The 30 Minutes Between You and Your Dreams
I sent my latest draft of Networking in the 21st Century: Why Your Network Sucks and What to Do About It to the editor last week. I have to admit that I'm pretty excited about it. And a little surprised. If you had asked me at the beginning of the year if I could write a nearly 200-page book, I would have demurred and said that I didn't have the time or the patience to do it. Writing a book was a pipedream. So how did I do it? And why should you care, even if you don't plan on writing a book anytime soon? One Step at a Time Like many of us in this information-soaked age, my attention span is not the greatest. In addition I run my … [Read more...]
3 Keys to Creating a Great Sales Contest
I've coached a lot of sales managers and leaders on how to drive business with their teams. One of the most common tools they reach for is the sales contest. They tend to think that a good sales contest is the panacea for all their issues - that the only thing keeping their people from having explosive results is a mix of excitement and fear... [youtube https://www.youtube.com/watch?v=wVQPY4LlbJ4] Most sales contests, however, fail to create meaningful change. They usually end up rewarding top performers (who would have produced great results anyways) and demotivating those on the team who could really use the help. Too often they end … [Read more...]