At some time in the life of a small business, someone besides the owner will need to sell the product or service for the firm to be truly successful. Unfortunately, that’s where the wheels come off the bus for a lot of business owners. While they are continuing to bring in revenue themselves and focusing on a myriad of other…
According to a study by Leadership IQ, 46% of new hires will fail within the first 18 months. Their companies will then spend the equivalent of six to nine months of the position’s salary finding and training replacements. The costs of a bad fit are staggering, and they prevent businesses from building better products, growing sales, and increasing profits. What’s…
Dysfunctional organizations don’t just materialize. According to American Entrepreneur and Marketer Seth Godin, they develop as a result of many compromises made over time. A new hire doesn’t seem to be catching on, but the time it will take to replace her trumps the need for initiative and productivity. A skilled tradesman refuses to train a co-worker because he’s afraid…
While many managers struggle with holding their teams accountable, it seems it is most epidemic with sales managers. Surprisingly, these accountability challenged managers often have the biggest problem with their best reps. The top reps might be the ones failing to update their CRM or turn in forecasts or account development plans by the assigned deadline. The manager rationalizes that…
By Lorrie Bryan, TGI’s Marketing Hour, Volume 1 Issue Five: September/October 2015 With a few clicks, the right data-software combo can readily tell you who your best customer is and what products or services he has bought from you in the past A couple of more clicks, and you can predict with a great accuracy what they’re likely to buy…