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More Articles:1. Find the Right Coach: 9 Guidelines for Executives Find the Right Coach:Nine Guidelines for Executives It seems that coaches are everywhere these days. Senior Executives are hiring executive consultants in increasing numbers, and for a wider variety of reasons. In the past, coaching was viewed primarily as a remedial tool for executives whose careers were skidding. Today more and more leaders use coaches on a consultative basis, for everything from accelerating leadership transitions to facilitating board, shareholder and employee relations. Tod… 2. The Value of Values By Eric Garner One of the toughest jobs a leader has to perform is to act as guardian of an organisation’s values.An organisation’s values are the things that are really important to it.In the early days of an enterprise, the values are sometimes the only thing that keeps the business going. When other factors make the chances of survival doubtful, such as funds, markets, and technology, it is the set of beliefs held by the original founders which pull the business through. The beliefs of the organization ar… 3. Doing More With Less By Cynthia Kyriazis This is a bottom-line environment.Decreasing the downtime of revenue producing employees is a major concern. Efficiency, effectiveness, productivity gains, lowering expenses and increasing ROI are words we are all hearing more of these days. Yet "Sales and Marketing Management" magazine says that less than half of today's sales forces have ever sold during the type of economic market we are currently facing.InvestmentAside from the obvious investment in training, sales professionals are provid… 4. Stop Being a Salesperson There is absolutely nothing wrong or immoral about being a salesperson. That being said, we have too many salespeople in sales organizations and not enough businesspeople.Salespeople tend to focus on themselves and the products and services they sell. Businesspeople focus on solving business problems and opening new opportunities, focusing on the outcome of the solutions they employ rather than the technical details of the products and services they offer.Stop being a salesperson and become a bu… |
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