Sell. Don’t simply take orders

For many businesses, the best month or two of the year ended late last week. For others, it starts next week. Your “big month or so” might be some other time. The real question is, will you sell, or will you only take orders? This year, many businesses and their teams chose to take orders. […]

Are you using comfortable tools?

Almost all work teams use tools. Sometimes these tools change over time, sometimes they don’t. Some tools have a long history and rarely change from their original form – other than perhaps the materials they’re made of. The pocket knife is a good example. While it was once wood, bone or stone, over centuries it […]

Sustainable revenue demands leadership

Recently, an employee of a tool company publicly commented (in a snarky way) about another vendor in their market. The target of his remarks isn’t a competitor. They create tools which complement what’s created by tools sold by the company that the snarky guy works for. Do employees who publicly snark about a vendor (or […]

Work, Caring, and Filtering Employers

While last week’s “don’t work and don’t care” piece was inspired by comments about millennial workers, those “tests” evaluate things important about all prospective employees. Yet there’s more. One non-millennial responded: “Saw your blog post. Filtering employees is only part of the problem. The other side of the coin is filtering employers.” Exactly. So how […]

The Value of Trust

In personal relationships, trust is something we generally have a handle on. We know whether or not to trust a family member or friend (and how much) based on their behavior over time. In a business environment, things may not be that simple. Think about it… If you have employees, do you trust them? If […]

Consistency vs. inconsistency

Consistent behavior, delivered consistently, is looked upon by your clients as a good thing. Even if your consistent behavior is patently customer antagonistic (yes – such companies do exist), at the least, the customers who continue to tolerate such behavior will know what to expect from you. On the other hand, inconsistent behavior consistently drives […]

Employee metrics and the fantasy football parallel

My son and his friends talked me into joining their NFL fantasy league this season. A fantasy team owner “drafts” players and those players’ statistics are used to score points each week. You face off against one other team owner in the league. The owner whose players score the most points that week determines who […]

Which little things do you let slide?

We often let little things go because we have “bigger fish to fry”. We prioritize tasks, clients, products and services over others of the same sort because we have to. Prioritization of what’s important today over what might be important tomorrow, or even later today is perfectly normal. We have to do it. The challenge […]

Are you battling complacency?

One of the most serious challenges that a company can face is complacency. Whether it takes root among the leadership, the team or even their clientele, it can create permanent damage. Complacency in leadership You may have heard comments like these if your company’s leaders have become complacent: “We’re doing ok. I don’t see any […]

Hiring Millennials

Are you hiring Millennials? How’s that going? Some people love them, some do little more than complain about them and their penchant for selfies. The oft-parroted “party line” is that Millennials are entitled slackers with no work ethic who don’t take initiative, aren’t responsible, etc. Meanwhile, many employers say “We can’t find qualified people who want to […]