Relook Your Product Line and Look in Depth at all Steps of the Sale – XI


  • SWOT ANALYSIS – X

    Before we start our Journey of Success, please complete a SWOT analysis of your past, existing and future business ventures as well as consider completing one on you to get a realistic evaluation of yourself. SWOT – stands for Strengths, Weaknesses, Opportunities and Threats – an extremely effective tool to provide a base for a […]

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  • THE ONE PAGE PLAN – IX

    Without a Plan your business efforts will be like a sailboat sailing across then Ocean without a rudder. Every thriving business is lead by a smart and powerful group of managers, who sail along the seas of success and know where they have been, where are they now and where they are going. They are […]

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  • The Customer is the Boss – VIII

    The organization chart shown above sets the stage for you the Manager to structure your department and hopefully your organization according to the power you transmit in walking-the-walk and talking-the-talk. Too many organizations are talking about the need to serve the Customer, but fall short in their Silo driven environments in communicating this commitment to […]

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  • 13 FATAL ERRORS OF MANAGEMENT – VII

    Prepared & Written by: John Golde & Steven Brown
    FATAL ERROR #1 : Refuse To Accept Personal Responsibility

    • Buck Stops Here
    • Performance and Excuses – don’t accept excuses
    • Failure Formula
      People fail in direct proportion to their willingness to accept socially acceptable excuses for failure.
    • Three Unspoken Words
      I Don’t Know
    • Definition of Leadership
      The skill of attaining predetermined objectives with and through the […]

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  • HOW DOES MANAGEMENT IMPACT THE BOTTOM LINE? – V

    The charts featured below, while in their simplest form, will clear the air as to what is the most important item that affects the bottom line. In your next Management meeting you might want to ask attendees to rank the following three factors (sales, GP rate, expenses) as to their importance and impact on operating […]

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  • SUN TZU THE ART OF WAR – 500 B.C. – IV

    SUN TZU in 500BC was looking for a job as a General working for a War Lord to head up the army. In an interview with a War Lord, he was challenged to show his capabilities to lead by having to line-up and march 30 of the War Lord’s concubines in a military manner. SUN […]

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  • THE NEED FOR A NEW APPROACH FOR RECRUITING – III

    Recruiting is not a primary responsibility of the HR (Human Resources) department. They can be part of the process but the key responsibilities of establishing the Initial Profile, conducting all Interviews and the Final selection steps have to be the responsibility of the Manager for whom the potential candidate will work for. You would be […]

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  • Watch for Trends – II

    The savvy Manager is constantly seeking the next area of growth and trying to see where he could be maximizing the opportunity for his business. The field for new products, job opportunities and career planning are endless. However, if you or your employees are not working with a PLAN that identifies key trends that will […]

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  • Golden Nuggets To Increase Revenue and Profits – I

    Every Sales Manager has access to Golden Nuggets that turn into prospects for sales for their Sales Reps on a consistent basis. 39% of businesses admit that their data is inaccurate and amongst the 61% that use some form of data, a few utilize the Golden Nuggets that are readily available to everyone through the adoption of NAICS Codes.

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  • It Starts and Ends with Management

    My objective is to provide ideas that clearly spells out a challenge to managers on a daily basis based on personal business experiences garnered over a 40+ year career in managing a wide variety of reports across a wide range of responsibilities.

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  • Quota Advice

    Are you one of the Sales Managers whose reports are turning in low performances in terms of making quota? For every 100 Sales Reps anywhere from 40- 51% of them are not making quota translating into compounded negativity build up, mediocrity becomes acceptable and costly turnover turns into a rampant factor deeply affecting the bottom line. It would be easy to blame the quota setters for issuing unobtainable objectives, but the real reason can be found in the fact that in every organization it Starts and Ends with Management.

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