If you can’t train them, scare them
“The fact is every salesperson out there is on some sort of cruise control,” says sales strategist and author Jill Konrath. “If you’re going...
Why Your Sales Training doesn’t stick.
This scene plays out in hotel conference rooms every week: A team of national sales reps convenes to go through a few days of...
Product Reviews – March-April 2014
Lifestyle incentives tap into the way top performers work and play
On the road in style
Johnston & Murphy have designed an incredibly neat piece for...
Bill Marriott’s 12 rules for success
J.W. “Bill” Marriott, Jr., executive chairman and chairman of the board of Marriott International, Inc., blogs on leading in business at blogs.marriott.com.
“My father liked...
How to lead peers without being bossy
Leading peers can be an incredibly difficult thing to do. Involving others, ceding authority and appealing to professionalism are solid techniques for getting the...
Prospecting for tomorrow’s leaders
According to talent management consultant Development Dimensions International (ddiworld.com), employees that demonstrate the following abilities have a strong chance at being successful in a...
Leading and being liked: it’s not as tricky as it seems
Dave Kerpen, author of “Likeable Social Media” and “Likeable Business,” interviewed dozens of successful business leaders, to determine what made them so likeable and...
6 steps to make the most of feedback
Sheila Heen and Douglas Stone provide six steps to help recipients from neglecting to take valuable feedback to heart or — just as damaging, they say — accepting...
The finer points of giving and receiving feedback
Feedback. For musicians, the word itself is close to onomatopoeia. You can almost hear the screech interrupting their artistry.
For many in the workplace, it’s...
Survey: Companies to focus on quality over quantity in 2014 incentive travel
A survey of by the Incentive Research Foundation (theIRF.org) shows that incentive travel budgets are stabilizing, with more planners expecting to increase rather than...
