WHEN TECHNOLOGY IS IN CHARGE: A CAUTIONARY TALE

What do you do when your computer crashes? Or, say you need to call a family member or friend, but don’t have your cell phone… can you recall the number? If you’re like most people, you’re hard-pressed to get any work done without your computer and without your cell phone in hand, you’re lucky to […]

Competitive Culture: The Role of Commitment in Sales

JUST ABOUT EVERYONE HAS SOME LEVEL OF COMPETITIVE SPIRIT… WINNING MATTERS TO US! We like the recognition and the satisfaction. But that’s not enough in a sales organization. Businesses that are dependent on direct customer contact need more from salespeople than the satisfaction of winning individually. They need a commitment to the success of the business as a […]

Preparing for Chaos: Knowing What Works in the Sales Game

The ancient Roman philosopher Seneca once said: “Luck is what happens when preparation meets opportunity.” We tend to think of highly successful business, political and social leaders as visionaries. But look closer and you’ll see that they succeed by possessing the right skills and making use of the appropriate tactics for the jobs they face […]

THE CHAOS OF COMMERCE

Sales organizations have always faced daunting challenges in trying to create seamless workflow processes, but that has never been more the case than it is now. People are living longer, and a single work environment can include employees from four generations. They have not only grown up at different times, but with different values and (frequently) […]

Practicing Powerful Communication Skills

Think back to the worst boss, colleague, or employee you’ve ever had and then seriously consider what was lacking. It’s likely that you’ll include poor communications skills or perhaps a lack of commitment, both of which are consistently identified as key leadership traits. Few people will argue with the assertion that being a powerful communicator […]

Why Empowering Employees is Mission Critical

Back in the late 1980s many companies latched onto the emerging concept of empowering employees. For the next two decades, they hired countless training consultants to indoctrinate staff with the concept of empowerment as added responsibility and accountability. The failure of those old initiatives is demonstrated by today’s high levels of employee dissatisfaction. Nearly eight […]

How Saying “Yes” Can Be Empowering

There is an element of excitement in hearing the word “yes”. Remember how cheerful you would feel after your parents said yes to even the simplest of things? We continue to experience a little of that throughout our lives. Hearing yes gives us a bit of instant happiness, satisfaction, and validation that can greatly influence our […]

Five business lessons to learn from Grandma’s Thanksgiving dinner

Year after year we go over the river and through the woods to grandmother’s house for Thanksgiving dinner. Have you ever considered the lessons we might learn from making the trek? Here are some I came up with. 1.  Focus on what you do best. Sure, grandma occasionally tries out a new recipe. But she […]

Teaching the Talk

Training employees in communication and commitment is a game changer in business and in life, Dan Molloy says. Dan Molloy realized 20 years ago that businesses don’t know how to communicate with customers. He’s waging a one-man campaign to change that. Consider the typical phone conversation between a customer and the sales rep who answers […]