Loyalty in Little Things Is Huge

Fostering employee loyalty is the first step to creating customer loyalty. Most businesses depend on loyal customers for their bread and butter, and occasionally for their gravy as well. We all have customers who will buy from us even when they can get a lower price somewhere else, or…

Acting Smart and Being Smart

Of all the human failings that can destroy a business, arrogance is the deadliest.  it is the most readily acquired, the easiest to justify, and the hardest to recognize in ourselves. It’s different from greed, laziness, or dishonesty.  These faults are usually individual flaws, not contagious to entire companies….

5 Ways To Ruin A Good Sales Force

We’ve all read countless cautionary tales about once-mights companies that lost their way.  The horror stories usually blame products that haven’t kept up, dumb acquisitions, weak marketing strategies, byzantine decision-making procedures, or overloaded debt structures. There’s another major reason companies hit the skids, and I have yet to see…

Compassion Uplifts You Too

A Native American grandfather was talking about how he felt to his grandson. “I feel as if I have two wolves fighting in my heart,” he said. “One wolf is the vengeful, angry, violent one. The other wolf is the loving, compassionate one.” The grandson asked him, “Which wolf…

Know Thine Enemy

Knowing your competition is just as important as knowing your customer. Let me illustrate the point by calling forth a brief tale of high intrigue and the clash of arms from the chronicles of the envelope game… A manufacturer I know has a major competitor, with a larger and…

Olympic Champions Ride The Pine

Riding the pine, sitting the bench, carrying the water, call it what you will…it’s all the same. It’s the guy or gal who doesn’t get put in the game until the score is so lopsided the C or D player couldn’t possibly hurt anything. Sometimes these are young players…

Fantasy Sparks Reality

A mother once asked Albert Einstein how to raise a child to become a genius. Einstein advised her to read fairy tales to the child. “And after that?” the mother asked. “Read the child more fairy tales,” Einstein replied, adding that what a scientist needs most is a curious…

Worrying Makes You Cross The Bridge Before You Come To It

Recently I saw a survey showing that 40 percent of the things we worry about never happen, 30 percent are in the past and can’t be helped, 12 percent concern the affairs of others that aren’t our business, 10 percent are about sickness–real or imagines–and 8 percent are worth…

If You Don’t Have A Destination, You’ll Never Get There

Setting goals is simply the long-term version of keeping track of your time. Actually, a three-step process is involved: Setting goals Developing a plan to achieve those goals Keeping track of your time to make sure your plan gets executed When I was in Japan in 1983, we had…

The Unanswered Serve

Few woes in the salesperson’s life surpass the unanswered call, the ignored text message or the e-mail ricocheting in cyberspace. You know your priorities are not their priorities. However, their attention is also your paycheck. A call is a friendly serve. The goal is not to ace it, but to…