Reposts

How Do You Measure Sales Management?

Mark Hozza

| March 31, 2017

| Categories: Management, Personal Development, Reposts, Sales and Marketing

In some ways, the sales force is the most measured function in any company. All salespeople have a number (a quota) assigned to them, and progress toward that number is tracked maniacally. However, anyone who has ever tried to measure the ability of a sales team knows that this number is insufficient to determine whether a seller is actually good or bad at their job. But if you really want a challenge, try to measure the performance of the salesperson’s boss—the frontline sales manager.

Design Your Workplace Culture To Go Beyond Engagement And Fuel Trust

Mark Hozza

| March 29, 2017

| No Comments

| Categories: Corporate Culture, Reposts

The 2017 Edelman Trust Barometer doesn’t mince words: “trust is in crisis.” Across the board and around the world, the general population’s trust in our biggest institutions – including business – is down.

So it’s no wonder that by far the top things organizations ask me to solve for when they seek my leadership expertise are trust and engagement.

How To Create A Great Investor Pitch Deck For Startups Seeking Financing

Mark Hozza

| March 27, 2017

| No Comments

| Categories: Reposts, Startups, Strategy

Startups frequently prepare a “pitch deck” to present their company to prospective angel or venture capital investors. The pitch deck typically consists of 15-20 slides in a PowerPoint presentation and is intended to showcase the company’s products, technology, and team to the investors.

Seven Ways Leaders Thrive Amid Anxiety In Uncertain Times

Mark Hozza

| March 24, 2017

| No Comments

| Categories: Leadership, Reposts

We human beings are wired for certainty. A lack of it tends to trigger anxiety that drives people to resist anything that may further threaten the status quo…regardless of the cost. Good leaders not only work to dial down fear but to tap the passion, ingenuity and innovation it too often stifles.

Every Employee Needs Customer Service Training — Here’s Why

Mark Hozza

| March 22, 2017

| No Comments

| Categories: Corporate Culture, Management, Reposts, Sales and Marketing

Customer service is not a department. It is a philosophy to be embraced by every employee – from the CEO to the most recently hired.

How to Mentor a Perfectionist

Mark Hozza

| March 20, 2017

| No Comments

| Categories: Management, Reposts

It never ceases to amaze us. Bring up the topic of perfectionism in a room full of corporate CEOs, college presidents, or U.S. Naval Academy midshipmen, and you’ll see the same knowing smiles and nods of the head. Moreover, you’ll hear thinly veiled bravado about who among them is the most-perfect perfectionist. Many of them will extol the virtues of seeking perfection, and more than a few will include the pursuit of perfection among their notable strengths. Work environments that foster a zero-defect mentality often exacerbate this veneration of perfection.

Organizational Distrust Is Rampant: Why Leaders Should Be Worried

Mark Hozza

| March 17, 2017

| No Comments

| Categories: Corporate Culture, Leadership, Reposts

Distrust is rampant. It’s worldwide. It’s pervasive across all types of organizations in the business world. Even though the trust of CEOs is at an all-time low, we can help heal the distrust that may exist in your organization and boost your trust-factor among your tribe.

Are you ready?

The One Thing Sales Organizations Should Do To Increase Revenue In 2017

Mark Hozza

| March 15, 2017

| No Comments

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

If you believe the research, only 55% of salespeople make quota. That means 45% of sales people don’t make their quota, and the reason is we’re flying blind. For years sales organizations have had to use quantitative metrics to determine if a sales person was effective. We’ve measured the number of calls, the number of touches, meetings set, closing percentages, average deal size, emails sent, conversion rates, quota attainment and more, to ascertain a salesperson effectiveness.

4 Ways Leaders ‘Pre-suade’ Others To Follow Them Through Difficult Change

Mark Hozza

| March 13, 2017

| No Comments

| Categories: Leadership, Reposts

At some point, every leader is faced with the challenge of having to rally others around a journey of uncertain change. For most, that challenge is daunting and often goes poorly. Many leaders try to over-sell positive aspects of change, manipulating information and downplaying risks. Others inspire dread with messages of fear. And some just resort to “announcing” change while communicating nothing helpful. Research shows that around 70% of organizational change fails for a host of reasons. How leaders build the commitment of those who must embrace change is pivotal to beating the odds and successfully leading major change.

Why Corporate Culture Is Becoming Even More Important

Mark Hozza

| March 10, 2017

| No Comments

| Categories: Corporate Culture, Reposts

Corporate culture has arguably always been important, but it’s only become a popular point of discussion in the past 20 years or so. To some, it’s become a buzzword, losing some of its meaning due to the overabundance of content and discussions surrounding it. However, I’d argue that corporate culture was never really overblown, and is actually becoming even more important as the modern workplace continues to evolve.