Managing Change

Facing change, a group divides into three factions – those for it, those against it and the fence sitters. Which group should you encourage? Answer: Spend your time with those who already favor it, says Ron Koroscil and Jack D’Urso of Pitney Bowes. Reason: In their manufacturing group, the pair encouraged and supported those who… Read More »

How To Protect Yourself From Identify Theft

With more and more business occurring on the Internet, protection from identity theft has never been more important. However, despite the increased attacks on personal computers and websites, few people are taking the necessary precautions to secure their information. To help make you a safer user and to keep your information away from those looking… Read More »

IQ vs EQ

Have you ever hired a person who had a rocking resume? Their education level and performance was off the charts, but you brought them into the job and they did not do as you hoped. Just because an individual is book smart, does not mean they will do a good job in your business. What… Read More »

Work-Life Balance for Sales Professionals

For many professionals, achieving work-life balance is harder than it sounds. This is especially true in sales. When every dollar counts towards your quota, you’re far more likely to answer your phone at the dinner table, respond to emails during a movie, and generally spend every fee minute focused on closing deals. While it can… Read More »

Creating and Retaining a Loyal Sales Team

Hiring and retaining top salespeople for your team is much easier said than done. An effective and results-oriented team is about more than hiring one big gun, it’s about locating a group of people whose strengths are complementary, and who enjoy working together towards a common goal, all while engaging in a bit of healthy… Read More »

Do Women Have an Advantage in the Sales Industry?

Before we alienate the men in the audience, let’s be clear about one thing: there are women who are great at sales and women who are terrible at sales, just as there are superstars and dim bulbs among men.  Today, we are simply going to examine some of the advantages that women have in sales… Read More »

How to Prevent Your Candidate from Accepting a Counter Offer

After months and months of searching for the brightest new member of your sales team, you’ve finally found The One. You’ve extended the offer, and the candidate has given verbal acceptance. You can finally breathe! Suddenly, something changes.  Your phone rings. It’s your candidate. And you know from the tone of her voice that this… Read More »

Turn Negative Into Positive Action

“Learned optimism” – the ability to interpret negative events in positive terms-can boost your productivity. To give yourself a mental edge: Devise three solutions to any problem. By forcing yourself to identify a trio of options, you leave less time for anxiety. You’ll also gain momentum by seeking more creative solutions. Reframe upsetting situations. That’s… Read More »

How Can I Improve My Memory?

Our memory is very precious to us as it is a window to the events that have taken place in our lives. It can be frustrating though when you remember something that occurred 20 years ago but can’t remember what you need to pick up at the store this afternoon. Many people wish that they… Read More »

Engagement And Culture Are Top Issues This Year

As the job turnover rate increases, HR departments have to turn their focus to what the core issues are. Employees that are unhappy with their jobs either find a new job or underperform. Either way, it makes for a difficult situation with business owners. For that reason, focusing on engagement needs to be a high… Read More »