Selling While Managing Others is Tough Sledding

By: Steve Schaffer, March 14, 2017

A client recently asked me if having his Sales Manager also selling was the best idea or not. My response was, “The best idea? I’m not so sure. Is it doable? Yes.”

While I have seen people succeed in such a dual role, it is not easy to find someone with the proper DNA to be successful both in sales and in managing a team of salespeople. more…

Exploring New Borders

By: Lynée Miller, February 27, 2017

Congratulations! Your company is ready to go global. Now what?

Introducing a product or service into different parts of the world takes the business of relationship-building to a higher level. When your organization embarks on global expansion, it provides for a wealth of opportunities but it also presents new challenges. more…

Technology Isn’t Everything

By: Andrew Day, February 13, 2017

The pace of technology advancement is remarkable. To highlight how impressive it is, people often point out facts like: “The processing power of the modern mobile phone exceeds that which got us to the moon.” This is amazing. It is so amazing, in fact, that it is easy to get caught up in focusing all your attention on technology innovation. However, great technology does not override the principles of high quality practice. more…

Management and the Pied Piper

By: Darby Fazekas, January 17, 2017

The Pied Piper is said to have been hired by the people of Hamelin to rid their town of a troublesome rat population. The piper, with the aid of his magic pipe, led the rats into a river where all but one drowned. The greedy mayor refused to ‘pay the piper’ for his services and the piper left town vowing revenge. Years later while the adults were at church, the piper returned to Hamelin. Again with the aid of his magic pipe, he led his following out of the town. This time, however, he was not leading rats. He was leading the town’s children away—never to be seen again.

It is not uncommon for managers to expect their teams to ‘follow’ them. more…