Jim Miley
I’m talking about people here. Dealing with people, leading people, following people… It is far more difficult to know how to act when we don’t understand the situations at the root cause level. If we do not understand the behavioral drivers of another person, choosing a response becomes guess work. Our uncertainty over people’s motives […]
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It’s all about the people. Most of us agree that business performance is dependent upon the people, but it’s not always clear how to get the people to perform. Many business owners wrestle with getting their teams fully aligned with their business mission. I hear the phrase “herding cats” from time to time in management […]
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Perspective puts such an interesting wrinkle on things. My career has offered several very distinct perspectives on the business environment. Individual producer as a Sales Engineer, Sales Manager, General Manager of Operations and Sales, President of an entire organization and now Owner of a small business and Business Coach. My current role as Business […]
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Call this the trilogy of sales recruiting fundamentals. Our clients are often seeking help with recruiting and developing a sales team. As business owners seek sales talent that matches their business culture and produces strong results, they need to identify key characteristics that distinguish the best prospects for hire. Part one of the trilogy focused […]
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Last month I wrote about the single most important trait for effective sales professionals being Empathy, the ability to understand someone’s feelings when not openly expressed. If you missed it, here’s the link. But, there is not only one key to being an effective sales professional. Therefore we must understand additional attributes and behaviors to develop […]
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Time is flying, last year’s close is fading in the rear view, our business goals have long since been set for the coming year. As we round turn one into the second quarter, many people find concern with sales production as a risk for hitting their growth plan. “Two of our first three months were […]
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“There is only one constant in the world and that is change.” I don’t know who coined that phrase but they deserve some credit for a great line and a fundamental truth. But with change being such a part of our experience, why do we struggle with it so? You might think most adults would […]
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Over the past few weeks, the subject of Mission has come up a lot. Business Mission. Church Mission. Personal Mission. In my work here at Crossroads, it has come up with business owners who are forced to evaluate their business Mission. We collaborate on clarifying the Mission, ask whether we are staying true to the […]
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