Category Archives for "Sales + Leadership"

Yes, Managers Are Hurting Employee Performance

By Kelly Riggs | Sales + Leadership

What counts in business is performance – not promises of performance, not excuses for a lack of performance, and certainly not mediocre performance. It’s the results that matter; what people actually produce in the workplace. The problem is that sub-par employee performance is often created by MANAGERS. Yes, that is correct. Poor performance is often a result of what the manager does – or, more accurately, does not do.

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Act Like a Veteran Leader (even if you ARE a rookie)

By Kelly Riggs | Sales + Leadership

Very few people are thrust into management and then do it exactly right, avoiding the myriad of challenges and speed bumps that inevitably confront those who lead employees. No, it takes time to acquire the experience that comes with learning from the mistakes we inevitably make. It takes time to create the disciplined habits that characterize effective managers.

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Your Sales Presentation is NOT Effective

By Kelly Riggs | Sales + Leadership

What exactly makes a sales presentation “effective?” In a lot of cases, I get the impression that an “effective” presentation means the presentation was well-delivered. The presenter was smooth, even charming. The slide deck was perfect. Yes, these things are obviously important to some degree, but, on the other hand, it misses the point entirely.

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Decisions, Decisions (this one counts the most)

By Kelly Riggs | Sales + Leadership

I think I’m on safe ground to say that it cannot be good for any organization when only half of employees believe that corporate leaders make good decisions. Confidence suffers. Engagement suffers. And, as a result, performance must also eventually suffer as well. The question is, why would employees have that opinion of managers?

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