Intellectual Knowledge is a Small Part of Learning

Roundup for Weeks Ending Nov 6, 13, 20

The word “knowledge” comes from the root word Gnosis which implies a penetrating insight into the Truth, in the true nature of things. This penetrating insight almost always education_human_potentialitiesmeans cutting through the junk we have collected in our minds and conditioning we have been subjected to over the years. Intellectual knowledge is not bad, it’s just a part of the ways towards reaching the true knowledge. The easiest and most practical way to use this piece of – forgive me – knowledge is to seek always to make it practical and useable in our daily lives. With that, in our roundup this issue, I implore you to look for one true insight and see how you can apply it to improving an important aspect of your business.

Management and Leadership

Also helpful if you manage a work team in a large corporation. (8 Tips to Improve Internal Communication Skills at Your Small Business)

Are you a compassionate person who easily empathizes with others? How can these traits of empathy and compassion be used as your greatest strengths and not your biggest weaknesses as you work with others in a corporate setting? (Why psychopaths are so good at getting ahead)

If you could change them, what would you keep in and leave out of performance reviews? (Let’s Not Kill Performance Evaluations Yet)

Be honest with yourself: Would your team perform better or worse if they didn’t have a defined workplace? (Could this be the end of the office as we know it?)

If you could sell your business, would you do it? And for how much? (When Is the Right Time to Sell Your Business?)

True or False: If you have less gender gap in your company, your employees become more engaged. (The Rewards of an Engaged Female Workforce)

How often do your employees work at or near their peak potential? (5 habits of high performance teams)

Do you enjoy being inundated with management wisdom? No, it’s not a trick question! Be honest: Would you rather read about management wisdom or practice it live with your team? (A year’s worth of management wisdom in one place)

ReOrg: Do you wing it or think it through? (Here’s how to make reorgs less miserable)

overwhelmed_management_wisdom

What’s the turnover rate for your hourly employees? Is it the same as your non-hourly employees? (7 Ways To Significantly Reduce Hourly Employee Turnover)

What are some characteristics of a “perfect team,” if such a thing existed, for you? (How to Build the Perfect Team)

How well do your employees engage with your business goals? (How to get employees invested in your business goals)

Recruiting

Where would you invest to attract candidates? (Job Boards VS LinkedIn)

Agree or disagree?: Acquiring companies is an effective way to get good employees on-board. (Lessons you can learn from recent M&A deals)

Are you asking your recruiter to find you a Harvard-educated beauty-pageant-winning neuroscientist for $30K? This article was not meant for a hiring manager but you might find some insights on how to dial your expectations properly in a job candidate. (What to Do When a Hiring Manager Expects a Miracle)

Branding, Marketing, and Sales

How important is a logo to your business, or even to your team? (10 Principles of the Business Logo Design Masters)

How to hit Maslow’s hierarchy of needs with your products and services. (The Elements of Value)

Looking for ways to boost revenues? How about maximizing the moment when someone has already trusted you with their money? (Would you like fries with that? Cross-selling to your clients)

How full – or empty – is your sales pipeline? (The Complete Guide to Cold Email Prospecting)

Would rather read promotional materials or read a story? (Storytelling for a Better User Experience)

Do you see value in getting new types of customers that you normally don’t get? (Why Aren’t You Co-Marketing?)

What’s your content strategy for moving prospects down the sales cycles? (Create content to move leads down the sales cycle)

What psychological triggers do you use to compel people to engage with, commit to and buy from you when you market to them? (A practical guide to using psychology in your marketing)

Personal Productivity

The “To Do” list has grown up. (Top 5 Productivity Tools to Help You Get Things Done Faster)compassionate_empathy_strength

Does being more relaxed increase our productivity? (I just spent a day in a mindfulness program developed at Google and left with 5 key lessons)

A bigger question: Would being more “productive” actually bring you more results? (Productivity hacks: gold dust or garbage)

What are some of your favorite communication and productivity tools? Here’s 4 for you to consider… (Top communication & productivity tools)

Operations and Customer Service

Would your customer engagement increase if you customized your loyalty programs? (Analytics Is Transforming Customer Loyalty Programs)

Which 1 or 2 of these “languages” do you use to make your customers feel loved? Which 1 or 2 would you add? (Do You Know Your Customer’s Love Language)

Trending…

How the “elites” respond to a president they don’t like: with pen, paper, and ideas, not guns.(This is the most unexpected winner from Donald Trump’s election victory so far)

What happens when migration and trade patterns change? (Trump, Globalization, and Trade’s Uncertain Future)

Can you keep an open mind without losing your cool? (Is office the right place to discuss politics?)

Is Apple next Microsoft or is it Disney? I think it depends on whether Tim Cook can create a culture of innovation alongside the culture of operational effectiveness. (Tim Cook is on track to be the next Steve Ballmer)

‘Till next time,

Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

Advertisements

Simplicity Brings You Focus

Roundup for Weeks Ending Oct 16, 23, 30

One way to protect against being overwhelmed with information is to just focus on one of the main business areas for improvement in a given week or month or even quarter. I like to divide a business organization into 4 main parts: 1) sales, marketing & branding, 2) operations, product development & customer service, 3) finance, legal, HR & IT, and 4) management & leadership. You can even go deeper in one those areas and focus on those. simple_but_not_simpler_einstein_ii

For instance, you can focus just on sales one week, marketing the next and then branding the following week. Ask yourself: which one area do I want to focus on in my company, my work-team and my circle of influence this week for improvement?

TIP: You don’t always have to focus on your weakest area. You can also focus on one of the strongest areas. One of the best strategies for businesses is to operate around its strengths. You can always make your strongest facet even stronger and maintain that edge in the marketplace.

Here we go…

Leadership and Management

Managers: When you meet your employees, how do you structure your conversation? #awayre (How Clear Communication Contributes To Successful ProjectManagement)

How often do you ask your employees for feedback? What would happen if you did it more often? (Everything you need to know about employee pulse surveys)

Why repatriated expats often make great employees. #awayre (Are Expats and ‘Repats’ the next unicorn candidates?)

Being an a-hole is NOT a good leadership strategy! #awayre (Jerks Be Warned: You’re Never Too Busy to Be Nice)

You have a business plan even when you think you don’t have it. The question is: Have you written it down? #awayre (What a Business Plan can do for You)

Sales, Marketing, and Branding

What’s the probability of closing a sale at each how_do_you_structure_conversationstage in your sales pipeline? (Sales Pipeline Stages and Probability Percentages)

Is your customers’ perception of your company consistent across social media channels? (The Importance of Brand Consistency on SocialMedia)

Are your customers receiving conflicting messages about your company from different channels? (How to Deliver A Seamless Customer Experience Across Digital Channels)

Test: Do you think it’s important to *engage* your prospective customers? (How To Create Brand Loyalty With Your Small Business Customers)

Comprehensive yet un-fluffy (it’s a word now!) (The Ultimate Guide to Building Your PersonalBrand: The step-by-step playbook)

Does your branding drive your operations and your culture or is it only a marketing-brochure deep? #awayre (The best branding comes when you align what you SAY with what you DO)

Innovation, Operations, and Customer Service

Would your customers engage with your company more if they thought it was fun? (Optimizing Customer Retention Through Gamification)

Legal, Finance, Insurance, Taxes, HR, IT

We are nearing the end of 2016. Is it time to start getting your financial house in order? (Financial yearend: the ultimate survival guide)

Strategy

It’s not just a theory, by the way. It’s common sense and oh so true. “…while people buy quarter-inch drills, what they actually want are quarter-inch holes.” Also, this is not just you_have_a_business_plantrue in strategy but also in sales and marketing.  (The question about ‘grand strategy’ that made Tim Cook unhappy on Apple’s earnings call was based on a Harvard professor’s theory that is uncomfortable reading for Apple)

Ever wonder how Pokemon Go makes money? #awayre (Revealed: Secret Strategies of World’s Most Lucrative Apps)

But… you can always have ONE flagship product and then create variants of it. (How Malcolm Gladwell and spaghetti sauce helped me build a company)

Productivity and Mindfulness

How do you *feel* when you procrastinate? (How to Stop Procrastination and Accomplish Your Daily Goals)

I say they are more relevant now than ever. #awayre (Are the 7 Habits of Highly Effective People Still Relevant?)

TIP: Just because you detest office politics doesn’t mean others won’t be political with you. #awayre (Winning in Office Politics: Lessons from Game of Thrones)

Ask yourself: How can I be relaxed while in control? (How to control your business vs. having it control you)

ONE WAY to get different results is to change your habits. (Transform Your Habits)

‘Till next time,

Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

Knowledge is a Distraction, Not Power. Unless…

Weekly Roundup Ending 10/2/2016 and 10/9/2016

“Knowledge is power,” it’s been said. That may have been true 30 years ago. Today, I think the opposite is true. Knowledge, the way the word is used by most of us – to describe the accumulation of information we hold in our memory banks – actually inundates and overwhelms. Too much information, because it overwhelms our ability to process it and everything_thats_you_halloweenmake it practical, is useless. To really find meaningful nuggets of information, we must know one thing more than anything else: ourselves. As we are exposed to more and more information, we need to find deeper and deeper core of who we are: what roles we play, what’s important to us, and what our priorities are. Then, even one piece of information, if understood well and applied with sincere understanding, will have the ability to bring a meaningful change in an important aspect of our lives.

It’s not just important to know who we are, however; it’s also important to have the strength and the discipline to ignore what’s not relevant to us at any given time. That’s one reason I produce these round-ups. Take one thing if you can and leave the rest. It will be here if you ever feel the need to review or revisit it.

Leadership and Management

Ask yourself: Do I need to change the deeper, unconscious values and beliefs of our people? Why? (Company Culture can kill change)

Strategy Pallete: What a cool idea! I would add “competition” to the mix, however. (How leaders need to match their bizstrategy with their business environment)

“Guiding Principles” is one way to keep an organization focused.(Guiding Principles For Planning And Scheduling)

Opinion Alert: I think a manager’s job is to cultivate self-motivated individuals, not to motivate people who are not willing to motivate themselves. (Easy Wins to Create Unstoppable Waves of Motivation)

Which sport best resembles your workplace? (Sporting Psychology In The Workplace)

If you “employee-shared,” would you know how to manage them? (Employee Sharing – The New Employee-Employer Relationship)

Be awesome at remote working or don’t do it at all. (11 Ways to Be Totally Awesome at RemoteWork)motivation_managers_job

Branding, Marketing, and Sales

What is your “brand promise?” (The best brand promises say more than “This is what we do.”)

Do you think it’s important to inculcate your brand deep into your people’s psyche and behaviors? (5 Sure Steps to get your Team on Brand)

Sure, but first get comfortable with the idea that “profit” is not a four-letter word. (Why Making Money Means Thinking Beyond Profits)

But, you can always have ONE flagship product and then create variants of it. (How Malcolm Gladwell and spaghetti sauce helped me build a company)

Legal, Finance, HR, and IT

Do you offer IT products and service or consume them? (Expert advice: 6 key legal issues with IT contracts)

Productivity, Self Mastery, and Introspection

How much are you swayed by others’ opinions and judgments of you? What’s your most important anchoring tool? (The Greatest Tool Everyone Has at Their Disposal)

‘Till next time,

Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

A Bias for Action Can Increase Your Ability to Learn

Roundup for Weeks Ending 9.18.16 and 9.25.16

“A little knowledge that acts is worth infinitely more than much knowledge that is idle.” ~ Khalil Gibran

Today, as we drown in the ocean of information, bringing a practical focus to everything that we read and learn is increasingly more important.

little_knowledge_that_actsTo be truly effective in business, learning must go from an idea to an experiential realization. If that does not happen, we can’t make the new ideas practical and applicable to our business and out work. In other words, they don’t bring us meaningful results.

As you read one or more of these articles, ask yourself: What one thing can I pick up from these ideas and apply it to my business, work or life immediately? You may or may not find that one thing, but you will certainly increase your bias for action, which will ultimately get you more – and better – results.

Management and Leadership

Really? Competent managers – from the CEO all the way down to first-line branch managers – would know on a weekly basis if the new accounts were legit. (Wells Fargo CFO blames unauthorized accounts on under-performers)

LIFT, HR, IT and Facilities Maintenance

Stephan Covey called it the P/PC balance: Production vs Production Capacity aka how to not kill the goose that lays the eggs. (Slashing Facilities Maintenance Costs by 50%)

Is there a chance that at least one of your employees has the potential to be dishonest? (See How Employee Dishonesty Insurance Saved A Company $500,000)

Does your mobile device policy restrain or free up your employees? (Is your hardware fit for a mobile workforce?)

Branding, Marketing, and Sales

Nothing wrong with being a little obsessed with your brand! (How to become a brand-watching sleuth)

Is your business or your team due for a re-brand? (Circling Ourselves: The Story Behind Asana’s Rebrand)

Whatever will we do with the massive amounts of data generated by our machines and devices? (Unleashing the power of data analytics to drive improved business performance)

Do you manage a sales team? Disclaimer: I have not used the profiled tool. What’s important to me is the fact that we now have a lot of information on prospects. If I had access to such tools 15 years ago when I was prospecting like crazy for a startup of my own, I would have thought I had died and gone to heaven. The flip side: Salespeople out there have a lot of information about us! (How to Discover Everything About Your Prospect From a Single Email Address)

Should the influencers you recruit to speak on your behalf be as passionate about your values as you are? (The power of influencers)

Productivity, Performance, and Mindfulness

Always open to ideas on improving the notorious to-do list! (The perfect to do list – and how to make one)

40 Productivity Tools for Your (Startup AND Established) Team: Sales, Marketing, Customer Support, Project Management and more.

OK, I tried the 2-minute version and it was quite good! Why not give it a shot? (Stressed? Start a #meditation and #mindfulness habit with QuietKit (for free))

Opinion and Commentary

My prediction: Increased automation of work will create more demand for our human dimensions – creativity, emotion, awareness, wisdom & intelligence – not less. (Rise of the AI bots: the fundamentals of white collar workplace automation)

‘Till next time,

Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

You Bring Meaning to It

Weekly Roundup Weeks Ending 9.4.2016 and 9.11.2016

“Life is without meaning. You bring the meaning to it.” ~ Joseph Campbell

What’s the common theme in everything that shows up in your life? This may not be very obvious to you at first glance, but when you think about it, you will realize that, of course, it’s you. You are the one who gives meaning, if there is to be any, to everything that shows you_bring_meaning_to_lifeup in your life. You are the main character in the story that’s you and your life. And that story, your life experiences tied in a thread, gives you a perspective. That’s why, the meaning that you and your team give to the data and the information that’s there for you to process is extremely important. In fact, that – the meaning you have for the information you review – is the only thing that matters to you.

I suggest that you pick only one piece of information that’s relevant to you from the following articles and see where and how it could be applied to your business, your work or your life. Let the rest go by the wayside for now; it will be here on this blog if you need to come back and review later.

Branding, Marketing, and Sales

Never before in the known history was it easier to control how people perceive you. But, it’s also easier than ever for others to define you. Who is winning the war for your personal brand – you or them? (Nobody Can Define Who You Are)

My takeaway: Don’t trade your “humanness” – fun, creativity and independence in this case – for obsessive analytics and performance measures.  (4 Branding Lessons from Asking MailChimp Anything)

“Stories make us experience information, as opposed to just consuming it.” (Why storytelling is essential to effective communication)

Leadership and Management

Idea: The reason why managers become the bottlenecks in an organization is because they really don’t know what they are supposed to be doing as a manager! Agree or Disagree? (Are Your Managers Bottlenecks in Your Improvement Process?)

Our smartphones offer a terrific opportunity to minimize extraneous in-person communication. But it also means that we need to get the most out of those communications when they do happen. How would you make in-person conversations in your workplace more meaningful when they do happen? (Do face-to-face meetings matter anymore?)

How risky is it to be fully transparent about an important decision? How do you (or do you, really?) deal with that risk? (How one founder’s $5 million risk paid off)

As you read this, ask yourself: “How can I use data, ‘big’ or small, in managing my people better?” (15 Visual Insights To Get Your Organization Ready For The Future)

Research, Development, and Customer Service

#6: Find ways to make people feel like they are dealing with human beings, not machines, even as you build a process to manage incoming work requests. (5 Best Practices for Managing Incoming Work Requests)

 HR, IT and Finance

#9: They don’t use their superior technical knowledge to impress – or intimidate – the non-techies! Instead, they impress with their ability to fully understand and appreciate their customers’ issues and challenges. (8 attributes of amazing IT managers)

Learning, Personal Development, and Self-Mastery

Don’t let others define how you set and achieve goals. (Know Your Innate Goal-Setting Style to Move Forward in Life)

One way to truly learn is to question some of our most sacred dogma: “Taleb convincingly criticizes everything from the Gaussian curve and the scientific method, to heuristics and human cognition.” (Book review: The Black Swan)

When you multiply your efforts, you work smarter, not harder. (A guide to productivity – the Multiplier Manifesto)

‘Till next time,

Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

How Not to Die Before Death

Roundup: Weeks Ending August 21 and August 28, 2016

I heard this somewhere a long time ago. It has remained stuck in my head the last few years. I don’t remember who said it. All I remember is that it was on one of those motivational tape programs. So my apologies tcenter_of_your_being_confucius_IIo the original author for not being able to give him the due credit.

What I had heard was this idea of “going to the grave before going to the grave.” It’s also called dying before the actual death. Death before dying is when we stop growing. And we stop growing when we take everything that everyone tells us at its face value.

This is not to disrespect the advice we receive. There is certainly value in the wisdom of others. What I am asking is to trust your innate wisdom. The main purpose – perhaps the only purpose – of listening to others is that they trigger in us that which already knows the answers to our problems and challenges.

Remember to let the ideas presented here trigger something in you, from your own innate wisdom, that you can use in solving one of your business or professional challenges.

Sales, Marketing and Branding

“Unlike text, video is able to display sentiment quickly. And it triggers people’s emotions with less ambiguity.” Compelling reasons to use video to drive sales. (How to Drive More Sales with Online Video)

#9: Assume that people always make rational decisions. (They don’t!) (8 Ways 99% of Sales Reps Screw Up Every Single Day)

(One More) TIP: Tell a story. Better yet, tell a series of stories. Always be collecting stories that get your points across. (Power corrupts but PowerPoint corrupts absolutely)

How would you change your sales team’s behaviors based on these stats? (15 Stats You Should Know to Improve Your Sales Team)

Leadership, Strategy & Organizational Culture

Sure, but first ask yourself: Do I know how to manage flexible work (and flexible workers)? (The Business Case for Flexible Working)

HR is – and should be – changing. Yay! (Trends in HR – How to Adapt & Change)

A broader issue, if you supply products, parts, components or raw materials from others, is whether they share the values you hold dear, including, of course, not condoning slavery and forced labor. (Modern Slavery – is your supply chain at risk?)

Myth #8: Apple is going the way of Microsoft. If you are old enough to remember the era of Apple vs Microsoft or Bill Gates vs. Steve Jobs, you may recall that at one point Steve Jobs conceded defeat, saying something like “Apple vs. Microsoft debate is over. Microsoft won.” That was around the time when Apple had lost the PC wars to Microsoft and Steve Jobs still had to make his comeback and relaunch the Apple we know today. In the end, Apple won, at least in terms of market capitalization. My point? History does not always repeat itself. Looking for patterns in the past events may keep us stuck in the old mindset and prevent fresh and original thinking. (Apple Is Doomed And 7 Other Myths About The Company)

Customer Service

Analytics are important but not more important than the human touch. Make sure you engage with your customers on a human level and get to know their needs before – or at least alongside – your use of analytics.(Stop Neglecting Analytics in Your Customer Engagement Strategy)

User (and client) onboarding is not a one-time event. Does your new user (and client) onboarding process go beyond the first touch? (Is Your User Onboarding Flow Too Shortsighted?) (Your User Onboarding Flow Is Too Shortsighted)

Learning and Personal Growth

Ouch!: “People with Impostor Syndrome often feel that their achievements aren’t based on merit, but sheer luck.” (Unmasking Impostor Syndrome: 7 Ways to Boost Your Confidence at Work)

Teaching soft skills – communicating and working with other humans – is even more important with generation-Y. TIP: Training does not have to be limited to a classroom. Use every on-the-job interaction you have with them as an opportunity to teach how to communicate. (Generation Y grows up: how to give today’s graduates the communication skills they need)

‘Till next time,
Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.

Don’t Lose Your Humanness in a Business Process

Roundup for Weeks Ending 8.1.2016 and 8.12.2016

What makes us human? When I ask the question, I am not asking you to compare us, the human species, with other species, like animals or birds. My question is more basic than that. What I am asking is what makes us alive – not dead or inert. To me, what makes us human is the life-force that courses through us all. It may be perceived as intelligence, awareness, emotions, feelings, or sensations.

experience_of_being_alive_joseph_campbellBut underneath it all is a source that’s as mysterious as it is intimate. You might say that that mysterious life-force is us.

As useful as processes are, a risk in making anything a “process” in business is that as we go about making it a process, we take the life-force out of it. We take something as human as a group of real people working together and make them a “thing” that’s inert and lifeless.While processes are important, what’s also important is to preserve the part of us that makes us human so that we are still passionate, engaged and perhaps even occasionally inspired as we work through a process.

So the question I implore you to ask yourself is: How do you – and the people who work for you – stay alive as you consider and put in practice the many tricks, tips, strategies and processes I share below that have the potential to make us feel mechanical and mechanistic?

Leadership & Management

This is not an endorsement of the product featured but the article makes a good point about communication, organization, and collaboration. However, what I do like to emphasize is that most businesses I have worked with have a tendency to jump too prematurely into “automating” work without having a manual process that works without technology. Technology can only help as a tool to aid human intelligence, not as its replacement. (How to Improve Your Collaborative Project Management)

The trick is to have a process that does not imprison and stifle but frees us up to do our best, like a cyclist who gets in a “zone” or a figure skater who performs effortlessly. (Focus on the process and get great results every time)

If you are an established business, can you still experiment with the “lean process” in launching a new product or a project? In a nutshell, a lean process allows you to get the absolute core of your product or service out to the market so you don’t fiddle around getting it 100% right the first time. I can argue both ways on this. For example, I can think of many scenarios in which it’s best to wait and get your product as “perfect” as possible before launching. Putting a house on the market is a good example. But in certain scenarios, it’s best to get the absolute minimum right and get it out there, get feedback and then release the nest iteration. Which process is a better fit for the products and services in *your* business? (How our guy Vincent applied ‘Lean Startup’ by launching his own startup)

Sales, Marketing and Branding

TIP: If you lead a team within a corporate environment, consider a social media strategy for the team. Remember to check in with the corporate so you are within their social media guidelines too. (A Beginner’s Strategy for Social Media Marketing)

Also helpful if you are an existing business launching a new product. (Branding Essentials: How To Come Up With The Best Name For Your Startup)

TIP BEHIND THESE TIPS: Think like and act as if you are a business owner. (Ten Ways Salespeople Can Crush)

I add: Interrupt the pattern. Don’t sound or look like a killer, closing, crunching [backgorund sound of a shark approaching in the movie Jaws] salesperson. In fact, do exactly the opposite of what your prospect expects a salesperson to do. (How to talk to new buyers who don’t know your business)

Productivity and Personal Development

Ask yourself: Do I care to increase my productivity? If no (nothing wrong with it!), why not? If yes, read this article. (25 Ways To Get More Done In The Workplace)

Strategy

How to model growth for two-sided marketplaces, like drivers and riders (Uber) or landlords and renters (Airbnb). Are you a business that can create (or help create, or invest in) such a marketplace in your industry? Think twice before you say “No.” (How Segment Models Growth for Two-Sided Marketplaces)

Love this: “Risk = Consequence x Likelihood.” The longer I live and the more I have to lose, the more I realize that defense is more important than offense. (Effective Risk Management Strategies – OTUS Group)

And last but not least…

A Rant on Recruiting Young Salespeople!

TIP: Always pay at least some base salary to an independent sales rep. I am approached almost daily by companies looking to hire salespeople. You will be surprised how many companies are looking for a FREE (read: commission only) salesperson. I can tell within a fraction of a second if someone is looking for a free sales rep. How? By the way they phrase the job description or how they paint a rosy picture of the “huge growth potential.” I have seen too many of these to be fooled by it.

Sorry, I won’t be referring my ambitious, hard-working, intelligent niece over to your company to toil for free. If you are not committed to the people who work for you, I guarantee that they won’t be committed to you. One way to show commitment to someone’s success is to take a chance and pay them a base salary while they learn the ropes. The only situation in which commission-only salespeople will work is for an established company with a solid product and a good reputation and following in the marketplace.

In my experience – and yours might be different – most people who are looking for free salespeople are a new company with a half-baked product suite with zero following in the marketplace. Unless you find a certifiable pro with a deep rolodex, this commission-only salesperson is bound to fail. Sure, you can get a few free leads that you can close long after the free salesperson is gone, but will you sleep well at night knowing that you built your success on the back of those who failed? [rant over] (How to Hire the Right Lead Generation Representative – Pipeliner CRM Blog)

‘Till next time,
Bhavesh.


Is your business built around your people’s strengths? You can find out here by taking Business Health Check AQ. It’s free and comes with a strategy guide to help you leverage your people’s strengths and compensate for their weaknesses.

Copyright 2016 Bhavesh Naik and Awayre, LLC. All rights reserved. Articles referred from this site are the properties of their original authors.