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Personal development
The leap from
salesperson to sales manager
(OnTarget Mag. Vol 5, issue 1
2005)
Sales management has little to do with managing and everything to
do with leading, teaching and coaching. Question from a reader: "What are your
thoughts on taking the best salesperson and making him a sales manager?"
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Personal development
Get Inspired! 5 Steps for
Building Up Your Motivation
(OnTarget Mag. Vol 5, issue 1
2005)
Ambition. Drive. Determination. Hunger. These are all words that
describe why we do the things we do. There are always reasons or factors that
cause us to behave in particular ways or to pursue certain activities rather
than others. These underlying causes are collectively referred to as
motivation: the thing that pushes us on toward a goal.
How will it go for you in
2005?
(Date published: 28 January 2005)
How will it go for you in
2005? Here are some predictions from my crystal ball, as well as from a bunch
of people you think are hot prospects, a few irritated customers, a couple of
tightwad buyers and a sales manager in a pear tree: Your phone calls won't get
returned. The prospect who says "Call me Tuesday at 10 a.m. for the answer"
won't be there when you call. The prospect for your most important sales
meeting will call to reschedule - several months from now. [read article]
10 Ways to jump-start your business
creativity
(Publication Date 18 January 2005)
In today’s
businesses, creativity seems to be in increasing demand. We are required to
contribute new ideas beyond the obvious in order to compete, survive and
prosper. Innovation is how a firm or an individual makes money from creativity.
Organisations, their Managers and other employees seek to create original ideas
and concepts that will end up as innovations, such as new or enhanced products
or services, processes that increase efficiency, highly competitive marketing
campaigns, or superior management. [read article]
About Psychometrics and
Disc
(Published 12 January 2005)
A DISC Profile is a
psychometric testing technique that uses a simple questionnaire as a basis for
revealing insights into a person's behaviour. Recruiters around the world have
been using this Psychometric technique for decades, but now myDISCprofile gives
you the chance to see your own DISC profile. [read article]
Personal
development plans
(Date published: 04 May 2002)
Anyone remember
the days when people had a job for life? The company you were with was relied
upon to give regular promotions, regular salary increases, regular bonuses and
any training that you required. Whatever happened to these 'good old days'?
Certainly for those that craved security, this was a good life and had a lot
going for it. The world of work has now changed beyond recognition. Losing your
job for example, no longer carries the same social stigma, even though some
find it a worrying time. Some recruitment agencies now even regard it as a
'positive' on your CV rather than a negative. Nowadays companies, when
squeezed, will often cut down on training and marketing, because these are
frequently the areas that soak up money without showing an immediate return.
Even as far back as the eighties, I worked for a company that was happy to fund
any vocational training for me, but when management courses came up at their
training college, it was always 'next time it will be your turn' and, guess
what, the next time never came. After nearly six years with them as a graduate,
I never once made it to their management training college. [read
article]
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