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December 17, 2013
Sales Focused Bill Collections Improve Profitability
Resume positive relationships with customers & reduce uncollected receivables.
Barry had been diligently chipping away at his list of suspended customer accounts. Management wanted him to keep his over 60-day numbers below 3% and month after month he hovered right at 2.9%. He was proud of that. He had figured out that if he collected on just 7 accounts a day he would meet his numbers. The last batch of robo calls generated a lot of calls from customers wanting to pay their bills so he was well ahead of his goal already and it was only noon. He decided to let...Continue reading
By Lori MillerPosted in Customer Service on December 17, 2013
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December 15, 2013
The Meeting You May Be Missing
5 Reasons To Conduct One-On-One Meetings With Your Employees
A lot has been written about team meetings and the different purposes for off-site retreats, strategic planning meetings, operational meetings, team effectiveness meetings, daily and weekly update meetings, and standup meetings…
But little has been written about the most important meeting of all. It's the one-on-one regular check-in meeting between you and each one of your direct reports.
The one-on-one meeting is not the annual performance review. It's not the drive-by "atta boy" or...Continue reading
By Deb CalvertPosted in Management on December 15, 2013
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December 12, 2013
New Year, New You, New Sales Approach for 2014
Complacency is the enemy of high achievers. Don’t let it be yours.
As 2013 fades into 2014, what are you planning to do differently as a seller in the new year?
Nothing? That would be a mistake! The profession of selling is changing rapidly, and you need to up your game if you want to continue being successful in sales.
Sellers who stagnate find themselves struggling, often after it's too late. Don't be one of those statistics – the once great seller who can't seem to get back on top. Complacency is the enemy of high achievers. It's much easier to stay on...Continue reading
By Deb CalvertPosted in Sales & Business Development on December 12, 2013
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December 10, 2013
Three Steps to Resolving Conflict On Your Team
There’s a conflict, now what
As a new manager or supervisor, I think the most dreaded day is the first time it’s YOUR job to resolve a conflict on your team. Now you have people coming to you for the answer and guidance. You may have had that a little bit before and have some experience giving out advice, if so, great! However, it is different as the leader of the team.
How you handle the conflict on your team sets the tone for how things will go moving forward.
Recently, I had a client reach...Continue reading
By Emilie ShoopPosted in Management on December 10, 2013
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December 8, 2013
Building a Positive Workplace Through Feedback
Two Tips For Improving The Way You Give & Receive Feedback
If you are like millions of other Americans who work full-time, you probably spend more time at work than you spend anywhere else. You probably want your workplace to be a comfortable and positive place where you feel valued and appreciated, and where you can learn, grow and express yourself to others.
Of course, many people don’t have workplaces like that. Unhealthy relationships, power dynamics and downright “bad” behavior poison the climate in some workplaces, making it...Continue reading
By Claire LaughlinPosted in Communication Skills on December 8, 2013
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December 4, 2013
Agile Transformation – Five Tips for Getting Team Members On Board
Like any change initiative, agile transformations take time.
The agile movement values collaboration among team members, self-organizing teams, and technical excellence. In theory, one would think that everyone would want to be part of an agile team. It just doesn’t work that way in practice and some team members will need additional support to become comfortable with this change. Following are five tips for getting team members on board with agile.
Tip #1 – Listen First
In the world of software development, most people have developed...Continue reading
By Ron MontgomeryPosted in Project & Process Management on December 4, 2013
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December 2, 2013
In Sales, You've Gotta Be Soft on the Outside and Hard on the Inside
The single most important lesson any seller can learn.
You know those types of people we refer to as marshmallows? They have a tough exterior, something about them seems hardened or brusque. But when we get to know them, they turn out to be softies. Actually sweet. They have a squishy inside because they care about people. That's just not what they show at first to the outside world.
Effective sellers do well to be the opposite of these marshmallow types. If you can be soft on the outside, empathetic and compassionate and interested in your...Continue reading
By Deb CalvertPosted in Sales & Business Development on December 2, 2013
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November 26, 2013
Contracting and Change – How They Can Happen Together
Six Critical Elements To Transform The Contracting Function
The phrase ‘change management’ has almost become a cliché in the business world. Many companies and consultants claim to be experts in the subject, but indeed, it's doubtful that any have become masters. Yet why would this be the case? Because every company, culture, function and situation can be different, and there is not one common recipe for change management that applies to all. Thus, when thinking about driving change in the contracting arena, it can be even more...Continue reading
By Julie BrignacPosted in Purchasing & Supply Chain on November 26, 2013
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November 24, 2013
How Giving Thanks Can Bring Perspective At Work
What Are You Thankful For?
Most people look forward to Thanksgiving as the kickoff to the holiday season, the festivities and the perspective we tend to gain by being thoughtful about the blessings we have in our lives. Family and friendships, the world around us, we absorb it, we appreciate it, we see the good in each and every aspect. The mental state we create is a choice. We choose to acknowledge the good over the bad during this time of year. Maybe this year we can choose to extend that acknowledgement to our employees,...Continue reading
By Lisa WoodsPosted in Professional Development on November 24, 2013
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November 21, 2013
5 Steps to a Great Thought Leadership Marketing Strategy
What future do you see for your organization?
You believe in the potential of thought leadership marketing. You know it can be a game changer. You see it working wonders for businesses all around. But, wait a second: How do you make it work for yourself?
Thought leadership marketing needn’t be an intimidating task. Like much of life, success in thought leadership marketing boils down to having clarity of thought and purpose. Here’s a five step ready-reckoner to help you get started to establish your thought leadership...Continue reading
By Karthik NagendraPosted in Marketing & Innovation on November 21, 2013
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