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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Soft Skills For The Art Of A Successful Negotiation

In today’s competitive environment, there seems to be a notion that when a negotiation takes place, there is a winner and a loser — and no in-between. Often in business, there seems to be an idea that talks are a zero-sum game.

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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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Why Sales Reps Spend So Little Time Selling

by Ken Krogue Republished from Forbes, February 15, 2018 In January, I talked about the Time Management study we did that shows how little of salespeople’s time is spent in actual selling. Today, with the help of my colleague Gabe Larsen, I’d like to examine this study a little bit further. Here is the bottom…

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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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4 Ways to Build an Innovative Team

One of the most common questions I get asked by senior managers is “How can we find more innovative people?” I know the type they have in mind — someone energetic and dynamic, full of ideas and able to present them powerfully. It seems like everybody these days is looking for an early version of Steve Jobs.

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5 Training Tips For a Better Sales Force

When it comes to sales, there is a lot of on-the-job training that needs to get done. In addition to book knowledge, sales is like being an athlete: No matter how good you are, you need to practice a lot if you hope to improve. That means there is no way to learn everything you need to know without getting out there and actually doing the job. But it does not mean that there is nothing to be learned in advance of your first sales conversation.

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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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