages forecast that Regional Management Corp (NYSE:RM) will post $85.00 million in sales for the current fiscal quarter, Zacks reports.
    Analysts Anticipate Regional Management Corp (RM) Will Announce Quarterly Sales of $85.00 Million  BharataPressWall Street analysts predict that Regional Management Corp (NYSE:RM) will report $85.00 million in sales for the current fiscal quarter, Zacks reports.
    Village Roadshow CEO Graham Burke to step down after 30 years  The Australian Financial ReviewLong-time Village Roadshow chief executive Graham Burke will step down at the end of this year after more than 30 years in the top job at the under-pressure ...
    Latest Jobs - Embedded Generation - Business Development Manager - Redzone Recruitment  Energy Live News - Energy Made EasyOur client is seeking an Embedded Generation – Business Development Manager. As an established UK energy supplier capitalising on developing markets, ...
    NIO (NIO) versus MAZDA MTR CORP/ADR (MZDAY) Head to Head Analysis  PressOracleNIO (NYSE:NIO) and MAZDA MTR CORP/ADR (OTCMKTS:MZDAY) are both mid-cap auto/tires/trucks companies, but which is the superior business? We will ...
    Seen & Heard: Lenders preparing to pull cashback deals on mortgages  The Irish TimesMortgage incentives likely to be phased out amid fears of misleading customers.
    General Electric's Crown Jewel Soaring Higher  Seeking AlphaAlthough sales orders disappointed in 2018, robust order numbers suggest that the LEAP engine is taking off in a big way. Aviation, GE's strongest and most ...
    Job hunting? Here are 34 companies hiring in Birmingham, including Lakeshore Foundation, Expo Displays and Gus's World Famous Fried Chicken  Bham NowWe have 34 great job opportunities up for grabs this week, so be sure to click that apply button and land that new career!
    Identifying Crucial Reasons for a CRM Project Failure  CIOReviewA customer relationship management (CRM) is data analysis of customers' historical data with a company to improve business relationships with customers by ...
    Why Your Best Sales Person May Be Your Worst Sales Manager  Forbes NowI've seen this movie so many times before that I know every scene by heart. The company is badly in need of a vice-president of sales. The CEO takes notice of ...
    Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
    Floor & Decor Holdings, Inc. Announces Fourth Quarter and Fiscal 2018 Financial Results  Associated PressATLANTA--(BUSINESS WIRE)--Feb 21, 2019--Floor & Decor Holdings, Inc. (NYSE:FND) (“We,” “Our” the “Company,” or “Floor & Decor”) announces its financial ...
    No sales managers? No problem! You can still sell well – here’s how  YourStoryDevang Mehta from Anthill Ventures talks about how startups can leverage technology and innovative solutions to sell without the need for traditional sales.
    BWX shares surge an outlook as first half profit slides  The Australian Financial ReviewShares in BWX Limited surged on Friday afternoon after CEO Myles Anceschi painted an improved outlook, putting the distractions of a failed buyout behind the ...
    Mattel forecasts a year of flat sales despite growth in Barbie and Hot Wheels  MarketWatchMattel talked up its big names during a recent analyst meeting, but is guiding for a flat year in sales.
    Sales and Sales Management Is Broken  Business 2 CommunityI have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven't had the opportunity to read it, make sure you take the time to ...
    Assessing the Intelligence of AI Marketing Tech  Business 2 CommunityIn 2011, IBM Watson had just beat champion Ken Jennings on Jeopardy! and Paul Roetzer decided to apply that same technology to marketing. In an episode of ...
    10 Qualities of a Great Sales Manager  Builder MagazineToday's sales managers need a complex set of abilities to succeed and here, we list the 10 most important skills needed to turn a good sales manager into a ...
    This School For Wine Adds An Online Wine Sales Management Course  ForbesThe first U.S. school of higher education to offer a wine industry MBA now offfers an online course in wine sales management.
    4 Ways To Develop Your Sales And Marketing Skills  Youth IncorporatedSales management is not about talking all the time, it is about listening, identifying, understanding and ultimately providing a solution.
    Spin CRM | A Sales Anf Customer Relationship Management System  StartupWorldWith Spin CRM, It's easier to manage your sales – manage sales processes and track sales. You can adjust sales processes at higher rate.
    United Finds Way to Make Up for Weak Transatlantic Economy Sales  SkiftUnited Airlines is struggling to fill transatlantic economy class seats at reasonable fares, but is making up the difference by capitalizing on a robust United ...
    Infiniti Research's State-of-the-Art Marketing Management Strategies Enhanced Market Impact and Sales – Request a Free Proposal Now!  Business WireInfiniti Research has announced the completion of their latest article on the major benefits of a marketing management process.
    LevelEleven Scales Sales Management Platform for the Enterprise  GlobeNewswireDETROIT, Sept. 24, 2018 (GLOBE NEWSWIRE) -- Over the past year, LevelEleven has added several new Enterprise organizations to its growing customer ...
    How Sales Managers Secretly Sabotage Revenue  Forbes NowIf you're like most business leaders, you invest heavily in your sales force, but there's one rule that is usually ignored- your frontline sales manager.
    Facebook Lead Ads vs. Landing Pages: Which Is Better? [Data]  Business 2 CommunityA couple weeks back, I presented some new data around Facebook Lead Ads at Mobile Monkey's 2019 Facebook Ads Virtual Summit. Facebook advertisers ...
    Why is the Role of Strategic Sales Management so Vital to Businesses?  NEC News & EventsThere are many advantages to earning a business degree with an emphasis on strategic sales management. They include the following.
    TAPMI plans Marketing & Sales Management course  BusinessLineThe Manipal-based TA Pai Institute of Management (TAPMI) has proposed to launch a two-year full-time post-graduate diploma in management programme in ...
    Is Sales an Art or a Science? It’s Both  Business 2 CommunityWorking as a sales person or being a small business owner who sells to customers is an interesting life, because every day is different and the process of selling ...
    What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
    The alarming findings about the 'Peter Principle' and sales managers  SmartCompany.com.auHave you ever worked with someone who was really effective in one role but then promoted to other roles, usually in management, and ended having no idea ...
    Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
    4 Key Principles of Negotiation in Sales  Business 2 CommunityNegotiation in Sales is About Perspective. Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority ...
    What Should You Know About Marketing Management?  London School of Business and FinanceIf you are creative and have a knack for business, you should think about taking up a career in marketing management. It is an exciting and dynamic career ...
    One Step Back, Two Steps Forward  Business 2 CommunityHave you reached a stale point in your career and found yourself lost on what to do next? Alternatively, have you considered a promotion and found it's just not a ...
    Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better  ForbesIn sales, there were lessons to be learned in 2018. Here are the top five insights I took away from my interactions with executives and sales leaders—and how ...
    Fujitsu Appoints David Trautman to National Account Sales Manager  Contractor MagFAIRFIELD, NJ — Fujitsu General America, Inc. welcomes David Trautman as the company's new National Account Sales Manager. Trautman started the ...
    Six CRM best practices for sales managers  Security Systems NewsIf there is one thing all sales people can agree upon, it's that most companies have a poor CRM process.
    10 Ways Machine Learning Is Revolutionizing Sales  ForbesSales teams adopting AI are seeing an increase in leads and appointments of more than 50%, cost reductions of 40%–60%, and call time reductions of ...
    Ohio Transmission Corporation Acquires Filter and Coating Technology, Inc.  Industrial DistributionOhio Transmission Corporation, an industrial equipment *service* provider and distributor headquartered in Columbus, Ohio, announces the acquisition of Filter ...

  • SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

    Here's the scene. You're at the trade show, having a... Read More

    How to Maximize Account Penetration and Jump-Start Sales

    Maximizing account penetration is one of the most critical functions... Read More

    Online Sales: Secret To Increase Your Sales By Bundling Your Products

    Microsoft has used this online sales secret to become a... Read More

    Stop Drowning: Nine Strategies For Managing Your Priorities

    I just got off the phone with Susan. She is... Read More

    Increasing Sales by Using Coupons - Will it Help Your Business?

    Increasing Sales by using Coupons. Will it help your business?... Read More

    How To Become A Better Sales Manager

    YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

    Overcoming Sales Objections for Small Business Networks

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

    Producing Premium Performance

    One of the major issues that arises in managing a... Read More

    Investing in Your Sales Team

    While there's no easy answer to this question, there are... Read More

    The Four ?D?s of Sales Management

    Recently I stumbled across some notes that I had kept... Read More

    Snowflakes Improve Holiday Sales

    Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

    Finding A Sales Force That Pays For Itself

    The elements involved in building a sales force, especially one... Read More

    100% Commission Equals Zero Percent Control

    The temptation to use straight (100%) commission plans never goes... Read More

    Energize Your Organization

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

    Outsourcing the Sales Function

    Small to medium companies that want to increase sales or... Read More

    Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

    Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More

    How Many Salespeople Should I Hire?

    One of the most asked questions I get is how... Read More

    How to Improve Your Management Procedures Usability

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

    Sacking Clients: Brand Power Wheel

    Remember in the last message we talked about your directional... Read More

    3 Secrets That Set The Context For Sales Success

    In today's competitive environment, every organization is trying to improve... Read More

    10 Things to Help Your Business When Sales Are Slow During the Holidays

    Twiddling your thumbs and waiting for some business to come... Read More

    Raise Your Fees Overnight!

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

    How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

    Imagine increasing your business earnings by 30, 40, or 50%.... 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

    T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

    A number of sales "Gurus" have promoted the theory that... Read More