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- 10 Ways To Make Your Customers Happy
- Give your people the freedom to do anything that makes your customer service special. Your people have the right training let them use it in an enlightened culture. In this way, your people are allowed to do anything that gets the very best outcome for their customers.
- Five Keys To Being A Successful Entrpreneur
- Every great entrepreneur has five key attributes that sets them aside from their competition and that ensure they will succeed where others may fail.
- The Words of Wisdom Used By Leaders
- I have listened to a lot of different business leaders expressing their views, making comments and generally voicing their opinions. But, only a few of them were expressing words, that I would class as true words of wisdom.
- Times They Are A Changing
- The financial markets will never be the same again, the banking system will never be trusted without stringent oversight and all of the financial institutions that mortgage or insure our homes will be restructured.
- Business Leader Qualities That You Need
- These personal qualities will all reflect upon your business and they will mean that you can grow and develop every area of your own personal expertise to become not only the strategic thinker behind the business, but also the business leader who is ready to lead your company to really achieve even greater success.
- Are You Really MAD?
- Well are you really MAD? No, I don't mean are you angry with something or someone. And I don't mean to imply that you might be going insane. What I am asking you is this;
- How To Build Profitable Customer Relationships
- Building strong customer relationships positively alters the selling process in many ways. Knowledge of your customers presents new opportunities for making the right offer to the right person at the right time.
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Fetching RSS feed... please stand byBusiness Coaching For Small, Medium And Corporate Businesses
The Business Coaching Toolkit: Top 10 Strategies for Solving the Toughest Dilemmas Facing Organizations
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Amazon Price: $36.00 (as of 11/10/2009) 
Coaching and Mentoring: How to Develop Top Talent and Achieve Stronger Performance (Harvard Business Essentials)
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Amazon Price: $13.57 (as of 11/10/2009)
Coaching Manager: Developing Top Talent in Business
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Amazon Price: $36.42 (as of 11/10/2009)
Coaching People: Expert Solutions to Everyday Challenges (Pocket Mentor)
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Amazon Price: $9.95 (as of 11/10/2009)
The Greatest Book on Coaching for Small Business
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Sales Motivation and the Role of Leadership
Leadership is Motivation, the Leader is a Motivator
We're not talking about the kind of motivator who arrives and excites everyone and then leaves. That is not motivation. Real motivation lasts longer than twenty-four hours. Real motivation is the key to effective leadership, and leadership is the key to effective motivation.When organisations establish quotas for their sales teams, they should involve their sales people in the process of the setting of their targets.
Effective sales managers give their teams, an overview of the full picture and what the company is trying to achieve. Then, they work with each person to establish individual targets that will meet or exceed the corporate objectives.
Every target must be specific and detailed, then, your people can visualise its outcome. Make the target important to the person who is responsible for achieving it, if not, they may lose interest, particularly if it is a longer term objective.
Targets should have a good chance of being achievable while still challenging the individual to push themselves beyond their existing comfort zone. Each target must be relevant to the main objective of the organisation and relevant to the overall success of the company.
Set a time frame and deadline for each target and ensure the deadline is realistic but, at the same time, challenging.
Work with your team members to help them determine the targets that would be most appropriate for their development and growth and work with them to develop the appropriate action steps to achieve these targets and you will see a noticeable improvement in their performance
Communicate and tell your team what is happening, sales people are hungry for information and from my experience, can be trusted with company details. Unfortunately, too many corporations and their middle managers feel that people should only be given information that is relevant to their specific job.
Keep them aware of the progress you are making in achieving your targets, people are naturally curious and want to know how they are doing. Do not reveal confidential information, but share information about the overall status of the company.
If sales are down and you need your people to focus on generating new accounts or business then tell them. If costs are climbing then advise your employees that they need to be aware of their expenses.
Regular update meetings, email correspondence, broadcast voice mails are just some of the ways you can communicate with your team. Another effective method is through casual discussions.
Communication must be clear and concise, employees want to know where they stand and, all but a few, want to do a good job. They want to know how, you, as their manager, view their performance. That's why it is critical that you give them direction and feedback on a regular basis.
Experience has taught me that people will work harder for someone who praises them and recognises the effort they put into their work. Acknowledge their energy and performance, their effort and commitment, how hard they worked and how involved they were with it.
Your sales people have a lot of knowledge and information and can often contribute valuable suggestions to improve the business. If you really want to create a team of highly motivated sales people take the time to listen to their comments and ideas.
Foster an environment that encourages the open sharing of information. Great leaders are always open to new ideas and methods of improving business and some of the best ideas come from the customer facing employees.
This last point is the most important. If you want a highly motivated sales team, then you must lead by setting the example. You must demonstrate enthusiasm, energy, team cooperation, honesty, integrity and commitment.
Treat people with respect and dignity, give them the tools to excel, grow and develop and encourage them to participate and get involved. Ask them for feedback, listen to their comments, and act on suggestions that will help your business succeed.
Set and communicate high standards, provide positive reinforcement when your team members perform and involve them. You will soon see a team that will do almost anything to help you succeed.
Success In Business Is About Being Well Informed
Business Leadership Books
Harvard Business Review on What Makes a Leader
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Amazon Price: $13.57 (as of 11/10/2009)
Harvard Business Review on Developing Leaders (Harvard Business Review Paperback Series)
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In Their Time: The Greatest Business Leaders of the Twentieth Century
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Amazon Price: $23.10 (as of 11/10/2009)
Business Leaders and Success: 55 Top Business Leaders and How They Achieved Greatness
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Amazon Price: $10.36 (as of 11/10/2009)
Megacommunities: How Leaders of Government, Business and Non-Profits Can Tackle Today's Global Challenges Together
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Amazon Price: $13.26 (as of 11/10/2009)
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In Any Business A Good Presentation Makes All The Difference
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PR Newswire Business News & Video
Business Gurus And What They Have To Say
How to Build a Business Warren Buffett Would Buy: The R. C. Willey Story
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Soros on Soros: Staying Ahead of the Curve
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Paul Volcker: The Making of a Financial Legend
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Amazon Price: $22.45 (as of 11/10/2009)
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Great lens! You have put together a wealth of information and resources. Please feel free to visit my lens Reinvent Your Enterprise when you have a chance.
Posted August 12, 2009
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Posted December 26, 2008
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Posted September 26, 2008
Clive Warton wrote
Thanks for the well timed free advice, I will be telling my business friends about your service, all free I still can't believe it, but I know its true. Your wealth of knowledge and willingness to provide your success secrets in this way is excellent.
Posted November 13, 2007
Tom_Antion wrote...
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Posted November 07, 2007
Barry Johnson wrote
What a fantastic article, I will be implementing all of your suggestions, I can't wait to see how my sales team reacts. Is all of this business advice really free, well it obviously is, so thank you very much.
Posted October 18, 2007
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