Why Adding Another Salesperson Isn’t Always the Answer

When you think about the fastest way to grow your small business, there are a couple paths that probably come to mind: hire for sales and explore acquisition opportunities. If acquisition isn’t in the cards, then maybe you’re just relying sales.

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Experiencing Organizational Change? Avoid These 6 Common Mistakes…

For any business, change is inevitable. Organizations that do not adapt to the circumstances of their industry may eventually fall to the wayside—joining the likes of Blockbuster and Radio Shack.

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7 Things That Make a Difference At Work

The way we work is changing so significantly that our minds can’t keep up. Constant change is widespread, and workers are tasked with high demand while having low control over their environment. What’s the effect on the organization? A workforce with anxiety, burnout, sky-high stress, turnover and people checking out.

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Why People Lose Motivation — and What Managers Can Do to Help

At some point, every leader has dealt with a person — or, worse, a group of people — who has lost motivation. It’s frustrating, isn’t it? As much as we’ve been there ourselves, sometimes it’s hard to sympathize with others who are disengaged from work and unproductive as a result. Sometimes, we view their unhappiness as a bug in their mental makeup — and, therefore, we think they should be able to suck it up and snap out of it.

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Six Personality Types Involved In Business Transformation Projects (And How To Manage Them)

In business transformation management, it is typical that people pick a change management model and try to push everything into that formula. That’s why 70% of change management projects fail and why we need to rethink our approach. But no matter what changes or breakthroughs are made to the old systems, keep in mind that one constant will always remain: the different personalities of those at the helm.

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How To Build A Work Culture That Appeals To All Generations, From Millennials, To Gen Z And Beyond

“People picked on my generation. People picked on my fathers’ generation. People are picking on this generation, and I think it’s wrong,” says Scott McGohan, CEO at McGohan Brabender, a company that provides employee benefit consulting, compliance, and health risk management.

“We have to understand technology and communication paths that are going to be attractive [across generations], but to pretend that they’re going to think differently than a lot of us—I think it’s immature,” says Scott.

“ Stop trying to figure out generations. If you just care about people, you’ll be fine ,” he says. “When we just lead with our heart, in my opinion, we win every time.”

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5 Traits Every Sales Hire Should Possess (& How to Uncover Them in an Interview)

Fire. We are told to look for “fire” in new sales reps so they’ll have a burning desire to find and close deals. And while drive is tremendously important, staying composed, focused, and motivated during long sales cycles requires more.

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