It is essential to schedule timelines and activity goals for tracking progress of sales employees. Measuring performance of an employee is a no-brainer, and for sales employees it is essential. Sales managers must set clear goals and measure the progress of each sales rep. The challenge to meet a goal and be rewarded for accomplishments […]
Do you underestimate your competition?
Posted by on May 16, 2019.
Equip sales force with the tools needed to be successful Sales managers are not responsible for forcing sales reps to do their job, but they are responsible for providing sales reps the right tools, information and opportunity for success. One way managers can do this is by providing efficient technology, access to market and client […]
Transform your sales team into lean, mean, selling machines
Posted by on March 2, 2019.
Establish a strategic process to grow and increase key accounts. We know that it costs more money and takes more effort to gain a new customer than it does to maintain an existing client! Developing expanded relationships within cross-functional teams within key accounts and maintaining clients over a long period of time is significantly more […]
How do you effectively onboard sales staff?
Posted by on February 26, 2019.
Provide targeted training for new sales staff. When hiring, your sales force should already have the core competencies of sales. Once you realize that you have attracted the “right” talent, training is imperative. Organizations must select effective training programs that will improve the bench strength and knowledge base of the sales department. Training should balance focus […]
Open Book Management Drives Sales
Posted by on March 19, 2018.
Share knowledge and information! Do not underestimate the power of knowledge! Sharing relevant information is an effective way to increase the productivity of sales employees without removing them from their job. There are many tools that allow knowledge to be shared easily within a department including chat forums, online training videos, webinars, or email communication […]
How can you maximize the productivity of your sales team?
Posted by on May 12, 2015.
Use a systematic process to retain clients and earn new business. Companies generally have many objectives when it comes to sales and always include revenue growth and market share. These goals not only depend on the product or service, but industry size as well. Using your relationship with your current customer base to upsell or […]
Will your company cease to exist due to poor sales behaviors?
Posted by on May 4, 2015.
Confront negative or disengaged employees immediately! The essence of the sales process provides plenty of opportunity for negative emotions to surface including rejection, changing market conditions, internal or external competition, or the loss of a client. There are many other factors that create decreased levels of employee engagement, productivity, and morale. Effective managers have learned to […]
Disengaged employees are 53% less productive than their engaged counterparts!
Posted by on April 1, 2015.
Employee engagement surrveys have become a popular management tool to understand the level of engagement. These tools not only help management investigate whether employees align with corporate values, but they also identify problem areas and elicit information to increase engagement. Employees that are highly engaged are excited and enthusiastic. They are more focused on their […]
2 Critical Questions to Ask for Effective Succession Planning
Posted by on March 31, 2015.
Succession planning is often misunderstood or undervalued in the workplace. According to Talent Management magazine, about 70 percent of companies say they participate in some form of succession planning. However, 62 percent also report having too few candidates for organizational needs, and a third of organizations report no succession plan at all. These numbers are […]
How Do I Know If I’m Hiring the “Right” Person?
Posted by on March 23, 2015.
The renowned business guru, Peter Drucker, estimated that two-thirds of employee hiring decisions may actually be hiring mistakes! If you have had the experience of hiring, I’m sure you can relate. Business owners and hiring managers tell me they sometimes hire the right person and sometimes they don’t. In fact, many of my clients say […]
Leadership Competencies
Posted by on March 1, 2015.
Great leaders persist and persevere in the face of adversity. Expand your leadership skills by noticing where and when you have a tendency to give up.
The Power of Competition
Posted by on February 4, 2015.
Equip your sales force with the tools needed to be successful. Sales managers are not responsible for forcing sales reps to do their job, however, they are responsible for providing sales reps the right tools, information and opportunity for success. One way managers can do this is by providing efficient technology, access to market and client […]
10 Important Questions to Help Identify High Potentials
Posted by on January 1, 2015.
According to a study by the Corporate Executive Board (CEB), as many as 25% of high-potential employees plan on leaving their jobs within a year. Many organizations make the mistake of only looking at ability when assessing an employee’s potential for managing a job. When trying to identify a high-potential (or HiPo) employee, it is […]
Financial Impact of Disengaged Employees
Posted by on August 7, 2013.
In their global workforce study, Towers Perrin found that 4 out of 5 employees are not contributing up to their potential. They also found that 4 out of ten workers are disenchanted or disengaged! Of the top 10 drivers of employee engagement, Towers Perrin found that half were related to the organization and half were […]
Strategic Planning THAT WORKS!
Posted by on March 19, 2013.
Executives and entrepreneurs started the New Year with the hope that 2013 will be a successful year for their businesses. However, hope isn’t a strategy. Author Harvey MacKay states “If you fail to plan then you plan to fail.” Many leaders don’t know how to plan and live with that uneasy feeling down in their gut […]
How Will Assessing Candidates Help Your Business?
Posted by on January 11, 2012.
Using assessment instruments will reduce costs associated with employee absenteeism and turnover. Assessments will enhance your talent management system by improving your recruiting and on boarding initiatives and reduce turnover expenses. This type of investment can provide better job match outcomes and minimizes disruptions to customers, co-workers and improve overall workforce productivity.
Growing Yourself = Business Growth
Posted by on September 1, 2011.
Many companies have been launched simply from a good idea. However, good ideas are not enough to grow or sustain your company! Growth begins with the commitment from the leader to invest in their own personal development in building their management skills. Making an investment to acquire the competencies to manage, engage and empower your […]
LinkedIn’s Stock More Than Doubled
Posted by on May 23, 2011.
NEW YORK (AP) LinkedIn’s stock more than doubled in its market debut 5/19/11 because of huge investor demand for the first major U.S. social networking company to go public. The demand reflects investors’ belief that Internet services that connect people with common interests will be able to make more money as the Web’s audience steadily […]
Hiring – Cultural Fit
Posted by on May 9, 2011.
The hiring process can be daunting if not approached in a process driven way. Setting the foundation for hiring starts with identifying your culture. Is your work environment a fast moving, ever changing, damanding? Or, is your setting more methodical, process driven, and evenly paced kind of culture? Identifying the elements of your culture is […]
Building High Performance
Posted by on April 12, 2011.
A lack of relevant skills may present a hurdle for companies as they position themselves for growth according to Accenture’s David Smith. As a business strategist, I encourage my clients to use validated assessments to measure the cognitive abilities, behavioral traits and interests of their current top talent. These performance models can then be used […]
Success Coaching
Posted by on March 29, 2011.
Success coaching applies simple yet powerful processes and strategies designed to support the development of the most critical areas of business. There are many facets to operating a company and managing people including leading, planning, organizing, and controlling. Leaders need to develop the core competencies of leadership in order to be competitive.
Teambuilding
Posted by on March 28, 2011.
The core of successful teambuilding is to make sure the strengths and the interests of each individual is being utilized to their fullest capacity. Selecting a competent team leader is vital to the success of any team. Without a capable leader, the team will encounter challenges including ineffectiveness, personnel conflicts, delayed projects and overall poor […]
Business 101
Posted by on March 23, 2011.
Many companies have been launched simply from a good idea. However, good ideas are not enough to grow or sustain a company. Growth begins with the commitment from the leader to invest in their own personal development in building their management skills. Making an investment to acquire the professional skills to manage, engage and empower […]
Workplace Drama Costs 3 Billion a Year!
Posted by on March 1, 2011.
Gallup suggests negativity costs the U.S. economy more than $3 billion a year in lost productivity. Whether it’s complaining, negative attitudes or stress-related illnesses, workplace drama hampers productivity and personal effectiveness. The leadership of any organization will determine if negative attitudes are allowed within a particular workspace. Many leaders do not have the courage or […]
Strategy to Improve Hiring
Posted by on February 8, 2011.
Avoiding costly hiring mistakes centers on gathering more information in the screening process about potential employees. Pre-hire assessments are one of the most efficient ways to eliminate concerns and ultimately bad hires. The use of validated hiring tools will increase consistency and improve the overall success of your hiring process. Assessments are the best way […]
Biz Building Tools
Posted by on January 28, 2011.
5050BIZ Combines social and business networking with powerful business tools. Bundled web/video conferencing, shared document storage, virtual conference rooms, instant messaging, shared calendars, group chat, and more in one secure place. Access your virtual office and easy biz tools from anywhere in the world! http://kathleenranahan.com/biz-assessment-success-tools
What’s the impact of poor delegation? – Call 772-999-3546 to learn more!
Posted by on January 24, 2011.
Lost opportunities, missed deadlines, performance issues, inability to deliver results, poor morale are some of the negative impacts of poor delegation. Many of our clients find themselves following up, following up, and following up. Or, they fall into the trap of doing it all themselves! Proper delegation sets the stage to empower others to work and solve problems […]
What’s the impact of poor time management? Call 772-999-3546 to improve outcomes!
Posted by on January 24, 2011.
Time management is NOT about time! It is about having clarity about your priorities and being able to communicate those ever changing priorities to your team. In order to be clear about your priorities, you must have clarity about your overall vision and be able to communicate and create alignment with you team based on […]
What’s the impact of not hiring effectively? Call 772-999-3546 to access hiring tools!
Posted by on January 23, 2011.
We teach leaders how the leadership competency of communication can be used more effectively during the hiring process. We deliver tools and techniques to manage the recruitment and selection component of the talent management process. Our program provides a step-by-step process and a proven method screen and retain individuals with the required skills and aptitude […]
What’s the impact of disengaged teams? – Call 772-999-3546 to enhance engagement!
Posted by on January 23, 2011.
The difference between good performance or great performace for any organization is the level of employee engagement. A company or a leader can only be a optimum performance if his / her team is engaged and productive. Productivity is directly related to the leadership competency of developing others. At the core of developing employees is […]