If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are doing far less in a day.
Sales managers in the past measured activity as if it were the only variable, mostly because it…Continue Reading
There is a complicated client issue. You're not sure what you should do. Doing nothing exposes you to the risk of losing the client. Taking some action may also put the client at risk. Being stuck between a rock and a hard place, you do nothing.
You own the outcomes you sell because you made the promises. You made the commitment on behalf of your company, and you must stand with your client and get things done when problems arise. Things will always go wrong, and inevitably, the more…Continue Reading
Trey was the manager of the kitchen in the small, boutique hotel where I worked when I was 17. I had been washing dishes there for some time, he needed someone to cook, and I was moved into that role.
It wasn’t very difficult to learn to cook…Continue Reading
The view of people who sign the front of a check can be different from the view of someone who signs the back of a check.
Back of the Check
There are a lot of people doling out advice who do so without ever having to sign the front of a…Continue Reading