Archive for October, 2009

In challenging times, good sales managers earn their keep. This is your time to help your team excel. In many ways this is exactly the opportunity you’ve been waiting for. Step up and lead your team to new heights and create new opportunities in a market everyone else fears. »

The key to success in managing through a slump is keeping the salespeople’s eye on the ball. This involves getting them to focus on the core skills that have made them successful up to now. It is getting them to constantly take the high payoff actions required to succeed, even when nothing... »

In economic slumps, it’s more important than ever that good leaders are engaged with their sales team. Leaders need to become more active in sales strategy and developing plans with their teams. A Manager must create accountability and streamline bureaucracy that can feel overwhelming as companies respond to changes in the marketplace. »

Leaders, however, don't solve problems, they prevent them. That means they're essentially forward looking, they must be able to see today how a present problem can be eliminated in the future. The best way to solve a problem of course is to eliminate it so it can't happen again. »

You possess an infinite supply of potential! However, to reach that potential, you must overcome your self-imposed limitations. The very essence of life is the passionate commitment to strive for a better tomorrow. And if you want to be something tomorrow that you are not today, you need to develop your... »

What I want you to remember about attitude is that attitude is a choice, not a gimmick. Some resist any discussion of positive attitude. They see it as a motivational gimmick, always looking for the good and never being realistic about the bad. But, I have found that attitude is a... »

What I want you to remember about action is that action is a choice, not a smokescreen. It is not how much you do, but the effectiveness of what you do that counts. Peter Drucker defined effectiveness as “The process of doing more of what works, abandoning what doesn’t, and knowing the... »

CEO’s of Large U.S. Corporations surveyed, self reported 90 minutes a week of actual productive work time. I know that corporate leaders tend to spend a great deal of time in unproductive meetings, so I looked at small business leaders also. The average small business owner self reported 15 minutes a day... »

Smart leaders know that they must repurpose quickly and know that the forces of intense competition, rapid technological change, impatience and fleeting attention dictate that they must embrace repurposing as not only a smart marketing strategy, but a requirement to maintain profits and relevance. »

Everyone you talk to will admit to having at least one poor manager during their careers and maybe even one mean manager. But interestingly, few if any will admit to being or having been a poor or mean manager themselves at some point in their careers. You must be able to honestly look at yourself... »