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Posts Tagged "productivity"


By Leanne Hoagland-Smith Maximum productivity happens when your human capital is working like a finely oiled machine. Yes, knowledge and skills are important. Knowing what to do is critical in today’s highly competitive global marketplace. However, wanting to do is even more critical. For it is the attitudes and habits of your human capital workforce that will either make or break you. For you to receive the maximum productivity...

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by Leanne Hoagland-Smith In reviewing your customers from the last 12 months, who buys what you sell? This may sound too simple and yet is critical to sustainable business growth. Recently, I had a conversation with Fred McMurray, of Media Vine Marketing and LinkedLocal Network. He asked me, “Who was my target market?” I quickly replied small businesses under 100 employees with up to $50 million in sales where either the C Suite...

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By Kendra Lee Recently, I heard a sales consultant tell a group of sales reps that they needed to forget about closing Q4 deals and turn their attention to laying the groundwork for 2014. The only value to Q4, this consultant argued, is that it presents an opportunity to get a jumpstart on Q1. And he was dead serious. I couldn’t believe it. Why would a salesperson treat Q4 any differently than the other three quarters of the year? The...

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Are you spinning your wheels on activities that aren’t helping you sell successfully? Join the 20% of salespeople who are organized in their productivity efforts! by Maura Schreier-Fleming Pareto is very busy in the sales world.  You know the 80-20 rule.  In this case, it means that only 20% of salespeople spend 80% of their time on selling activities.  Are you in this group?  See if you recognize yourself.  If not, here’s how...

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by Kendra Lee Not long ago, I had a back and forth discussion with a sales rep who just simply wasn’t taking the correct route in regards to following up with a prospect. This undoubtedly happens all the time, but this particular instance perked my ears up a bit. To make a long story short, the rep engaged in pursuing a prospect with nothing but good intentions, yet ended up coming off as a stalker as a result of her approach. Worst...

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