http://www.businessefficacy.com/blog.php Business Efficacy Blog Feed en-us Thu, 07 Feb 2008 21:57:32 +0000 Thu, 15 May 2008 23:28:25 +0000 BE Blog http://www.businessefficacy.com/blog.php?id=26 Traditionalists fear change. Generation X doesn't have loyalty. Millennials, Generation Y, don’t have an attention span. The Baby Boomers are just biding their time until they can chuck it all and just go golfing. These are common views when it comes to today's multi generational workforce, but are the generalizations really accurate? Effective sales managers look past the generalizations and work to develop each salesperson one on one. Sure, the motivation of a sales person pushing 60 may be diffe Thu, 07 Feb 2008 21:57:32 +0000 Rebecca Oeltjenbruns http://www.businessefficacy.com/blog.php?id=23 Of course, there are sales opportunities that we won't win. There's a lot of value in debriefing losses with your salesperson. Here are some questions that might help spur creative thinking: 1. What did they do well? 2. What might they have changed? 3. What did they learn from the experience? 4. How will they apply this to the next deal? It’s important to keep his or her spirits up. Remember, courage doesn't always roar. Sometimes courage is the little voice at the end of the day th Thu, 07 Jun 2007 14:10:29 +0000 Rebecca Oeltjenbruns http://www.businessefficacy.com/blog.php?id=22 "There is nothing more essential to a business than providing consistent customer interface excellence cherished by customers." – Bob Theriault So why is it we see more and more managers moving away from spending time daily aggressively managing this critical success factor? Is it because they believe daily reports they review show all they need to know to manage it? One thing appears to be consistent; customer surveys seem to support that customers believe interface excellence is on the decline a Thu, 07 Jun 2007 13:57:21 +0000 Bob Theriault http://www.businessefficacy.com/blog.php?id=21 A constant question that is asked as we coach all levels of management is how to deal with Generation Y employees. Managers get confused and frustrated by the perceived lack of company loyalty, impatience to move up within the organization, and difficulty motivating to higher levels of performance. What is becoming obvious as we coach 1000's of managers, is that the answer is within the coaching fundamentals we promoted for years. You must individualize your coaching! Generation Y has no tolerance for " Wed, 06 Jun 2007 12:43:48 +0000 Linda Maxwell http://www.businessefficacy.com/blog.php?id=20 Even when we can get salespeople to plan their sales calls with us, the hardest thing we face is getting them to role play. So, how do we help them improve if we can't get them to practice? In my coaching experience, I've seen really great sales managers say and do some pretty creative things to get salespeople to practice: • "Tell me what you know about the company and how you will demonstrate this knowledge to the contact." • "Let's talk about the questions you might Tue, 22 May 2007 21:07:14 +0000 Rebecca Oeltjenbruns