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Digg it UP - Management’s Mixed Messages: We’re High Achievers, But I Love Average Producers!
An important factor in making your time, efforts and expenses worthwhile at a trade show is proper selection and training of your booth staff. Here are some tips for being well prepared to work your next trade show.
At the same
Public relations and goodwill of your brand often involves strategies which include endorsements from celebrities and sports heroes and in these contracts there are always clauses of moral turpitude and in these clauses o
Within the space of a few minutes, he disclosed two things to me:
(1) He is doing everything possible to create a high-achievement culture; and
(2) He loves his moderate producers because they are steady and reliable.
Of course, as you might detect, these statements are contradictory.
As a sales manager or a business owner, you don’t want to send mixed signals to your people.
Are you overtly asking for (1) but secretly hoping for (2)?
If so, your staff will sense this, and to say the least, they’ll be confused.
Confused “soldiers” don’t march with the same motivation, or in a predictable direction.
If you want a top-ranked sales team you need to create messages that are consistent and back them up with action. This means making life difficult, to put it delicately, for underachievers, while giving them whatever help and resources they reasonably require to soar with the eagles.
At the same
Leads groups can be just as powerful as a Power Team if you are able to work them properly. I try to scout out as many lead groups as I can and before making any commitment, I like to gather the cards of each member and s
(2) He loves his moderate producers because they are steady and reliable.
Of course, as you might detect, these statements are contradictory.
As a sales manager or a business owner, you don’t want to send mixed signals to your people.
Are you overtly asking for (1) but secretly hoping for (2)?
If so, your staff will sense this, and to say the least, they’ll be confused.
Confused “soldiers” don’t march with the same motivation, or in a predictable direction.
If you want a top-ranked sales team you need to create messages that are consistent and back them up with action. This means making life difficult, to put it delicately, for underachievers, while giving them whatever help and resources they reasonably require to soar with the eagles.
At the same
Did you know that it is very likely your company is a victim of fraud? In fact, it's probably happening right now! Fraud takes many forms - some obvious and well known, others subtle and unmarked. This two-part article sh
Are you overtly asking for (1) but secretly hoping for (2)?
If so, your staff will sense this, and to say the least, they’ll be confused.
Confused “soldiers” don’t march with the same motivation, or in a predictable direction.
If you want a top-ranked sales team you need to create messages that are consistent and back them up with action. This means making life difficult, to put it delicately, for underachievers, while giving them whatever help and resources they reasonably require to soar with the eagles.
At the same
"No matter how elegantly a dog barks, he can never tell you his father was poor but honest." - Bertrand RussellThe Vervet monkeys of East Africa have 3 distinct vocal alarms to warn of leopards, eagles, and snakes.
Confused “soldiers” don’t march with the same motivation, or in a predictable direction.
If you want a top-ranked sales team you need to create messages that are consistent and back them up with action. This means making life difficult, to put it delicately, for underachievers, while giving them whatever help and resources they reasonably require to soar with the eagles.
At the same
1. As a manager do you feel isolated?2. Do you experience problems, whether it be staffing, policy, communication etc on a regular basis with no one to discuss them with?3. Do you have a thirst to meet wi
At the same time, you want to offer DISPROPORTIONATE GOODIES to your high fliers. I recommend a stair-stepped commission or bonus plan that isn’t neatly incremental.
When you get to the top flights, you leap several steps in sales compensation at a time, leaving your more earthbound peers in the proverbial dust.
Two forms of motivation are required to make and sustain a championship teams: positive rewards for the winners, and negative reinforcement for the losers.
As General Patton said in the movie, “America loves a winner and simply won’t tolerate a loser.”
In an achievement culture moderate or average producers are losers. Don’t tolerate them for long, unless you want to send a hopelessly mixed message!
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