February 21, 2017

How to Coach Employees to Help Themselves

Kathy Crosett

If your new sales assistant seems intimidated by the bully in the budget office, she might be in the habit of relying on you to get the monthly sales numbers. To prevent this situation from getting out of hand, follow the advice of Marlene Chism and train your team members to solve more of their own problems.

February 16, 2017

Do You Really Need to Call That Meeting?

Kathy Crosett

In a recent SmartBrief.com post, Julie Winkle Giuloni cites the Association for Talent Development statistics which show that the typical mid-manager spends up to 4 hours a day in meetings. Here are a few suggestions to cut down on meeting time.

February 14, 2017

Foolproof Sales Training

Tony Alessandra

When it comes to employee training, you must concern yourself not only with what is taught, but also with how it will be learned by your employees. After all, the best training in the world will be wasted if your employees cannot retain and apply it.

February 10, 2017

Are Your New Managers Paralyzed by Fear?

Kathy Crosett

As Rob Carucci points out in his recent Forbes column, executives who steal from the company or harass subordinates are fodder for news talk shows and late-night comedy mockery. Those kinds of blunders can bring a company down, but other kinds of leader errors cause problems, too.

February 9, 2017

Top Leaders Never Say “That Won’t Work”

Kathy Crosett

Management has asked you to take on a bigger role, because they believe you can make a difference in helping the company to reach its goals and grow. Whenever you have to say no, and sometimes that is the right answer, follow up on your negative response with a plan about what to do next. That’s Dan Rockwell’s advice at Leadershipfreak.blog.

February 8, 2017

5 Reasons Sales Reps Will Leave Your Company and What to Do About it

C. Lee Smith

73% of sales reps have, at some point in their career, left a company of their own accord, according to a January 2017 survey of 725 U.S. sales representatives by my firm SalesFuel. It's a fact that one of the biggest headaches for sales managers these days is trying to find and hire good salespeople. I often get asked about the best places to find sales talent and how to reel in the best candidates. But it’s more productive to look at the problem from a different angle.

February 7, 2017

Do You Want to be a Good, or Great Leader?

Kathy Crosett

Every parent knows, ‘it’s what you do, not what you say,’ that matters when you’re trying to set an example for your children. The same philosophy applies in the workplace and Travis Bradberry lists several leadership behaviors you can exhibit, in order to make a difference.

January 27, 2017

Is Your Constructive Criticism Working?

Kathy Crosett

One size does not fit all when it’s time to talk with an employee about her performance shortfalls. In a recent Harvard Business Review column, Deborah Bright highlights the methods managers can employ to deliver this kind of feedback.