Category Archives: Sales

Agents in Selling

The Sales Agents

agentsMany companies, who cannot employee full time salesman to cover a market segment or demographic region, utilize sales agents. Webster defines a sales agent as: one who is authorized or appointed by a manufacturer to sell or distribute his products within a given territory but who is self-employed, may or may not take title to the goods, and does not act as an agent for a principal. These agents can be a very valuable part of the sales effort but are often drastically underutilized. Let’s consider some of the misconceptions about agents and how to optimize their value in your sales effort.… Read the rest

Leadership Growth

Growing the Leader Within Us

 leader“For what we’ve discovered, and rediscovered, is that leadership isn’t the private reserve of a few charismatic men and women. It’s a process ordinary people use when they’re bringing forth the best from themselves and others. Liberate the leader in everyone, and extraordinary things happen.”
– James M. Kouzes and Barry Z. Posner, The Leadership Challenge: How to Keep Getting Extraordinary Things Done in Organizations.Read the rest

Your Vision

Motivation and Your Personal Vision

vision

Trying to succeed at anything without first having a clear vision of what it is you want to accomplish will only lead to you going around in circles and eventually giving up in frustration.

To develop your vision, you must look inside yourself. Vision comes from within, from the spirit or subconscious, whatever you choose to call it. Everyone has a vision that is uniquely their own, and you are no different. The hard part comes in understanding your personal vision and how it applies to your personal motivation plan.… Read the rest

Managing Behaviors

Understanding and Managing Behavioral Differences

behavioral When the almighty created each of us he threw away the mold. No two us have the same personalities, think in the same way, or are motivated by the same things. This is one of the great wonders of the world, but it provides us as leaders with some difficult challenges. Why do people react differently to what we say? Who is best suited to handle a role in our group? How do I best motivate an individual? Let’s consider a better way to answer these questions.

Physiologists tell us that there are four general dimensions of behavioral styles; decisiveness, interactive, stabilizing and cautiousness. Part of what makes each person an individual is their unique combination of these four dimensions of behavior.… Read the rest

Hiring

Finding and Hiring the Right People

teamFor those who have spent a portion of their careers in a large organization, they had expert assistance when it came to hiring new employees. That assistance may have come from a Human Resources staff who helped to locate prospective employees and then assisted with the initial screening. For many of us, our careers transitioned to either smaller businesses or nonprofits, where that assistance does not exist. That being said, we need some basic principles to guide us through the hiring process.… Read the rest

Being a Better Boss

Traits of a Bad Boss

bossSurveys have indicated that most workers have had a bad boss. I have, haven’t you? They are slow to praise, but quick to point out errors. They spend most of their time in their office and leadership meeting. They are seldom seen wandering through the office and talking with the staff. A survey conducted by the Chicago based LaSalle network discovered that most people have had a bad boss.… Read the rest

Continue to Learn

A Search for Knowledge

knowledgeWarren Buffet is quoted as saying, “Risk comes from not knowing what you are doing.” Mr. Buffet is considered one of the smartest investors in the modern era. One might say that he is a very knowledgeable investor. What makes him a knowledgeable investor? I would suggest that he works hard to become knowledgeable in the companies in which he invests. He learns to know their management, their product/services, their people, their plans, their competitors, their markets, their technologies and their people. He never assumes anything or works on a tip. He is in a constant search for knowledge.… Read the rest

Sales People

The Right Salesperson

salesWe often find ourselves in a position where we have to hire a sales person. We might also find ourselves needing to evaluate the worth of one who is already on-board. The question is, therefore, what traits we want to see in evaluating this person, especially if the task involves finding a new client or a new job. Let’s consider these five points.

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Business Coaching

Business Coaching

coachingWe are often in a social situation where we meet people, who will eventually ask us, what we do. When we reply that part of our practice is business coaching they often reply, “OH that’s nice.”  They say that in a way which indicates that they are unsure of what that means and are fearful of finding out more about the subject. They assume that they are well equipped to handle their business issues or that this is a “touchy feely” subject that makes them uncomfortable.… Read the rest

Finding Leaders

Are Leaders Born or Made?

Some Management Coaching Ideas on Leadership

leaders

Leadership is a key element in the development or rebirth of any organization, whether it is a for-profit business or non-profit community organization. It is important to large corporations, such as General Electric; small local businesses, such as a town dry cleaner; city, county and state government; churches, and service organizations such as Rotary.… Read the rest

Fears

Facing Your Fears as an Entrepreneur

entrepreneurEvery entrepreneur I have ever talked to has had to come face to face with his/her fears. I have had to as well. I want to share with you some of the techniques I have used to face them.

The first step is not to be in denial. You have fears even if you don’t readily acknowledge them. They sometimes take the form of chatter in the back of your head that says you can’t do it.… Read the rest

Chart the Course

The Ability to Chart a Course

courseOne of the skills necessary for success in any business or nonprofit organization is the ability to chart a course. To properly chart a course, it is important to understand first where you are, than where you want to go, and finally the plan on how to get there. If you have ever been in a new town and wanted to go out to dinner, you might have first looked for a restaurant in a magazine. You then call to find out where they were located. The first question you were asked by the person in the restaurant is where are you now? In fact, you have just taken the first step in charting a course to dinner.… Read the rest

Growing Small Business

 

10 Ways to Grow Your Small Business

Are you looking to be more successful? Here are ten ways to grow your small business.

business

  • Know yourself. Do a SLOT analysis. What are your strengths, your limitations, opportunities, and threats? Examine and understand each. In every strength, there is a limitation and in every limitation there is a strength (e.g. you are small so lack financial clout; the advantage is by necessity you will be more creative). The better you know yourself the more successful you will be. By knowing yourself you not only know your areas of opportunity, you know what areas to avoid.
  • Read the rest

    Overtime

    Overtime Overhaul: Review Proposed Changes Now Before Final Rule Announced

    Overtime rule expected to be costly

    By Allen Smith  5/10/2016

    overtimeAs HR professionals wait anxiously for the release of the U.S. Department of Labor’s (DOL’s) final changes to the overtime exemptions, it’s becoming clear that the new rule will cost many employers a lot of money. But the revised standard also will create an opportunity for HR to correct some past mistakes.

    Employers will spend $592.7 million to comply with the new rule, the DOL estimated, saying that each of the 7.4 million affected establishments will need one hour to get up to speed on the changes. The department calculated that it will cost $254.5 million for businesses to become familiar with the regulation; $160.1 million to make necessary adjustments; and $178.1 million in managerial costs… Read the rest

    Success and Failure in Business

    One of our passions at RLS Focused Solutions is to help businesses be successful and successsustainable. Each business must define for itself what success means. It may be just to make a good living or it might be to grow and prosper. Our definition of sustainability is that it will be prosperous, not just at a point in time, but well into the future. We are one of approximately 600 worldwide members of Resource Associates Corporation who has reported the results of work done to determine the difference between successful and unsuccessful business people. Let us consider their findings.

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    Financing

    12 Tips to Polishing Your Business Planplan

    A business plan is a working document through which you set your goals and trace progress towards increased success. There may come the opportunity to present that plan to investors or a financial institution. Listed below are a list of tips to make that presentation more effective.… Read the rest

    Team Building Activities

    Ideas for team building activities can include virtually anything that involves getting your peopleteam to interact, cooperate, communicate, and hopefully have some fun at the same time. This is a great way to get staff away from the rules and roles of the office and take a break from the projects and pressures everyone has been dealing with, yet still work on developing transferable skills to take back to work. Some of the essentials of team building include:

  • emphasizing a team focus on shared goals- maintaining individual commitment to these goals
  • identifying problem areas and working together to overcome these
  • developing clear strategies to achieve goals
  • celebrating achievements together
  • Read the rest

    Employees

    How Important Are Your Employees

    employeesMost businesses invest in marketing and advertising each month but overlook another vital investment that they are already making–that investment is their employees. Your employees can make or break your company, and recently I ran into a very poignant example of that fact.… Read the rest

    Part Time Employees

    Part Time Employees

    The Face of Your Organization

    employeesCompanies and organizations often use part time employees to serve in a limited role. They are not paid as well as full-timers, sometimes do lower level work, and may have a limited career track. They may be moms who have priorities at home, seniors who no longer want a 40 hour work week, or college students looking to earn some money to supplement expenses. They are hired to reduce operating costs, fill leftover hours from full time employees, deal with an economic downturn, or seasonal requirements. Between 2000 and 2010 the number of employees working part time increased by 300 % or 9 million people.… Read the rest