Bill Walshe Chief executive officer, Viceroy Hotel Group
“I leave a suitcase containing a toiletries bag, a change of business clothes, and a set of workout gear at a hotel in each destination I travel to frequently. I arrange it with the concierge, who knows me. Keeping what I need at my destination saves me hours of standing around luggage carousels, as well as trying to cram everything into a carry-on.”
Elizabeth Gilbert Author of Eat, Pray, Love and The Signature of All Things
“I use an iPhone app called CheckList. It’s exactly what it implies: a simple checklist of everything I need to do, pack, or arrange before I go off traveling. The checklist now has 98 items on it, ranging from “mascara” to “speech notes” to “change outgoing voice mail,” and I’m not allowed to leave the house till every single item is checked off. I honestly don’t know how I used to prepare without it. Oh, wait, I do know: I just used to forget stuff and then panic at the airport.”
Stephen Stagner President and CEO, Mattress Firm
“A night of tossing and turning can ruin a trip, which is why I bring clothespins or clips so I can secure the hotel curtains and keep unwanted light out. And of course, I research hotels in advance to ensure they have good reviews on beds.”
If your company hasn’t been making its numbers and your employees seem disengaged, it’s time to examine how to incent them uniquely and appropriately.
A big part of building a successful sales team is building a comp plan to suit your team members’ individual needs. Let’s look at the specialized roles that round out your team and how to optimally incent your team members.[...Continue Reading...]
One of the business world’s oldest traditions, the practice of paying commissions to sales teams, is under scrutiny.
These days, conventional wisdom is under attack, and explaining key business decisions with ‘it’s just the way it’s always been done’ doesn’t cut it anymore. One of the business world’s oldest traditions, the practice of paying commissions to sales teams, is under scrutiny. And it’s probably crossed your mind at least once — is motivating my sales team with commissions the best thing to do?
Those who argue against commissions believe that treating salespeople differently from the rest of the team results in a lack of unity and employee loyalty. Paying commissions is viewed by this camp as a divisive practice that discourages teamwork and encourages short-sighted goal setting and thinking, de-incentivizing employees from pursuing long-term relationships with customers in favor of inflating sales metrics for the month.
An employee’s personal LinkedIn profile is not only a reflection of themselves, but also a reflection on their employer. Although companies can’t dictate what content employees publish on their personal profiles, they can subtly influence what an employee posts. Continue reading for ideas on how to encourage and educate your employees to post positive content.
Does the content in your LinkedIn personal profile positively reflect your employer? Why or why not?
How you think of yourself as a sales rep will translate into how you communicate to your prospect. That is a universal truth for all things, if you believe something will happen it probably will, i.e., the self fulfilling prophecy. If you see prospects being annoyed at your calls, they will be. Example: if you believe your cold call is a nuisance, you will project that through your voice gestures, your choice of words, and your overall interaction with your prospect. Reps that assume their call is unwanted, often open up with statements like “am I calling at a bad time?” or “is it okay to talk for a minute?” Or end their introduction with a question inflection–like “Hi Barbara, this is Bill Smitherton over at Imagintech?” Sending that subconscious message of “do you know who we are? you don’t huh?” Those kinds of statements immediately create a class distinction of “you don’t know me, you are better than me, your time is worth more, will you please talk to me….” They will also say to themselves “execs never call back, no reason to leave a voice-mail.” Or, “execs don’t take cold calls, I never call without a warm intro.”
I do a lot of troubleshooting for sales teams, and one thing I continually see is the biggest obstacle to success is the belief systems reps have about engaging with prospects. How we think about things forms the way we DO them, so sometimes what is needed is not coaching but changing a mindset.
Many of us have experienced tension and conflict in meetings. This can be exciting and energizing, but it can also hurt the team’s progress and morale. If you’re in charge of a meeting and conflict occurs, what is your role? How do you restore peace? How can you assure that these conflicts don’t harm your work?
While you can’t always prevent conflict in meetings, there are many things you can do to stop disagreements from damaging your team’s wider goals. Consider the following:
Can you set up your meeting to reduce the risk of conflict?
How do you turn the conflict and tension into a positive force, and one that generates better solutions and results?
Can you reduce the negative impact of conflict?
How can you help those involved accept the situation when consensus isn’t possible?
We’ll look at each of these. As we do so, remember that there are two separate underlying reasons for conflict in meetings. [...Continue Reading...]