Hiring Millennials for Sales?

Breaking down the Millennial Myth  We’ve all heard it and many of us have said it: “Millennials are lazy. Millennials are entitled. Millennials are minimalists. Millennials are selfish.  Millennials don’t’ know how to deal with disappointment.  Millennials are not motivated by money.  Millennials can’t communicate unless they have a smart phone keypad.” And the list…

Chasing the Sales Growth Bulls-Eye

How Sales Teams Fall Short of the Target The amatuer marksman shoots at the bulls-eye and then adjusts the reticles on the scope, shoots again, then adjust again. Shoots again, adjust again. Shoots again, then adjust. But he never gets the bulls-eye.  This is called chasing the bulls-eye.  A professional marksman shoots, shoots, then shoots again…

Goals & Relationships

Goals …             the Employee / Employer Relationship Story Time. It was 1989, I was EVP of a large full service Landscape company with 5 offices, 125 employees making up 25 crews and we serviced 92 apartment complexes, 112 office complexes with three divisions, Lawn maintenance, Landscape design and installation,…

Goals….Secret Sauce

Goals… the Secret Sauce to accomplishing them In Goals Blog II of this series we introduced the Reticular Activatior. I hate big words but that one is fun to say. Certainly that is one of the ingredients in the secret sauce. But that’s not the only one. In this blog we’ll expand on Reticular Activatior,…

SMART Goals

Goals Part II SMART Goals… a new twist on tradition     It is generally accepted that the SMART acronym was first written down in November 1981 in Spokane, Washington. George T. Doran, a consultant and former Director of Corporate Planning for Washington Water Power Company published a paper titled “There’s a S.M.A.R.T. Way to…