Management

How to Support Employees’ Learning Goals While Getting Day-to-Day Stuff Done

Mark Hozza

| August 16, 2017

| Categories: Management, Personal Development, Reposts

Many of the most successful people had to fight tooth and nail for opportunities to learn new skills and advance up the corporate ladder. That’s often because what they wanted to learn and achieve wasn’t in sync with what their bosses wanted for them. You’re not a data scientist. You’re not cut out for engineering. Sales isn’t what you do. Lines like this are still used all too frequently when employees tell their managers that they want to move in a new direction.

10 Things Sales Reps Hate with Passion!

Mark Hozza

| August 4, 2017

| No Comments

| Categories: Management, Reposts, Sales and Marketing

Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of being the CEO of their territory. When faced with a constant change, they welcome the freedom to design a roadmap to make their monthly, quarterly and yearly sales number. For most of them their customers become their friends and they enjoy seeing the value their products or services bring to their customer’s business.

Mistakes New Managers Make (and How to Avoid Them)

Mark Hozza

| August 2, 2017

| No Comments

| Categories: Management, Original Content, Personal Development

For many people, actually being promoted is a huge achievement. Being promoted to a managerial position is a goal for many workers. Those that move into this type of role often bring along with them grandiose ideas on improving the workplace quickly. Not everyone can manage employees effectively, but even those who become great leaders make mistakes along the way. Perfection is not achievable, but the following mistakes are most often made by new managers and should be avoided in your career.

How to Avoid Wasting Time in Sales Management

Mark Hozza

| July 28, 2017

| No Comments

| Categories: Management, Reposts, Sales and Marketing

If there is one consistent complaint we hear from frontline sale managers, it is that they are always short on time. This isn’t surprising given the numerous responsibilities sales managers have, including recruiting and hiring new sales professionals, day-to-day management tasks, sales coaching, and administrative duties. Additionally, they face the challenge of managing sales professionals who are typically independent, strong willed, and often have little day-to-day contact with their managers. And in many organizations, sales managers are required to both sell and manage.

Making the Pivot from Selling to Sales Management

Mark Hozza

| July 26, 2017

| No Comments

| Categories: Management, Reposts, Sales and Marketing

Here is an all too familiar story: A sales organization that needs to fill an open position for a frontline sales manager promotes its brightest, best performing sales professional into the position. Unfortunately, after three to six months, it becomes apparent that the sales rep isn’t able to achieve the expected performance from the team. To make matters worse, the team has lost its best hunter, because this person is now spending her time trying to motivate, lead, recruit, manage, and coach the team. The new sales manager’s days are numbered if she isn’t able to quickly improve performance, and in the meantime, the organization struggles to hit its numbers.

Building a Data-Driven Culture Starts with the Team

Mark Hozza

| July 19, 2017

| No Comments

| Categories: Corporate Culture, Leadership, Management, Reposts

Being a data-driven organization is an ongoing process — you need to invest in the right team, infrastructure, software, and processes that can promote lasting change.

How to select dashboards that improve KPI tracking and increase project success rates

Mark Hozza

| July 7, 2017

| No Comments

| Categories: Management, Reposts, Sales and Marketing, Strategy

Dashboards can be an easy way track key performance indicators by aggregating project information from multiple sources into one visual display. Here’s how to select one that works for your company.

4 Ways To Foster Happiness In The Workplace

Mark Hozza

| July 3, 2017

| No Comments

| Categories: Corporate Culture, Management, Reposts

This second article in the “Ask Dave” series is based on a question posed by Dr. Amy Osmond Cook, CEO of Osmond Marketing.

“I recently had an employee quit suddenly. She said that she was happy … until the day she quit. I was surprised and felt bad that I couldn’t tell she had been struggling. How can I prevent this from happening in the future?”

Tell-Tale Signs Your Employees Want to Leave

Mark Hozza

| June 28, 2017

| No Comments

| Categories: Corporate Culture, Management, Original Content

Losing qualified employees is one of the costly events that can happen to a business owner. Once your employee has been trained for the position and you come to depend on them to fulfill their responsibilities, it becomes imperative that management knows the warning signs that an employee might be trying to find other employment and what to do about it.

Managing a Team That’s Been Asked to Do Too Much

Mark Hozza

| June 26, 2017

| No Comments

| Categories: Management, Reposts

Recent cases highlighted in the media suggest that executives, in a desperate quest to quench the market’s unquenchable thirst for growth, are ignoring reason and dictating growth targets so insurmountable that their employees are turning to unethical and perhaps illegal means to achieve their goals (e.g., Wells Fargo, Enron, VA). Are you worried about something like this happening in your organization? You might believe that you’re an innocent pawn in this game, but as a manager, you have a responsibility to ensure that unreasonable targets don’t unleash harmful behaviors on your team.