Energize Your Organization

No matter what you do, it seems, your employees do only what's absolutely necessary to get along. You've handed out raises across the board year after year. You've been as generous as you can be with various incentives. Now you're at wits end. You ask in frustration, "What will it take to motivate my employees?"

The answer is not in the workers, but in your organization. Employee motivation is usually treated as a problem of the individual worker. Motivation programs and initiatives try to inspire employees to work harder, but they do nothing about the work conditions that continue to demotivate those same employees.

Discover the flaws in your organizational systems that are demotivating your employees and eliminate them. For example, if your reward systems reward speed over safety, then your employees aren't motivated to work safely. Eliminate unclear or conflicting expectations. And, at the same time, add elements that motivate your employees, such as delegating authority.

One of the best ways to motivate your employees is to break with tradition and reengineer processes. Motivating employees today means breaking away from the employee-as-cog tradition. Encourage employees to be active, think and take initiatives, and enjoy their work.

Keep your employees productively busy. In motivating organizations, employees should leave work feeling that they accomplished something worthwhile. Don't allow them to be passive. For example, instead of letting them wait for assignments, encourage them to use downtime to carry out self-improvement activities or ways to improve their jobs.

Your organizational system should encourage employees to have fun. For example, let them jazz up the physical environment with personal decorations. Part of encouraging fun is a offering a variety way of life, such as job sharing and temporary work assignments. And when you let employees make more choices in their work schedules, break times, and special projects, you'll find that productivity will go up.

Motivational production systems encourage self-measurement. Use performance measurement positively to encourage, facilitate, and guide, not control, punish, or find fault. Allow employees to measure their own performance. It's the surest way of showing that the system is there to help, not "get" them. This helps create a climate of appreciation. And well thought out expressions of appreciation are powerful motivators.

Traditional or "Industrial Age" organizations do all the planning while employees are simply asked to implement what management has planned. This separation between "thinkers" and "doers" is demotivating to non-management employees. We are now in the "Communication Age," where you need to involve all employees, from the executive suite to the shop floor, in both strategic and operational planning. This is a radical change from the past, and not easily accepted by management.

To effectively involve employees in planning you have to maximize opportunities for employee input and planning. Employees of today are more educated and knowledgeable than ever. They often have more knowledge about many aspects of their work than most supervisors. And they are often closer to the customer than the management is. But it is important to phase in employee involvement. Start them off as consultants and eventually involve them in complex strategic and operational planning.

Always involve employees in goal setting. Employees will be much more committed to goals set by themselves than by a supervisor. And never forget that employees have valuable ideas on the big questions: Who are our customers? What are our strengths? How can we improve our long-term performance?

You cannot successfully reengineer any processes in your organization without providing recognition for planning efforts. Let your employees know: "You are making a major contribution to the organization." Involving employees in planning shows the company's respect for their skills, encourages employees to increase their contributions to the company, and gives them an ownership stake in what they will be asked to do in the future. The "doers" will do things better than ever before.

In most employee-attitude surveys, one of the most common concerns employees have is a lack of communication. In fact, lack of communication is a root cause of the most common work demotivators, such as office politics, unclear expectations, unnecessary rules, and constant change. How employees perceive, and feel about, communication in their organization plays a large part in the motivational climate. Communication done right, therefore, is one of management's key motivational tools.

When you're on an airplane and it encounters turbulence, or if the flight is delayed, you want to know why. Not knowing the whole story makes you nervous. Employees also want to know what is causing the bumpy rides in the organization. What people don't understand, they often perceive as a threat.

If your employees can't find out what they want to know from you, they'll start looking elsewhere. That's why every organization has a grapevine or rumor mill to compensate for lack of information. But you will defeat the rumor mills and remove perceived threats to employees by communicating as openly as possible.

If you truly want to energize your organization you need to communicate virtually everything to your employees. Employees want to be, and should be, aware of the company's strategy, goals, sales, costs, profit and loss. These things need to be communicated frequently, and promptly. If something of importance happens, don't wait to tell employees. They'll hear about it through the grapevine, will wonder why they weren't told, and start to distrust your communication.

Make a point of sharing the good news. When something good happens in a particular area, let the entire organization know about it. Employees will be excited about working in a company where so many positive things are happening. But don't just communicate the good news. Employees know that the news is not always good. They will assume that you are keeping the bad news to just a select few if they never hear about it. And once again, they'll loose trust.

One-way communication sends an extremely demotivating message. It tells employees that their input is not valued or important. Just proclaiming that management's "door is always open" is not enough. Management must convince employees that they are truly interested in employee feedback.

You should schedule regular meetings in which senior executives sit down with employees in all areas of the company to discuss employee ideas and concerns. When you do this it is always a good idea to draft agendas for these meetings with input from employee participants. This will give employees more ownership in the meeting.

Establishing a Performance Development Process is one of the best ways to motivate employees and really energize your organization. Performance appraisal is often demotivating because appraisals are linked to compensation concerns, and sometimes to disciplinary measures. Even employees that generally perform well will be defensive and fearful about any negative feedback they receive.

The purpose of appraisals is to encourage development, not focus on compensation or discipline. A Performance Development Process reflects an emphasis on development over reward and punishment. By including the word "process," you are sending the message that performance appraisal is a continuous exercise and not just a year-end tally.

A Performance Development Process consists of four steps:

1. Performance planning. Employees and their supervisors meet at the beginning of each performance period to discuss expectations.

2. Regular feedback. Employees receive ongoing, informal feedback on a daily basis if possible, on a weekly basis at minimum.

3. Interim reviews. Employees shouldn't have to wait for the end of the year for comprehensive feedback. Interim reviews (weekly, monthly, or quarterly) remove many of the negatives associated with one-shot annual reviews.

4. Annual reviews. This should be a simple summary of previous reviews.

Any motivation program, such as an inspiring speaker, can create an instant surge of motivation. But it soon dissipates. By identifying and eliminating demotivators and establishing open and positive communication with your employees, you will create a work structure that naturally leads employees to be, and remain, motivated.

Copyright© 2005 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide.

Joe Love draws on his 25 years of experience helping both individuals and companies build their businesses, increase profits, and achieve total success. He is the founder and CEO of JLM & Associates, a consulting and training organization, specializing in personal and business development. Through his seminars and lectures, Joe Love addresses thousands of men and women each year, including the executives and staffs of many of America's largest corporations, on the subjects of leadership, self-esteem, goals, achievement, and success psychology.

Reach Joe at: [email protected]

Read more articles and newsletters at: http://www.jlmandassociates.com

In The News:

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 ...
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 ...
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.
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 ...
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 ...
San Diego Kimpton appoints new group sales, meeting managers  Hotel ManagementRosaline Verhoog was hired as group sales manager and Crystal Wagner was promoted to executive meeting manager of the 235-room boutique hotel.
Sales Account Executive, Church Management Solutions - Blackbaud  Built In AustinBlackbaud is hiring for a Sales Account Executive, Church Management Solutions in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Empowerment & Training Manager - Infutor Data Solutions  Built In ChicagoInfutor Data Solutions is hiring for a Sales Empowerment & Training Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
President Duterte's governance is akin to the job of a shrewd sales manager  Manila BulletinOPINION AND OPTION. By ELINANDO B. CINCO. Elinando B. Cinco. “Foremost of all, always strive to sell your products to a huge number of consumers and ...
Sea Delight appoints new sales manager for Canada  SeafoodSourceSea Delight Canada has found its new sales manager in Albert Levy, an experienced business developer and leader for international markets.
Alexander Group Publishes “The Front-Line Sales Manager Field General”  Arizona Daily StarSCOTTSDALE, Ariz.--(BUSINESS WIRE)--“The Front-Line Sales Manager ─ Field General” is now available. This.
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 ...
How Tock's sales team is leading a paradigm shift in the way restaurants operate  Built In ChicagoFor many restaurants, life is a bit like how philosopher Thomas Hobbes once described the existence of humans: “nasty, brutish and short.” But Tock, with its ...
Appointments | AWIN ONLY content from Aviation Week  Aviation WeekRaphael Fabian has been named director of European Affairs at the General Aviation Manufacturers Association.
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.
Nor-Lake Names National Sales Manager  Foodservice Equipment & SuppliesNor-Lake hired Dan Muldowney to serve as national account manager.
NVIDIA's Q4 Report: 24% Lower Sales, Earnings Cut in Half  Motley FoolThe company's latest and greatest graphics chips failed to find a market over the holidays. Management hopes that the next quarter will form the bottom of this ...
AgentOwned Realty's Mount Pleasant and Isle of Palms offices welcome new agents  Moultrie NewsKristyn Ackerman, Kelley Argraves, Cheryl and Tim Clements, and Erin Eisele have placed their licenses with AgentOwned Realty's Mount Pleasant office at 824 ...
Newell Brands Stock Falls as Sales Raise Concern  Barron'sNewell Brands pulled in less revenue than expected last quarter, and management gave investors little reason for hope about sales in 2019—a combination that ...
Spin Master Reports Preliminary 2018 and Q4 2018 Gross Product Sales(1)  PRNewswireFull Year 2018 Gross Product Sales1 Increase 3.1% TORONTO, Feb. 13, 2019 /PRNewswire/ - Spin Master Corp. ("Spin Master" or the "Company") (TSX: TOY;...
ON THE MOVE  Times Union FINANCIAL. LEVERPOINT MANAGEMENT LLC. Recommended Video. Created with Sketch. An Error Has Occurred. Sears Officially Files for Bankruptcy. Speed.
Randy Wooden: “Soft skills vs hard skills” in the job market  Winston-Salem JournalWhile recently attending Winston-Salem's “State of the Economy” luncheon, I spoke with an executive director and former president/CEO for a few minutes.
Field office sales and sales management positions have similar turnover rates to sales support and service-type positions, finds Eastbridge's latest report  GlobeNewswireAVON, Conn., Jan. 22, 2019 (GLOBE NEWSWIRE) -- Most carriers experienced turnover rates of all field positions of 20 percent or less in the last few years, and ...
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.
Jim Langley: The Price of Paradise | Homes & Lifestyle – Noozhawk  NoozhawkMore than 30 years ago, my wife and I had the wonderful opportunity to relocate to beautiful Santa Barbara. In order to make the move, I was required by my ...
Spudsy - West Coast Regional Sales Manager needed in SPUD LAND! - BevNET.com Beverage Industry Job Listing  BevNET.comSpudsy Sweet Potato Puffs were born out of an obsession to share the goodness of Sweet Potato's in a healthy snack platform and I mean.. What better way than ...
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 ...
Employees at company accused of bribing doctors rapped, danced around a giant bottle of a highly addictive fentanyl spray  Chicago TribuneEmployees at a drug company accused of bribing doctors rapped and danced around fentanyl spray in a video meant to motivate sales reps to push the drug.
4 Sales Trends That Will Reshape the Selling Process in 2019  EntrepreneurIt is the beginning of the year and it is the best time to take a minute to reflect on what we achieved last year, and what we want to set for 2019. Here are the top ...
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 ...
A Closer Look at eBay's Payments Opportunity  NasdaqeBay (NASDAQ: EBAY) and PayPal (NASDAQ: PYPL) aren't renewing their operating agreement that was penned when the online marketplace business spun ...
SixAxis welcomes Jack Murphy as Vice President of Sales as the executive leadership team rises to meet the demands of a growing company  PRNewswireANDREWS, S.C., Feb. 12, 2019 /PRNewswire/ -- SixAxis announced the appointment of Jack Murphy to the executive leadership team on January 7th, 2019.
Murata Machinery taps new North American sales manager for fab products  Canadian MetalworkingJeff TylMurata Machinery USA, Charlotte, N.C., is excited to introduce Jeff Tyl as the North American Sales Manager for Fabrication Products.Tyl has over 15 ...
Cover Story: Saving Retirement  ChristianityToday.comGrowing old is not what it used to be. For millions of retirees, that may actually be good news.
52-year-old graduates from Bexar County Sheriff's Office Academy  KSAT 12Francisco Garza is the class's oldest member at 52. Academy staff members appointed him as class leader, and he also spoke at the graduation.
AI and Sales: What We Misunderstand  Business 2 CommunityBased on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We are ...
Competitive Situation: Sales Pipeline Management Software- Emerging Markets in Developing Countries  Fashion HeraldLatest Research Report “Sales Pipeline Management Software Market – Global Industry Trend Analysis 2013 to 2017 and Forecast 2018 – 2028” provides ...
Top European Soccer Club Is to Be Led by Former Potash King  BloombergThe AS Monaco football club is set to hand over the reins to a Russian industrialist with plenty of experience in digging up minerals but none in extracting ...
Miami Dolphins Announce Staff Additions To Marketing, Partnerships & Ticketing Teams  MiamiDolphinsMiami, FL – The Miami Dolphins announced senior level additions to the organization with the marketing, partnerships and ticketing departments. Steve Mullins ...
Inside Luka Doncic's 'stratospheric' marketing potential: Instant hit, selective partners and the mother lode that awaits  Dallas NewsVernon Bryant/Staff Photographer. FILE - Dallas Mavericks guard Luka Doncic (77) makes his way onto the court as he is introduced before a preseason game ...
Boston Therapeutics Announces Official Sales and Marketing Launch of Sugardown® in Asia  GlobeNewswireLAWRENCE, Mass., Feb. 14, 2019 (GLOBE NEWSWIRE) -- Boston Therapeutics Inc. (the “Company” or “BTI”) (OTCQB:BTHE), an innovator in the design, ...
J2414 – Sales Manager, Technology Finance – UK, SE Eng / Mids preferred – Asset Finance  VerdictCareer opportunity brought to you by. NEW LEAF SEARCH www.newleafsearch.com +44 (0) 203 740 7222. Job Reference: SMV/J2414. Job Title: J2414 ...
Global Fluid Management System Market Regional Landscape, Production, Sales and Consumption Status and Prospects 2018-2023  The Spring TimesThis Fluid Management System Market research report provides an in-depth research about the overall state of Fluid Management System Market, the newest ...
Why Buying Sonos After the Dip Is Not a Leap of Faith By Any Measure  Investorplace.comA small cadre of SONO stock analysts see 50% upside in the shares. Will investors see opportunity in Sonos?
Raytheon International CEO on weapons sales to Saudi Arabia: 'We don't make policy'  CNBCAmid calls by U.S. lawmakers to reduce weapons sales to Saudi Arabia and other Gulf countries involved in offensive warfare in the Middle East, corporates in ...
Max Your Marketing in 2019: Top 5 Trends Marketers Need to Know  Business 2 CommunityWe've all had that experience where we enter a store excited to browse and then quickly flee from overly ambitious sales personnel, seemingly salivating after ...
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 ...
Sitecore Recognized in Row as a Leader in 2019 Gartner Magic Quadrant  MarTech SeriesSitecore, the global leader in digital experience management software, announced that the company has once again been positioned as a Leader in Gartner's ...
Higher fertilizer prices in 2019 dictate increased management...  AG WeekAs farmers plan for the upcoming growing season, they are facing higher fertilizer prices verses 2018 and that is dictating increased management.
Brokerages Expect Apartment Investment and Management Co (AIV) Will Announce Quarterly Sales of $238.01 Million  Baseball Daily NewsEquities analysts expect Apartment Investment and Management Co (NYSE:AIV) to post $238.01 million in sales for the current fiscal quarter, according to Zacks ...
Walmart lawsuit: Women are suing again over gender discrimination  Vox.comWalmart won a Supreme Court case over gender discrimination case in 2011. Now women are suing Walmart once again.
Foster Farms appoints new CEO | 2019-02-14  Meat & PoultryLIVINGSTON, Calif. – Foster Farms Inc. named Dan Huber chief executive of the company effective Feb. 13. He succeeds Laura Flanagan who resigned to ...
More Than 1,500 Layoffs At 9 NJ Businesses Coming: Heres Where  Toms River, NJ PatchMore than 1,500 layoffs are planned at nine New Jersey businesses as the state braces for more store closings and cutbacks in the coming ...
Sinclair Promotes Todd Ricke To General Manager In Chattanooga, Tennessee  PRNewswireCHATTANOOGA, Tenn., Jan. 21, 2019 /PRNewswire/ -- Sinclair Broadcast Group, Inc. (Nasdaq: SBGI) ("Sinclair") announced that Todd Ricke has been ...
PG&E should get out of the energy sales business, local governments say  Los Angeles TimesA coalition of Northern California cities and counties is calling for state officials to remove Pacific Gas & Electric from the business of buying and selling electricity ...
5 Unique Marketing Tools to Grow Your Small Business  Business 2 CommunityThese days, it seems there's a tool for just about every task in an e-commerce marketer's day-to-day. Just take a look at Scott Brinker's famous Marketing ...
BYD To Compete On Battery Technology; Not A Serious Car Manufacturer  Seeking AlphaChairman/CEO announced intent to spin-off battery unit in December '18. BYD's auto sales lag the industry as a whole - this is not their strong suit. The compan.
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 ...
MTN case pits Uganda against 4 nations  The East AfricanThe dramatic falling out between Uganda's largest telco MTN and the authorities, which culminated in Thursday's arrest and deportation of the company's chief ...
Here are the biggest holdings of Bill Ackman, who is doubling the return of the S&P 500 this year  CNBCActivist investor Bill Ackman's Pershing Square Holdings is off to a strong start in 2019 thanks to some key new stakes and outperformance of prior investments.
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 ...
Wells Fargo & Company MN Takes Position in Nio Inc – (NIO)  Fairfield CurrentWells Fargo & Company MN purchased a new position in Nio Inc – (NYSE:NIO) in the third quarter, according to its most recent Form 13F filing with the ...
Radiation Dose Management Market 2019 Report by Major Manufacturers Production and Sales Market Comparison Forecasts to 2024  Herald News PressRadiation Dose Management Market Report 2019 (Ask for Sample Report) provides a comprehensive analysis of the Radiation Dose Management Market by ...
IoT Data Management Market Industries Focus On Development Of New Products To Up Sales  Industry News Report“IoT Data Management Market by Solution (Metadata management, Data analytics and visualization, Data integration, Data migration, Data security, and Others) ...
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.
See Employers Hiring This Week In Coronado, Nearby  Coronado, CA PatchSee Employers Hiring This Week In San Diego County - Coronado, CA - Inn at Rancho Santa Fe, Jenny Craig, Fluid Sound, Rubio's, Mac ...
Brokerages Anticipate Regional Management Corp (RM) Will Announce Quarterly Sales of $84.14 Million  PressOracleBrokerages predict that Regional Management Corp (NYSE:RM) will report $84.14 million in sales for the current fiscal quarter, according to Zacks. Two analysts ...
Sarnia city hall, OHL's Sting face-off over arena agreement  The London Free PressSARNIA — The president of the Sarnia Sting says it makes fiscal sense to get rid of Sarnia's arenas manager.But his rationale is on shaky ground, says Rob ...
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 ...
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 ...
The 3 Most Important Takeaways From Canopy Growth's Quarterly Results  Motley FoolThis top marijuana stock reported sales grew at a breakneck pace last quarter, but that may only be the beginning.
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.
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.
Atlassian rewrites the SaaS playbook with beloved products like Jira  Business InsiderAtlassian is so vital to how businesses work, it's practically recession-proof, says BTIG's Joel Fishbein.
24 Books for Getting Ahead in Life  Inc.If pushing yourself to the next level is a fundamental part of your mindset, you have to be a reader. Reading (or listening to) books full of wisdom is a daily habit ...
Proposed shoreline management plan raises concerns around Candlewood  Danbury News TimesSome lake and town officials worry proposed changes to the shoreline management plan will weaken the health of Candlewood Lake, while FirstLight Power ...
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.
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.
Thinking About Sales Performance — That Is Sales Management Incompetence  Customer ThinkI'm a huge fan of the research done by the folks at CSO Insights. They are very gracious in sharing their research with me—Thank you! I was just reading their ...
Sales Manager  WJXT News4JAXWJXT is looking for an energetic, organized, and positive individual to lead WJXT's local sales effort to achieve specific revenue and share goals.
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.
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 ...
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 ...
Could General Electric Be a Millionaire Maker Stock?  The Motley FoolGeneral Electric (NYSE:GE) is in the middle of a massive corporate overhaul. Investors worried about its ability to navigate that evolution successfully have ...
Sunrise Lee: 5 Fast Facts You Need to Know  Heavy.comSunrise Lee is a former pharmaceutical executive accused of giving a doctor a lapdance as part of her company's scheme to bribe physicians into prescribing a ...
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, ...
Francesca Bellettini — a star at Saint Laurent  Financial TimesWith record profits and nearly €2bn in sales, it's no wonder the Kering brand's chief executive is smiling.
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 ...
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 ...
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 ...
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 ...
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.
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 ...
ICM and CRM Make Worthy Sales Management Partners  Destination CRMBy integrating incentive compensation management and CRM systems, sales leaders and reps are armed with the insights needed to maintain motivation and ...
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 ...
Veteran TV Sales, Management Executive Bob Klingle Dies  Broadcasting & CableBob Klingle, 62, veteran TV sales and management executive, died of prostate cancer Jan. 14 in Scotttsdale, Ariz., according to WHAS-TV Louisville, Ky., where ...
Sales management agency for Orange City Street project named  Times of IndiaNagpur: The ambitious Orange City Street project got a boost on Friday as standing committee of NMC okayed appointment of a consortium of Vestien Glob.
“Don't chase the money,” says Paolo Bugia of Phoenix Fuel Masters on finding your way  ABS-CBN NewsIt's safe to say now that the former PBA player and current Phoenix Fuel Masters team manager is a basketball success story, even if he found that success in his ...

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

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

Stop Drowning: Nine Strategies For Managing Your Priorities

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

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Raise Your Fees Overnight!

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

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

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

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

The Effective Executive

What does it mean to be an "effective executive"? Well... Read More

Sales Pipeline Forecasting Is There A Better Way?

To put it mildly most companies sales forecasting just isn't... Read More

How To Become A Better Sales Manager

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

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Finding A Sales Force That Pays For Itself

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

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Run a Productive Business From Your Car-Office

The way we do business has changed dramatically over the... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

How Many Salespeople Should I Hire?

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

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More