Saturday, November 29, 2008

A Strong Brand Can Carry A Weak Sales Force—What Could a Strong Sales Force Do For a Strong Brand?

Our research has shown that a company with a strong brand can exist with an average sales force. However, in a company with an unfamiliar brand, we find a strong sales force with specific behaviors, attitudes, and values that are continually driving them to superior sales performance.

A well-known brand will get you in the door. It removes the buyer’s security concerns and provides dependability and quality without much skill from the sales force. This alone can take you far, but who doesn’t want to go further?

If you have a branded company, are you getting your money's worth? You pay big bucks to build your brand and even more to your sales force. But how much does your brand carry your sales? What if you had a strong brand AND a strong sales force?

Performance Management Critical for Success

According to recent research by Bersin and Associates, more than 80% of respondents believe Employee Performance Management is critical in raising overall company performance.

Monday, November 17, 2008

Top Concerns of CEOs

A recent study by Ipsos Mendelsohn's "Business Elite 2008" revealed that 38% of top executives are concerned about attracting and keeping top talent. You may be saying to yourself that this doesn't make sense in light of today's economy. The reality is your people are probably looking over their shoulders, hoping not to be let go. Your best people may even be thinking about leaving. And, you’re likely thinking more and more about what to do with underperformers.

Now, more than ever is the time to cultivate your top talent and make sure they recognize they have a bright future in your organization. Plus, this may be the best time ever to find great talent.

This is the time to really take stock of your strategic plan – re-evaluate your goals, make sure your entire team understands the goals and the impact their contributions deliver. Now is the time to get your organization aligned to weather the current economic storm and come out the other side stronger than your competitors. That's why the top CEOs are concerned about attracting and keeping top talent.

Tuesday, November 11, 2008

Stress on the Job: What Can You Do?

A recent CareerBuilder.com survey indicated that 78 percent of employees feel stressed and burned out at work. In today's economy, there are some obvious factors that add to stress levels, such as increased workloads, intense deadlines or a demanding customer or boss. But there are other stress triggers that may be less obvious. If you are the CEO or manager, these "hidden" triggers add to a negative experience at work and eventually lead to burnout. Here are some things to identify if these are happening to you or your employees:

How Do You Know You're Under Stress?

- You frequently work more than 40 hours per week.

- You've seriously considered quitting your job or finding a new job at least once in the last month.

- You've missed at least one major work deadline in the last six months.

- You postpone visits to the doctor because you have neither time nor money to go.

- You feel more stress and less security about finances than you did five years ago.

Taking work problems home and letting it affect your personal life. Are you "kicking the dog" a little too much these days? People that struggle with defining the boundary between work and home find this becomes a cycle that is hard to break. Bringing work home every evening and weekends only adds to this stress.

Not having time to take a vacation or working while on your vacation. This is similar to taking your work home with you. People that can't disconnect from work, are unable to reap the benefits of rest and relaxation. Another side effect of the economy is people not taking vacations simply because the company has weathered a consolidation or downsizing, your workload may not permit you to take a vacation. The inability to get away from work can quickly lead to burnout.

Fierce competition inside and outside the office. Its bad enough that competition heats up in a tight economy, but if you have a competitive work environment, you might find yourself constantly looking over your shoulder. Power struggles in the office, and a tough competitive market environment can add loads of stress.

Feeling underappreciated. Simply being paid a wage and benefits isn't always enough. A simple "thank you" or personal display of appreciation is often missing, which makes workers feel that their efforts are futile.

How can you manage stress triggers?

It's important to restore balance in your professional and personal life no matter how burned out you currently feel.

1. Set strict boundaries between work and the rest of your life. It's important to define where the line is between home and work. When you are at work, focus on work. When you leave the workplace, however, they leave it behind completely. Avoid taking work home in the evenings, and do not make yourself available for work questions or communications outside of working hours.

2. Focus on whatever you are doing at the present time. You need to be emotionally present as well as physically present. Put your full attention on whatever you are doing. When you are physically, mentally and emotionally present, you will find that you can give, and gain, the most from the task or relationship.

3. Take time for rest and recovery. You must recharge your batteries no matter what is happening at work. It is important to create a work environment that allows this to happen. When you and your employees take time to recharge, productivity increases.

4. Be clear about your priorities. When you feel overworked, this typically is a result of loss of focus on your goals and priorities. Have a strategic plan of your goals, roles, values and key relationships. When you plan and live it to the best of your ability, you'll feel less stress and more fulfillment.

These tips and more are available in the book, "Overworked, Overwhelmed and Underpaid," by Barajas.