Sales System Failure

Seth Godin had an interesting post on the failure of systems. The problems with systems? if you rely on them too much, your people stop trying, and your hiring people realize they don’t have to get such great people. sooner or later, it’s going to get copied by the competition. It’s a lot easier to [...]

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Driving Performance: You are doing it wrong!

Recently, I read a book that should be on every managers reading list today.   Drive by Dan Pink.     In his book, Dan discusses the fact that everything we believe about motivating today’s worker is wrong.   Carrots and Sticks don’t drive better performance, in fact they drive lower performance in your top producers.     [...]

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It is the People, Stupid!

Rumor has is it that Clinton’s Election Campaign had a big sign that hung up in their offices to remind them what was important in his Presidential Campaign against George Bush. The sign said “It’s the Economy Stupid”. That sign helped them keep focused on what the American Public was really concerned about. If you [...]

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