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OnTarget Magzine - Archive 2004 articles

OnTarget Magzine - Archive 2004 articles

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Prospecting: get twice the results in half the time
(OnTarget Mag. Vol 4, issue 1 2004)

"Great salespeople understand receptionists are their friends and can provide a wealth of information and assistance..." The most successful salespeople and businesspeople continuously prospect - they are new-business magnets. Moderately successful salespeople sometimes prospect and do it fairly well, while unsuccessful salespeople don't prospect at all or do it poorly. [read article]

Bridging the Sales Experience Gap
(OnTarget Mag. Vol 4, issue 1 2004)

"How do you teach young sales reps how to READ the client, how to understand their personality and only provide the information when the client is OPEN to receiving it?" I received this excellent question recently from an overseas subscriber to our advice service. Some people seem to be much more able at reading clients than others. Such talent reinforces the idea that sales people are born rather than developed. Those who truly have an excess of interpersonal ability together with drive, commercial acumen, and motivation, are rare. If sales managers held off hiring anyone until enough such people presented themselves, they would fail through inadequate coverage of sales opportunities. [read article]

Is Stress stressing you out?
(OnTarget Mag. Vol 4, issue 1 2004)

Modern living has giving us many advantages over our ancestors. We are now more prosperous than any generation previous to us and we have come to expect those standards of living that would have been considered the lap of luxury in the past. Of course the way life works is that with any cause there is a subsequent effect and one of the most dramatic effects of our desire to seek bigger, better and more luxurious life styles is stress. [read more]

Aquisitions
(OnTarget Mag. Vol 3, issue 3 2004)
Over recent years both in Healthcare and other industries, there has been considerable change in ownership of the businesses that we work for. These acquisitions seem set to continue, an article in last weeks Financial Times reported a large increase in Mergers and Acquisitions activity at the end of 2003 and expect this to accelerate in 2004. [read article]

Imagine This
(OnTarget Mag. Vol 3, issue 3 2004)
It’s that time of year again folks, Christmas has gone and for most of us all that remains of the food is the extra couple of inches on the waist! The start of a New Year is often a reflective time for people when they look back on the year just gone and set in place some different goals for the year ahead. Maybe you have decided to give something up or start something new - whatever it is you want the question is do you have a clear direction in mind for 2004? [read article]

10 Rules Of Conflict
(OnTarget Mag. Vol 3, issue 3 2004)
In today’s increasingly competitive sales environment, an absence of negotiation - or negotiation skills - is perhaps the single largest contributor to the lack of success many sales people experience. The changing nature of the buyer/supplier relationship in this increasingly challenging marketplace has begun to necessitate the need for sales teams to become ultra sophisticated negotiators. [read article]

You're only as good as your next sale
(OnTarget Mag. Vol 3, issue 2 2004)
"I made the sale!" That's the victory cry of all salespeople. They scream, they jump up and down, they high five, they figure their commission in their heads - and they miss the biggest sales opportunity of their lives. [read article]

Removing the barriers to performance
(OnTarget Mag. Vol 3, issue 2 2004)
How many times in your career have you felt low? How often have you noticed it in your peers, the people you manage, or the people that have managed you? [read article]

Surprised Managers - Part 2
(OnTarget Mag. Vol 3, issue 2 2004)
Let us take presentation skills as an example. In any managerial position, a manager must give both formal and informal presentations of information and ideas to both his or her staff and for senior management. [read article]

Time to lead or follow
(OnTarget Mag. Vol 3, issue 1 2004)
I have been very lucky in my medical devices career. I have worked for businesses that are pioneers’ and innovators and I have also worked for businesses that have followed on. In both situations it has often begged the question which is better, being a pioneer and leader or following on? [read article]

Keeping the doors open
(OnTarget Mag. Vol 3, issue 2 2004)
Team work is essential within hospitals and particularly within areas of clinical care. The clinical team recognises the benefits of your expertise and they continue to invite you to join them. [read article]

Surprised Managers
(OnTarget Mag. Vol 3, issue 2 2004)
One of the major problems in devising management training courses is in helping the participants to apply what they have learnt when they return to the work place. While it is easy to apply skills within the contrived situations of case studies and role play, it is far harder for a manager to recognise the problems (or to find the time) in the familiar routines of daily work. [read article]

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