Monthly Archives: February 2011

Knocked on Your Tush (Part 1 of 4)

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If you’ve read this blog for a while, you know I like to point your attention and creative imagination toward what’s positive and what’s possible in the world—to look for and see the abundance, potential and opportunities of life.
And that is a good thing… and a very necessary thing if we want to move our lives in a positive direction and toward that greater abundance.
BUT, what do you do when you get knocked down. And you will. This is LIFE we are talking about. It is not always blue skies, singing birds and pretty rainbows outside. Sometimes it rains, sometimes it even storms and sometimes it even comes with the added drama (and potential pain) of lightening and thunder. What do you do then, Mr. Sunshine?
That is what we are going to address in this four-part series: When you get knocked on your tush in life, how do you get back up so you are not knocked OUT?
The interesting thing is, during the times of strife, struggle and challenge that the true achievers are born. Never mind the analogy of the true birth experience, having to overcome the incredible obstacles involved in literally being born. But after that first trying experience—and the slap of the doctor and your first cry—it is during the other challenges and obstacles of life when achievers are born.
Martin Luther King Jr. put it this way: “The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of challenge.” It is only when we are presented with those challenges that we get to separate ourselves from other men and women.

Imagine this: You are at the very top of your game. Let’s say that game is in one of the most competitive and rivaled fields in the entire world. After decades of painful discipline, sacrifice and relentless commitment, you finally rise to the top, the very top in fact, and then tragedy strikes….CLICK HERE TO READ MORE

A Minute with John Maxwell

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I have been following John Maxwell for over a decade now and when it comes to leadership you will not find a better person to learn from than him. Recently, he has started what he is calling, ” A Minute with Maxwelll.” Each day John presents the word of the day and gives you a great insight into what that word means in just a minutes time. I have embedded today’s word for you here on my blog. The word is courage. Go listen and think about what he has to say and how you can implement his teachings into your life.

Make it a great day!
Coach Dave

How To Make Your Sales Manager Better

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Copyright (c) 2010 Mr. Inside Sales

I consult with a lot of business owners, and I hear a common complaint: “The sales team isn’t making their revenue numbers and my sales manager doesn’t seem to know what to do to get them to improve. What should I do?”

After reviewing their sales processes, their training program, sales scripts, etc., I always ask the same question: “How much production is your sales manager generating per month?” And I almost always get the same answer – “My manager doesn’t sell.”

Therein lies the problem.

The problem with most sales managers that they don’t sell. And the problem with that is how can they teach and manage something they aren’t doing themselves (or worse, can’t)?

Now I know there are differing opinions on this – some say managers need to manage from the sidelines (like coaches), need to be involved in higher level responsibilities, need to attend endless meetings, and need to be able to set revenue goals and get their team to achieve them.

I agree with some of this (except the endless meetings part!), but the most effective and respected sales managers and V. P.’s I work with all lead by example. They have a personal quota and they keep their skills sharp and refined because they are on the phones closing prospects and clients every day.

Because of this, they have a real understanding of what it takes to get the job done, and so they are in the best position to teach it to others.

Here are the top 5 benefits of having a selling sales manager:

1) Sales managers who actively sell have an up to date, intimate understanding of what techniques, skills and strategies work in your selling environment. And having this first-hand knowledge means they can teach it to others.

2) Because a selling sales manager has this immediate experience of closing sales, they are in a much better position to help their team members close business as well. They can easily do a TO (take over) when a sales rep needs help. This not only teaches the rep how to handle selling situations, but it often saves a sale as well. This is what your sales manager must be able to do, and it is a crucial part of their job.

3) A selling sales manager commands the ultimate respect and confidence of his/her sales team. A sales manager is a leader of his team, and the best way to lead is by example. Sales reps respect and follow a leader who can help them close sales and achieve their goals. They’ll also work harder for them.

4) A confident sales manager grows a confident and productive team. Nothing is better for a sales manager than to have him/her demonstrate, to themselves and others, that they have what it takes to successfully close sales. A successful selling manager isn’t afraid of setting production goals because he knows he can achieve them (and he knows what it’s going to take).

5) As a business owner, you must have the confidence that your manager knows exactly how to accomplish your company’s revenue goals. The most accurate way to determine this is by having the sure knowledge that he knows how to do it himself. This experience is invaluable and will ensure that the goals you set are reasonable and reachable.

The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect that causes friction, undermines morale, and often leads to demotivated, underperforming sales teams (and managers).

All this can be avoided when you have an experienced, hands on, selling sales manager who can give you honest and accurate feedback about production goals and the ways to achieve them.

There are many more benefits of having a selling sales manager leading your team, but I hope this short list has convinced you. Believe me, the fastest way to make your sales manager better is to give them a quota and require them to pick up the phone and start closing business.

If you don’t already have a quota for him/her now, then do yourself (and your company and your manager) a favor and set one this week. All of you will benefit from it!

Article Source: http://www.articlesbase.com/business-articles/how-to-make-your-sales-manager-better-3103502.html

About the Author
Want to sell more with less rejection over the phone? Download the free Special Report, “Ten Techniques to Instantly Become a Better Closer”.

Organizational Behavior in Practice

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Organizations are social entities. Organizations are people. Organizations are places where people interact, form formal and informal groups, set formal policies and informal norms and work towards the achievement of organizational objectives of higher productivity, better customer satisfaction and higher profits in the case of business organization. Organizational behavior includes the study of employee behavior in organization, the organizational environment, the impact of organizational environment on employee behavior, the impact of employee behavior on organizational environment and the impact of macro business environment on organization and its employees.

The study of organizational behavior is very much relevant and significant for the following reasons:

  • Employee behavior is unpredictable and each employee has different needs, motivation, socio-cultural background, values, beliefs and personality. There cannot be one way of managing all employees as each has distinct needs and motivation levels.
  • Monetary incentives though important need to be accompanied by non-monetary incentives like praise, recognition to be effective in motivating employees for better performance.
  • Informal groups with their norms and cohesiveness have an impact on organizational productivity.
  • Interpersonal relations can be cooperative or conflicting, organizational behavior offers techniques like transactional analysis for establishing better interpersonal relations which result in better superior-subordinate relationship, better relation between co-workers and overall organizational environment of trust and team work.
  • Organizational behavior also suggests rewards and sanctions which can be used to achieve desired organizational results.
  • Management must set the code of conduct and proper ethics to ensure fair dealing with all the publics.

 

Organizational behavior with interdisciplinary orientation and contribution from behavioral sciences like psychology, sociology, anthropology, economics and political science is a field of study which can significantly contribute to improve organizational effectiveness.

 

 

 

Article Source: http://www.articlesbase.com/human-resources-articles/organizational-behavior-in-practice-2747245.html

About the Author

Mr. Sunil V. Chaudhary

Lecturer

SEMCOM College Vallabh Vidyanagar

District: ANAND  (INDIA)

Blizzard of 2011 will not stop the Super Bowl

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I am sitting in a hotel room in FT. Worth snowed in. We are going through the blizzard of 2011 and trying to celebrate Super Bowl XLV. Dallas is not set up for this crazy weather, however, as bad as it has been due to closings and cancellations of Super Bowl events one common theme has emerged down here. That theme is sometimes you just have to deal with the circumstances and make the best of it. So, let me ask you what issues are you dealing with that are out of your control? Recognize what those circumstances are and move forward. Quit letting things you can not control keep you from becoming better. Well, that is it for this edition of “Open Blog Friday” because the snow has ended and the sun is out. We are off to meet some of the ESPN guys. I will hopefully have some pics to share of my fabulous weekend, sleet or snow the game will go on!

Coach Dave