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Tag: personal development

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.

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You Should Focus More on Improving This Skill

Mark Hozza
 | July 14, 2017
 |  No Comments
 |  Categories: Leadership, Personal Development, Reposts

The Leadership Insiders network is an online community where the most thoughtful and influential people in business contribute answers to timely questions about careers and leadership. Today’s answer to the question, “How do you make a great first impression at work?” is written by Kathy Collins, chief marketing officer of H&R Block.

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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.

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4 Game-Changing Phrases To Help Make a Sale

Mark Hozza
 | June 14, 2017
 |  No Comments
 |  Categories: Personal Development, Reposts, Sales and Marketing

Making a sale is all about how you frame your offer. The customer is not interested in what you have to sell, but in what he has to gain. The easiest way to make a sale is to continually put yourself in his shoes and discuss your product or service in terms of what effect it will have on your customer’s life or business.

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Do You Know How Each Person on Your Team Likes to Work?

Mark Hozza
 | June 9, 2017
 |  No Comments
 |  Categories: Management, Reposts

When we travel to a country that has a different culture than ours, many of us spend time learning ways to communicate and connect with the people there. We might look up the meanings of common terms and access maps of key attractions.

Similarly, when you first become a manager, it’s helpful to spend time up front connecting and creating a common language with your team. When your team knows how you like to work and how you plan to manage them, they’re able to produce results faster. When you know how each of your direct reports likes to work and communicate, you’re able to save time when setting direction and following up.

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