September 1, 2011

The difference between success and failure in business can really be broken down into five key factors. Some business owners are lucky to have the right product at the right time, however, most find that if they do not do these five things they will either fail, or worse yet, discover that they would have earned a better living by…

business growth insights

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August 30, 2011

One of the most important topics that I discuss with C-level leadership is strategic planning for business growth. It doesn’t matter how good or how bad the economy is, all…

August 23, 2011

A person we will call “Tony,” recently used a recruiter, and this went against his usual practice. Typically he tries to avoid the cost of recruiters, seeing no value in…

August 18, 2011

Often too much focus is put on the lagging indicators of leadership problems such as missed deadlines, sales coming in below plan, and disappointing profit results. The reality is that…

August 9, 2011

Do you ever wonder why some organizations seem to implement new ideas with ease while others fail? Or why very competent and successful people seem to fail miserably when they…

We all carry belief systems that may lead to success and or throw us off course. Many times behavioral weaknesses that are obvious to others (but not to ourselves) are…

July 19, 2011

Someone recently came to me dejected because peers he admires and respects are not reciprocating. My friend was very uncertain how this could be. He is smart, good at what…

July 7, 2011

There are 6 ways proven to maximize a company’s growth potential through its people: Improve Your Interviewing Skills – Dr. Bradford Smart is a guru in hiring the right people.…

July 5, 2011

Here are the questions clients typically want to know about their sales force. In answering these questions, one can learn if the proper training is being used, if the team…

June 30, 2011

Are sales managers effective? How would one know if they could and should be getting more performance out of the sales team? How do you know if money is being…

June 26, 2011

Are you taking the right actions to drive people performance? Are you taking enough time to really understand who the underperformers are? I have found that there are three simple…

June 23, 2011

Answer these 10 questions to determine how well your sales processes and systems are operating: 1. If people complete the actions in the business plan, is there certainty in plan…

June 16, 2011

I have been assessing where the biggest problem is in most organizations, and it is communication! People are meeting, but they are not communicating about the real issues. They are…

June 9, 2011

It is often said that numbers don’t lie. While the numbers in your financial statements are correct, the conclusions you draw from them may be wrong. This misinterpretation can cause…

June 2, 2011

I received an e-mail from a good friend and colleague who was having trouble helping a client make a critical technology decision. I received it because we shared the client,…

May 26, 2011

One thing that most everyone would agree with is that when someone is fully committed to a priority and they get focused, they get it done. So when I find…

May 23, 2011

As I have become more experienced as a leader and father I am finding a lot of similarities. There are three important lessons learned from both of these roles. The…

May 19, 2011

Companies whose market share is growing have fanatical discipline about their people. You know a company has fanatical discipline when they have the following in place: A clear understanding of…

May 17, 2011

In today’s business environment it is rare to find a product or service that is truly unique. Even if a company can develop a way to deliver its product or…

May 12, 2011

There has been much written on interviewing and selecting talent. As I speak with clients, even those who use some of the best interviewing techniques, the main point is being…

May 5, 2011

If a company is not meeting its growth potential, is growing slower than the competition, or worse, not growing, it is likely that it has a strategy problem. Too often…

I just attended a conference with 100 other sales force development experts.  What has become clear to  entire group is that the economic meltdown has made the field of sales much…

May 3, 2011

Every company has hidden costs and lost revenue that result from wrong decisions, failing to make decisions, not taking action, acting too slowly, and acting too quickly.  While we know…

November 14, 2009

The current financial markets have created a real dilemma for companies. In the last five years financing was cheap, easy, and plentiful. CEOs only had to dream about growth and…

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