Money Talks -- Part II

This is Part II of a two-part article. If you haven’t read Part I, you can find it here.

Money Talks!

The Leadership/Employee RESPECT Disconnect

Leaders like to talk about radical changes and employee-centric practices, but the reality is there is a strong disconnect between how leaders perceive their organization’s RESPECT levels and how their employees view them, authors Jack Wiley and Brenda Kowske say.

Milestones mark a leadership path

In business, we set milestones for projects to give us signposts of progress and a path to follow. Yet on some journeys we embark on, we don’t have any (or enough) milestones or landmarks on our path, says Kevin Eikenberry, founder of The Kevin Eikenberry Group (kevineikenberry.com), a team of business consultants and trainers.

The state of sales training

“Only 69 percent of ASTD survey respondents believe that the formal sales training they receive is in any way effective. That’s at least a 30 percent failure rate...”

Read this before your next meeting

Restaurant Pricing - Some Food for Thought

My wife and I recently visited one of our favorite local restaurants (a "bar & grill" as it's called). We've been loyal customers for several years. It's a nice place, always busy with good food, service, atmosphere and reasonable prices. The place is located in the suburbs and attracts a mixed customer base of blue- and white-collar patrons.

A Timeless Gesture

I’ve got books of letters written by Georgia O’Keefe, Jack Kerouac, Richard Nixon and a book of letters exchanged between Jean Paul Sartre and his companion Simone de Beauvoir. Many of Hunter S. Thompson’s most entertaining rants came in his letters.

Motivational speakers don’t deserve rotten tomatoes

Hard-nosed sales managers and reps cringe at the thought of bringing a motivational speaker in to rouse the troops, but the bad rap they fight off is more the byproduct of unreal expectations than unmet objectives.

The downside of industry expertise

How well should a training provider know your industry? Corporate Visions Chief Strategy and Marketing Officer Tim Riesterer says if a training provider works a lot within your industry, you may want to run in the other direction.

Your meetings suck

There’s something magical about productive, inspirational meetings. Jon Petz, a former corporate sales executive who left the world of power lunches and private jets to work as a comedian and magician, would like to

Are your reps empowered enough?

Few things are more frustrating to a customer than a salesperson with no decision-making capability. The last thing a customer with a problem wants to hear is that they’re going to have to wait for someone else (who can actually make a decision) to get back to them, says Warren Greshes, author of “The Best Damn Sales Management Book Ever” (John Wiley & Sons, 2012).

What you’ll be talking about.

Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.

Suckification reduction devices

Jon Petz has christened his tips for breaking bad habits and building better meetings Suckification Reduction Devices (SRDs, for short). Here are three SRDs for creating better off-site events:

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