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M! BLOG

Attracting and retaining the best people is a conversation almost always reserved for supporting employees—the front line and behind-the-scenes workers who make companies tick. But what about sales people, shouldn’t they factor into that discussion as well? Isn’t the threat of losing a top revenue contributor just as unsettling? Losing a productive sales person can…
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One Example Of Strategic HR Thinking

A recent blog posting on Blessing White entitled HR’s Role in Strategic Thinking opens with this thought… “The keys to being a successful innovator have less to do with R&D process or the number of patents filed. Instead, what distinguishes innovative firms from the less-innovative ones are things like culture, talent, and incentive structure.” To…
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Reward The Rewarders? It’s Easy With Maestro

How can you get your managers—the very people who will be rewarding your employees and sales people—more involved in using reward programs? Here’s a hint: Think about rewarding them. That’s right, reward the rewarders! The promises you are making throughout your communications—that using the reward programs will help your managers become better managers—should be enough…
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Why Employee Recognition Is Your Best Bet

Why Employee Recognition Is Your Best Bet Here are three stats that should frighten every HR executive: • Only 15% of all workers are completely satisfied with their jobs 1 • 85% would leave the minute something better comes along 1 • About 1 out of every 4 individuals with a job is actively looking…
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Sales compensation planners have a lot to worry about. Depending on the business model, variable pay schemes can account for the largest portion of a rep’s total income. The people who devise their plans need to get them right. And by right I mean they need to be motivational, efficient, and above all, aligned with…
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Don’t Be A “Bad Behavior” Enabler

We have all heard the term “enabler.” It’s someone who provides the means, environment or opportunity for another to continue bad habits. The term is most commonly used with those who partake in social vices. But what about a business? Can it, too, be an enabler, or more specifically a “bad behavior” enabler? Can it…
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Make Saying “Thank You” A Habit

It’s Thanksgiving today—a time to count your blessings and give thanks for all the positive things in your life, like good health and a loving family. It’s also a good time to show the people you work with how much they mean to you. Think about it. Employees and co-workers who feel appreciated are more…
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The Disengaged Worker Wasn’t Always That Way

Just about every HR executive who is focused on the benefits of employee engagement is looking at the top end of the spectrum—the employees who are highly committed. Can’t say I blame them. Highly engaged employees are worth considerably more. But is that singular emphasis a missed opportunity to more broadly improve business results? Does…
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What Type Of Culture Works Best?

I was involved in a discussion about company cultures last week when someone asked, “What type of culture is best for a company?” The answer the panel initially offered up was a derivative of “it depends.” There is no one best type of culture that applies everywhere. No one was trying to wiggle out of…
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What’s the most critical link in your value chain? That’s easy—the last one! It ends right at the customer and connects your company, your employees and your buyers together. It’s the link that converts everything your company stands for and does, and turns it into revenue. The last link can be the strongest (or the…
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