9 Steps to Better Motivation

Many sales managers incorrectly believe they use incentives because some portion of their reps’ salary is contingent upon their performance. But that’s not using incentives, says Tim Houlihan, Vice President of Reward Systems at BI, a Minneapolis business improvement company. Houlihan offers nine ways to get more out of your investment in incentives...

Are You the Kind of Manager Who’s Hard to Leave?

It’s often said that employees don’t leave companies, they leave managers. How you treat your team during tough times has a lot to do with how long they stay with you. Our collection of thoughts on mindful management can help you keep your best performers...

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You’ve Instilled the Will, But Have You Provided the Way?

Even your most highly motivated salespeople need more than desire to produce results. The SalesForceXP eLearning Center offers an assortment of live seminars on topical skill sets from noted sales management experts. It’s an affordable means of providing sales tactics that produce results...

4 Ways to Exceed Clients’ Expectations

Pleasing clients is a no-brainer in any economy. Exceeding client expectations in a bad economy can make the difference in whether or not you win the next job. Steven DeMaio, a former editor at HarvardBusiness.org who blogs regularly on business matters, offers these four tips to go above and beyond and win a client for life:

• Beat the deadline. Getting work done ahead of time gives the client flexibility and demonstrates you are efficient and customer-focused. When agreeing to a deadline, choose one you know you can beat.

• Ask proactive questions. Clients appreciate it when you act as a thought partner and demonstrate your concern for the process and its result.

• Know when to defer. Deference is important but too much of it positions you as hired help. Inspire confidence by acting collegial and proving yourself to be a competent expert, not a lackey.

• Give Feedback. Every process can be improved, and you are in a unique position to provide feedback. If the circumstances are right, tactfully give thoughtful and constructive criticism.
   

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