Sep 15
Start preparing for the new business year in the fall, when a sense of anticipation is high. Begin by documenting the good news: expectations that were exceeded, personal victories, outstanding individuals you’ve met or worked with. Next, establish objectives for the upcoming year: new opportunities, changes within your organization, and priorities for the first six months. Ask your staff to establish their objectives, and then meet to insure that everyone starts the year “on the same page.” Focus on maintaining rhythm as the year ends – start the New Year at full speed.
CONTINUE READING
Sep 01
There are both low and high impact cycles for all organizations. Low impact cycles create a feeling of lack of professional purpose and personal satisfaction; no progress is made, but all disasters are avoided. We must develop resources that will insure our company’s future, energize those around us, sustain our fulfillment, and maintain our personal satisfaction. Create a circle of peers, both personal and professional, as a valuable resource to insure financial & emotional health, and the collective success of the organization.
CONTINUE READING
Aug 15
Dedication and patience are essential to early success. A new position should be approached wearing blinders, and with an objective, positive attitude. Initially, the first secret of success is simply “showing up.” You must also accept the reality that bad days are part of the deal. Everyone will get their share; trust the process. If you are organized, well prepared, creative, and show consistent effort, you will find more than your share of success.
CONTINUE READING
Aug 01
At some point, a manufacturer’s expectations for growth will exceed even the super human efforts of your top producing sales person. Management should encourage the sales person’s options of hiring office help, service assistants, or bringing on a customer service associate to handle a portion of their accounts. While territory divisions and line packages are ultimately the responsibility of management, a single executive decision to divide a territory should only be made as a last resort.
CONTINUE READING
