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The Importance of a Structured Sales Program

Written by: Adam Koleno Consider the overall success of a company: How large of a role does the sales department play? In many (if not most) organizations, sales are the lifeblood that keep the organization running. Therefore, it’s easy to comprehend why having a structured sales program is vital to company success. Simply put, a sales process or sales program is a set of clearly defined sales stages and milestones that are universally understood by all members within the sales department. Your team should never question what stage of the...

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WII-FM: Understanding What Your Employees Want (and Need)

Employees constantly measure their supervisor and their employer in the context of WII-FM: What’s in it for me? Organizations and managers who understand this and who tune in to answering WII-FM have more active listeners and better employee relationships. One thing that helps with understanding what motivates people is Abraham Maslow’s theory of the hierarchy of needs. This theory is based on the idea that people naturally attempt to satisfy lower-level needs prior to seeking gratification of higher-level needs. These levels are: Food and shelter: Food, shelter, and clothing, or...

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Manage Emotional People

Emotions in the workplace are often seen as a burden. A common factor in American workplace culture is, “Leave your day at the door.” However, this ignores human experience and can actually decrease productivity and creativity. One research study found that companies who create spaces for emotions to be expressed safely can actually increase their productivity and creativity. Plus, it can save you a lot of money when you deal with emotions quickly rather than allowing them to ruminate. Emotions are distracting, so leaving employees to deal with difficult emotions...

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Build High Performing Teams

All leaders strive to build high performing teams, yet many struggle or don’t know the best way to approach doing so. A high performing team is one that works together and uses their combined talents to achieve a unified goal. These teams communicate effectively, strive, innovate, and build trust. One of the key classifications of a high performing team is their ability to produce superior end results. Those who are on high performing teams are committed to one another through a strong bond of trust, as well as being committed...

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