Some of my most valuable discoveries come while I'm looking for something else. Call it serendipity or call it dumb luck. If I want to locate my golf shoes on the first playable day of the fall, all I have to do is launch an … Read More
What salespeople don't know can hurt them. Having a solid grasp on personal performance is necessary to gauge improvement. There was a study published in 1999 by Justin Kruger and David Dunning on how people's perceived … Read More
Have you ever experienced a no-show for an appointment? The temptation is to lose your temper or just slink back to your office. Losing your temper will alienate you from the client. Slinking away suggests that your time … Read More
When Lawrence University in Appleton built its newest residence hall in 2003, it built to sustainable guidelines, but did not seek LEED certification. But by 2007, as it planned what has now become the Warch Campus Center, … Read More
How does a manager properly measure the effectiveness of his/her sales people? Most would point to level of productivity. Fair enough. What, exactly, does being "productive" mean for a sales person? Does one measure … Read More
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