Archive

Reinforce Value-Driven Sales Behaviors

Are your sales people winning the battle for mind share with their busy prospects? Not likely. Several studies have confirmed that when sales people lose they don’t lose on price. This is the issue they say they lose on, but the reality is more nuanced. Most lose because they fail to provide a level of…
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Don’t Forget The Mighty Middle

Want to increase the value of your entire sales organization? Do what the smart companies do. They follow a “portfolio management” approach to developing their sales talent. By that I mean they take proactive steps to make everyone a better performer. What’s the secret to moving the needle for everyone on your sales force? The…
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“Inspiring” Lessons From Smaller Firms

Can a big company learn something from a smaller firm? When it comes to engaging employees a new study would suggest so. According to a recent paper, small businesses are doing a lot of things right in the area of employee motivation—36% of employees at smaller firms say they are fully engaged vs. only 29%…
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Employee Loyalty: Think Long Term

Employee loyalty—measured in the context of worker retention—is becoming a bigger and bigger issue for businesses. Companies looking to grow (and what firm isn’t) need to retain and nurture top talent if they are going to have the bench strength and bandwidth to expand and prosper. Many businesses have shot themselves in the foot over…
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Your Brand Turned Inside Out

I came across a short article directed at marketers, but when you stop and think about its message, it is just as relevant to HR and sales ops as it is to those who manage your brand’s reputation in the marketplace. How to turn your employees into your biggest advocates offers three ways to get…
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What Motivates Salespeople More?

I’ve been saying that motivating your sales people is not all about money, and now a new blog post screams that same sentiment with its headline. In fact, the article lists “recognition” as the number one alternative to cash. Why?  As the author states, “Everyone loves being recognized for doing a great job, especially salespeople.…
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Wellness By Madison: A Holistic Alternative

Employer-sponsored wellness programs are on the rise. When instituted properly they can help contain the upsurge in healthcare premiums. Depending on your company’s size those savings can amount to millions of dollars per year. Beyond the obvious cost savings, wellness offerings also reaffirm your company’s commitment to the health and well-being of everyone who works…
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The Best Way To Get Away

It’s summer time! That part of the year when many of us plan on taking those well-earned vacations.  The problem is most will never get around to doing so.  According to one survey, employees used only half of their eligible time off in the past year. Some even said that they hadn’t taken any vacation…
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Time To Close The Generational Gap

A recent posting by Hay Group tackled the issue of multi-generational workforces and offered some sound advice on how to get employees on both ends of the spectrum to appreciate the unique talents each one brings to the table. Specifically, the write-up suggested that companies “assess opportunities to establish age-diverse workgroups or project teams to…
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Transforming Workers Into Leaders

A recent write up on HBR’s blog said that companies—no matter how successful they have been garnering market share, streamlining operations or freeing up cash flow—are about to face a significant resource deficit. A challenge, if not addressed properly, will stymie their growth plans and cripple expansion options. The pending leadership shortage is the biggest issue facing businesses…
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