March - 2017

Employee engagement an oxymoron?

Employee engagement an oxymoron?

Research reveals that four out of ten workers are disengaged. The fall out of disengaged employees can be detrimental to productivity - low morale, 9-5 mentality, higher absenteeism, higher turnover, etc.. Strategically, driving better employee engagement should be at the top of every manager’s annual objectives. Engaged employees are more likely to be motivated and loyal to their employer; these employees score higher on customer satisfaction surveys and constantly think ou

Managing Change in Sales Organizations

Managing Change in Sales Organizations

Managing change is hard. Ask any middle manager. Some would say that managing change in a sales environment is even harder. Change Management methodology is not a magic pill, but is instead a thorough behavioral predictability model to give you the best chance possible for facilitating change stickiness. To keep up with the pace of the market, managing change is inevitable in the job description of a sales manager today. As a sales leader, it’s your responsibility to identif

Pareto Principle on Key Strategic Accounts

Pareto Principle on Key Strategic Accounts

Time is money, as all Sales people know, so finding ways to maximize the value of your time becomes imperative. The Pareto Principle is the 80/20 rule; from a Sales perspective, this would mean that 20% of your accounts likely make up 80% of your revenue. If we then apply this principle to account management, it can be a strategic method of managing your accounts so that you can get the highest ROI for your time and effort. The ability to identify and realign the business bas

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