March 15, 2010 | Recruiting & Retention
We were in southern California conducting a Coaching For Success workshop for division managers at a young and rapidly growing consumer products company. When it came time to conduct a difficult coaching conversation, two managers presented a nearly identical scenario: The top sales performer on their team has been with …
February 15, 2010 | Sales and Customer Service
During an economic downturn, transforming service into sales is a top priority for companies in nearly every industry. Yet, many companies that are attempting to transition from service to sales are ignoring one key component in that process: Service! The Customer Service Hall of Shame has become an annual feature …
Coaching For The Bottom Line: Moving Beyond Talent
January 18, 2010 | Coaching, Performance Management
The legendary New York Yankee slugger Mickey Mantle put it succinctly: “I could never be a manager. All I have is natural ability.” Could Mantle’s insight apply to some of the managers and supervisors in your organization, too? When we talk to senior sales and service leaders, they tell us …
Rewire Your Employees For Improved Sales Performance
November 16, 2009 | Sales and Customer Service
Do you sometimes wish that you could rewire your front-line representatives to up-sell and cross-sell while they provide great service that builds customer loyalty and generates repeat business? Would you like to apply the coaching secrets of a true Master to increase your sales results? You may not be familiar …
October 19, 2009 | Coaching
Are you feeling up-to-date with the latest research on effective performance management? Try this simple quiz. True or false? To perform at their best, employees . . . Need to understand the dynamics of their industry and their company’s strategy and competitive positioning within that industry. Need to know the …
A Free Agent Message To The Graduates
May 26, 2008 | Coaching
As we write these words we’re in Providence, Rhode Island, attending our son Jordan’s graduation from Brown University. As you can imagine, this is an exciting time. We’re proud of Jordan and what he has learned and accomplished over the past four years. And we’re excited and optimistic about our …