I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: Jeffrey, I’m interested in your insight and guidance. I think selling is the best job in the […]
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Performance standards and expectations drive managerial decisions and personal actions within an organization and serve to align an organization’s members to its vision, mission, and values. Such requirements necessarily demand an exertion of resources to perform the mandated actions.
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It’s Saturday night around 6pm. Early dinner for Jessica, Gabrielle, and me. We’re sitting in Carrabba’s Italian Grill in Charlotte. We’ve been customers at this location for as long as it has been there. Seen several managers come and go, seen hundreds of servers come and go. This particular visit was pivotal because it may […]
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Humans make mistakes, whether the result of carelessness or unintended misfortune. And no set of performance standards can fully alleviate all errors and their associated adverse outcomes.
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I am sick of the argument that cold calling still has a valuable place in selling. Someone PLEASE show me the value. Let’s look at the stats… 98% or more rejection rate 100% interruption of the prospect 100% they already know what you’re selling 100% they already have what you’re selling 100% manipulation to get […]
First-ever article on Dick Clark, as a business case study. Motivating pop culture piece designed to foster better, more successful companies. The passing of Dick Clark brought about widespread nostalgia and cultural interaction in our culture. Those of us who have known and worked with him will never forget his humor, his sense of fairness, […]
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4. Strategic planning creates the platform for a healthy company. Strategic planning is a critical part of growing a successful business. A high performance work culture needs a system that makes sure that employee goals are aligned and everyone is focused on the right stuff. About the Authors Since working for his family’s boating business […]
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It’s difficult enough for a manager to align, streamline, and make efficient those business operations under his or her direct control; adding one or more other work groups to a process’s execution exponentially increases this challenge. Consequently, organizations stand to gain substantial productivity benefits through better cross-functional process execution.
As I write this on April 5, 2012, the Dow is above 13,000 and all indications point to signs of recovery. Notice the disclaimer, ‘As I write this.’ If we have learned nothing else in the past four years, let us remember that a stable, predictable economy may be a thing of the past. We […]
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3. Create corporate mission & values that employees are aligned with. The foundational material — mission and values — of a company can be critical to the overall success of the organization – but they’re often forgotten. The corporate mission and values are created by the senior leadership team, captured on posters, and strategically tacked […]
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Salespeople have questions, Jeffrey has answers.
/in Marketing & Sales/by Jeffrey GitomerI get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: Jeffrey, I’m interested in your insight and guidance. I think selling is the best job in the […]
Standards and Expectations Warning Flag 4 – Always an Exception
/in Premium, Standards & Expectations/by StrategyDrivenWho or what is the cause of aggravation? Not you, of course!
/in Customer Relationship Management/by Jeffrey GitomerIt’s Saturday night around 6pm. Early dinner for Jessica, Gabrielle, and me. We’re sitting in Carrabba’s Italian Grill in Charlotte. We’ve been customers at this location for as long as it has been there. Seen several managers come and go, seen hundreds of servers come and go. This particular visit was pivotal because it may […]
Standards and Expectations Warning Flag 3 – Changing Standards Based on One-time Arbitrary Errors
/in Premium, Standards & Expectations/by StrategyDrivenReplacing the cold call with: ANYTHING!
/in Marketing & Sales/by Jeffrey GitomerI am sick of the argument that cold calling still has a valuable place in selling. Someone PLEASE show me the value. Let’s look at the stats… 98% or more rejection rate 100% interruption of the prospect 100% they already know what you’re selling 100% they already have what you’re selling 100% manipulation to get […]
The Big Picture of Business – Tribute to Dick Clark
/in Management & Leadership/by Hank MooreFirst-ever article on Dick Clark, as a business case study. Motivating pop culture piece designed to foster better, more successful companies. The passing of Dick Clark brought about widespread nostalgia and cultural interaction in our culture. Those of us who have known and worked with him will never forget his humor, his sense of fairness, […]
The Four Cornerstones of a High Performance Culture, part 4
/in Corporate Cultures/by Bruce Hodes and Alona Banai4. Strategic planning creates the platform for a healthy company. Strategic planning is a critical part of growing a successful business. A high performance work culture needs a system that makes sure that employee goals are aligned and everyone is focused on the right stuff. About the Authors Since working for his family’s boating business […]
Tactical Execution – Improving Cross-Functional Performance
/in Premium, Tactical Execution/by StrategyDrivenIt’s difficult enough for a manager to align, streamline, and make efficient those business operations under his or her direct control; adding one or more other work groups to a process’s execution exponentially increases this challenge. Consequently, organizations stand to gain substantial productivity benefits through better cross-functional process execution.
Leading Through Volatility
/in Management & Leadership/by Linda HenmanAs I write this on April 5, 2012, the Dow is above 13,000 and all indications point to signs of recovery. Notice the disclaimer, ‘As I write this.’ If we have learned nothing else in the past four years, let us remember that a stable, predictable economy may be a thing of the past. We […]
The Four Cornerstones of a High Performance Culture, part 3
/in Corporate Cultures/by Bruce Hodes and Alona Banai3. Create corporate mission & values that employees are aligned with. The foundational material — mission and values — of a company can be critical to the overall success of the organization – but they’re often forgotten. The corporate mission and values are created by the senior leadership team, captured on posters, and strategically tacked […]