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…
by Prudy Gourguechon Republished from Forbes, February 25, 2018 Trust is a fundamental leadership capacity, and it works in two directions. It’s pretty obvious that a leader needs to be able to inspire trust and be worthy of that trust. It’s equally important that she has the capacity to trust others, a psychological strength has its foundations…
As Agile eats the world, many organizations are faced with the prospect of an Agile transformation. This is a major challenge—one that will involve deep change over many years. If the organization has been traditionally managed, it will include radical shifts in attitudes, values, mindsets, ways of thinking and ways of interacting with the world, in effect a change in organizational culture.
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.
Aligning sales and marketing has become common practice as a business strategy, improving the dialogue between two separate departments of a business for improved results all around. But I often have clients approach me with the same problem: regardless of a seamless relationship between their sales and marketing strategies, they still find that there are not enough successful sales being generated from their leads.
Your salespeople are front-line brand ambassadors. Make sure they are sending the right message.
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.
Have you noticed costs going up and ROI going down?
“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.”
According to Gallup, the purpose of performance management is to improve quality of work, productivity and other business outcomes, but traditional approaches have consistently fallen short. Let’s look at Gallup’s findings:
