Posts made in June, 2006

  • In many sales organizations, performance management sounds something like this: “Are you going to make your number?”“How many did you sell?”“You need to get in front of five customers a day.”“You did great this year. That’s why I know I can count on you for an additional 10% next year.”By nature sales organizations are revenue […]

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  • One of the biggest challenges for sales managers today is keeping in touch with salespeople – and keeping them engaged. We asked 50 salespeople and their managers for their best tips on how managers can stay connected with their sales teams. We got a lot of “We don’t do much that’s creative” and “That’s a […]

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  • About a month ago, I was promoted from Marketing Coordinator at The Loyalty Group (TLG) to the Manager of Customer Loyalty. Since it was a new position at the company, I was asked to help define the role and responsibilities…and decided to write on what Customer Loyalty means in today’s business world as well as […]

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  • It seems that these days, everyone’s on a project team. There are new product development teams, process mapping teams, customer service teams, sales teams, special project teams, strategic planning teams…teams to discuss teamwork, teams to oversee other teams, etc. This means lots of time spent in meetings, much of which is spent spinning wheels. During […]

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  • I’m getting ready for a flight to Salt Lake City tomorrow. I’ll be delivering a one-day Coaching and Performance Management session at Wasatch Advisors. I’m packing my latest “favorite” business book, Freakonomics by Levitt and Dubner. Since I’m now seven months pregnant, flying isn’t as comfortable as it used to be, so an engaging book […]

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  • In the film Meet the Parents, Robert DeNiro’s character is a parent/ex-CIA agent who is known as a “human lie detector.” Although he had a real polygraph machine in his basement, he didn’t need it. He could just tell when people were lying by talking to them. He would have made a great interviewer. It […]

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  • My PR person, Kimberly Hathaway, found this press release link. It’s got some useful best practice research on sales training. I’ve used this site myself for other (non-sales) best practice business research. I recommend it. You have to register but there is some good stuff on it. Recent benchmarking research completed by Best Practices Research […]

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  • In The Loyalty Group’s June e-newsletter on Coaching, I promised my own personal story about how a coach impacted me. Here goes… Several years ago my company was at a turning point and I had some tough decisions to make about our direction, and the role I would play as our company’s leader. It was […]

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