Search Results

Our son, who is now six, doesn’t know the the full extent of what I do for a living. Rather than tell him that I’m a sales force development expert and explain the many facets of that, he knows that I have meetings (talk with people on the phone and in my office), that I do work (stuff on the computer), that I’m the boss of my office (12 people report up to me) and that I sometimes conduct training (show salespeople how to sell). I haven’t attempted to explain evaluating, compensation, incentives, metrics, recruiting, leadership development, executive coaching, consulting, strategies, systems or processes.

More than a year ago I posted this article about how United Airlines was selling their customers on not choosing their airline by the way they handled people.  They weren’t doing it on purpose, it was just poor training.  Today, at the US Airways check-in line at Laguardia, the experience wasn’t just poor training, it was downright shocking!  Here’s what happened. 

Unless you’ve been living in a cave you’ve probably heard all about The Secret by now.  If you’re a driven person who has been among the living there is a really good chance that you’ve either watched the movie, read the book or visited their web site. I am asked often about The Secret, whether I believe in it and if it actually works so in today’s post.

Rick Roberge posted this on his TheRainmakermaker.com Blog about Entrepreneurs that (have to) sell and the frustrations they have balancing work and life.

While change is certain, many companies still attempt to sell and manage their sales forces the way they did just ten years ago.  That’s so 20th century.  What are you modifying so that your company can take advantage of, rather than resist the changes that are taking place almost daily?