Where You'll Be In A Year Depends, In Part, On What You Do Today

Long-term success is the objective of every sales manager, but, as the saying goes, a journey of a thousand miles begins with a single step. Recognizing salespeople for their small accomplishments can produce much bigger results. Find out how...

Fixing Your Team's Focus

How do you regain the reins of a distracted sales team and lead them to success? Author and speaker Lee Salz shares four key approaches and nabbed another dozen ideas from other sales consultants. Read through them and add your own success stories here...

Drive home in a 2009 hybrid! Submit an RFP at LVCVA.com to make your business planning easy this summer – and you could be riding in style. You can also win a trip to Las Vegas, so put your business planning in cruise control and Book Vegas today! Learn more at LVCVA.com.

Cooler heads will prevail...

The stress from the economy and increased workloads associated with repetitive 'do more with less' reorganizing has put plenty of people on edge. As a manager, it can become a pretty serious cause for concern if you have to repeatedly apologize to your sales team for losing your cool.

Besides steadying your own emotions, you must also be able to pick up on  increased irritation between co-workers and mediate before things spiral out of control. Learn how to limit workplace irritation...

Exotic Carry-On Collection Heys USA XCase Exotic Collection carry-on makes the perfect employee reward or customer incentive because it's a gift that everyone will love. Motivating the team with a combination fashion statement and the "World's Lightest Carry-on" will make them feel like a million bucks, and it's a gift they will be proud to use. For incentive and business gift ideas from Heys USA (www.heysusa.com), call George L. Cassius at 718-338-0177, or e-mail George@Earthgear.org.

Why Train Unmotivated Sales Reps?

It’s tough to get adequate training dollars in tight economic times, tougher still when many of those who receive the training don’t provide a return on that investment. Why spend money on training when one-third of the reps will tune out? Sales consultant Mike Brooks says you’re investing for the other two-thirds of your team that will actually benefit from sales training...

Register for first-ever Engagement Expo The Enterprise Engagement Conference and Expo (May 12-13 at the Hilton NY) features the top minds, motivators and marketers in the field of engagement. Two days of ideas and information will help you better understand this critical driver of business success – more important than ever in today’s environment. To register today, visit: www.nyirr.com, or call 914-591-7600, ext. 285.

Lessons Learned From Captains and Crabs

The Discovery Channel's hit show Deadliest Catch is great escapism for those of us who head to offices instead of the high seas to earn a living. But Scott Barinato of Harvard Business Review says the show is one of the best places for a manager in any field to learn about leadership and see it in action.

Barinato's self-proclaimed incomplete list of what Deadliest Catch teaches managers:

Strategy and execution - Every crab season starts with the captains deciding where to put their pods, and then adjusting that strategy as they get real-time data on their results.

Employee onboarding - The captain must integrate rookie fishermen with the veterans, without much time for orientation or feedback.

Competitive cooperation - the captains work with and against captains of other crab boats to ensure their own success and also the success of the industry. They help each other when they're in trouble, but the sharing only goes so far.

Innovation - Ever try to fix a punctured hydraulic pump 30 feet above the deck of a boat while sitting on a slick, oil-soaked crane rollicking in rough seas during a snow squall?

"These guys are better managers than you and me, and they're better leaders than most," Barinato says.
 

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