January 18th, 2010 admin
Many organizations deal with employees that do not perform to standards. One of the most frustrating things for managers and supervisors is to have employees that continually repeat the infraction. However, when the issues continue managers and supervisors are left to discipline and more likely terminate the individual.
One of the critical factors impacting work is job satisfaction. With ever increasing productivity demands the stress level within organization is very high. The question posed then is what can a manager do to assist with increasing performance? Further is it possible for a manager to motivate an employee?
Causes of low morale correlate to the organization, its culture, and its management. Several factors contribute to employee motivation and organizational morale. A study by the Corporate Leadership Council reveals the tremendous impact managers have on an employee’s level of commitment. It is imperative to note that individuals do not leave companies – they leave poor managers. Organizational mis-management contributes to negative morale. As recent as 2006 the Gallup Organization estimated there were 32 million actively disengaged employees cost the American economy up to $350 billion per year in lost productivity. Such loss includes absenteeism, tardiness, and poor work.
Taking time to build relationships with employees through personal interaction is a key step managers can take to keep morale high. Employees need to feel trust and respect from their managers. Employees desire feedback from management to understand their work matters. Many motivational issues stem from the inability of a manager to confront employees to build relationships and offer appropriate feedback.
Second there is an intrinsic issue within organization- passion. Too many organizations simply hire bodies. Managers hire employees to take positions that fill voids rather than hire individuals with the passion and conviction needed for the job. In his book “First Break All the Rules” Marshall Goldsmith states that talent is innate. If the proper employees were hired for the right positions job satisfaction and morale would be higher.
Intrinsic motivation states that employees must feel good about the jobs they do. Good examples are nurses that build relationships with patients and customer service representatives know numerous clients by first name. In order to do a job well and in order for motivation to be high, employees must love it. Managers cannot be responsible for passion, they can hire for it. That said, it is imperative to hire right. Hire individuals that compliment each other, the customers and the culture within the organization.
There is however some degree of management involvement in workplace motivation known as extrinsic motivation. This type of motivation uses recognition and reward as factors. Mentioned earlier, employers must build relationships with employees. Individuals enjoy and feel safer when relationships are built. Additionally, feedback is vital to employee success. The concept of job satisfaction and motivation is two-fold, employees desire recognition and reward and managers need to understand motivators that provide this purpose. Employees want to be a part of the team, and they want to share in the successes and failures of the organization. Therefore feedback, and recognition are active ingredients to motivational success.
Just as important to recognition is reward. In fact, they go hand in hand. Employees are analogous to children, they want recognition for a job well done. Gift cards, corporate announcements even a simple thank you card are tactics that illustrate the ultimate prize- success. The ability to become one with management gives the employee a sense of purpose and need.
Today’s employee desires to be happy on the job. In order to be happier in the family and in the job an employee wants to reach the top, personally and professionally. They want kudos for a job well done and will go through a great number of means to reach it. Recognition and happiness are the catalysts that drive this change. However the stimuli lie within management that build relationships, know their employees and seek means to acknowledge them. The manager therefore is not only one portion of motivational theory, they can practically be the driving force.
© 2010. Drew Stevens PhD. All rights reserved.
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January 17th, 2010 admin
The rubbish of reality television returns in most of its glory this month with American Idol. While many individuals seek out new methods to make fools, all can learn something.
After several years of watching the judges provide feedback to talent, I have noticed something profound, the spontaneity in which talent is unearthed. As my daughter watched the show last week it was interesting to watch the judges quickly dismiss talent. There is something to be learned here.
How many times do selling professionals spend useless hours with prospective customers only to discover:
1- they are not the buyer
2- they do not have discretionary power
3- they are the gatekeeper
4- they were only fishing for information
Sales professionals need to work quickly and refrain from spending countless hours with individuals that claim power and control and do not have it. Sales professionals need to think like a judge on the show they need to:
- Review the observed behavior and understand whom they are speaking with
- Ask provocative questions to understand the persons decision power
- Ask questions that denote budgets and time
- Determine immediately if the person is the economic decision maker
Selling today requires more efficiency and sales managers are asking for more productivity Ensuring success requires being prepared for every call and conducting research to denote imperative information on the company and the contact person. Efficiency requires the preparation of questions and knowing what to say after hello. If the judges on the show can work quickly so can you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 17th, 2010 admin
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”
Jules Renard quotes (French Writer, 1864-1910)
As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.
The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.
If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 13th, 2010 admin
Evolve. Learn how Sales 2.0 is radically reshaping every facet in today’s sales process. See how this new phenomenon in collaborative selling is helping salespeople do a better job of identifying leads, of turning leads into opportunities, and of converting those leads into customer wins.
Get it now at:
http://stevensconsultinggroup.tradepub.com/free/w_orac45/prgm.cgi
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January 3rd, 2010 admin
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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January 3rd, 2010 admin
The New Year has begun and the malice and incompetence of last year continues. During a recent broadcast of the regional news, there was included an expose of last year. It began with the triumphant landing of the Delta Jet into the Hudson and then proceeded downhill. I sat in amazement while the newscaster twisted national events into discontent. While there are many things in 2009 that went awry for many there is still much to be thankful for.
The problem with the media is twofold, 1) the need to retain ratings in a competitive environment and 2) the desire to prey on misfortune to increase viewership. With the present world salivating over reality television and personal gaffs, programming is shifted from news that nurtures to negative news. The apocalyptic shift is daunting as if to say there is nothing good in the world to report.
The New Year marks the opportunity to engage life, discover new things and alter habits. The last year was what YOU made of it and the New Year, what you desire. Stop listening to negative information. Stop allowing mediocrity to enter your world. Now is the time for renewal, now is the time for living. Negative people will suck your energy. Seek renewal in positive information. Seek energy from positive affirmation. As you prepare for the new year resolve to end the negativity in your life.
Happy New Year!
The things that hold you back and make you anxious are known as limiting beliefs. If you suffer from limiting beliefs email me today and I will send you a free tipsheet to assist you. And ask about our Free 30 Minutes “Personal Acceleration” Coaching Clinic to assist you with change and deletion of limiting beliefs.
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD works with organizations to dramatically accelerate revenue. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To gain a free 30 Minute Coaching Session or to request Secrets of Ultimate Business Success contact Dr. Drew today get the proper prescription for your success.
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January 3rd, 2010 admin
My daughter recently received a report from school following the completion of her ACT examination. During my review I was appalled to see that her scores included a projection for future work based on her grades. The scoring methods used labeled students into preordained careers based on results. If a child scored poorly educators prognosticated that the future laborer might be best at garbage recycling or light bulb changing. While somewhat better results led to a financier or physician.
It is irksome to see how tomorrow’s workforce is quickly labeled. Is our present world not competitive enough as to deter children from relishing in their dreams? While many quickly detest the profiling needed to safely board an airplane, how is labeling our children any different? Children should be free to discuss, research, attempt and determine their own future, not those sought from a test.
Our history is based on men and women mocked and scorned by those attempting to label individuals. History would be severely altered if individuals such from Jesus to Obama would listen to naysayers. Jesus was labeled for his teachings, Edison for his failures and Obama for his color. Our children do not need deterrents they need support. Educators must allow children to pave the future THEY desire not those found on test scores. Our society thrives on innovation and dreams not the callousness of bureaucracy. The path to success begins with dreams. And those dreams become reality through patience, trial and error not test scores.
2010. Drew Stevens PhD All Rights Reserved.
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December 30th, 2009 admin
Each day I obtain a wealth of requests from individuals to receive free tips and articles. Unfortunately social media is a Latin term denoting free. Gaining access to free information is analogous to attending a trade show. It is humorous to see attendees carrying overflowing bags of chotskies (crap) only to return home or to hotels rooms and never review the materials.
The failure to review materials and take action results in mediocrity. If you desire to alter your life and start the New Year right, get off your ass and take action. If you want to get into the field of play and alter mediocrity, stop being a spectator. Stop collecting and start doing. Become the aura of life’s trade show not the receptacle.
So many fail because they don’t get started – they don’t go. They don’t overcome inertia. They don’t begin. – W. Clement Stone
BTW. I am happy to provide free stuff, but you must get out of the stands and into the field of play.
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
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December 29th, 2009 admin
If you’re not giving your patients good customer service, you could be losing business.
In the age where testimonials and referrals are a large part of your practice management, you must learn how customer service fits into the mix of retaining patients, offering differentiation and providing patient value.
Join expert Drew Stevens, PhD, for this 1-hour audio conference to get the scoop on the value of customer service and how it leads to patient retention. Plus – customer service also assists with inter-office morale and productivity.
Here’s a look at what you will learn:
* 3 key tactics that build a customer service culture
* Remove the barriers that currently impact patient value and loyalty
* 3 reasons to hire for skill
* Correct common communication flaws
* Identify and avoid common service blunders that lead to lost customers
* 3 methods that help to create marketing avatars
* Quickly resolve patient issues while continually providing value
* 3 principles for interoffice patient culture
* Discuss how to anticipate your patients’ needs
Register Here: http://tinyurl.com/ydkmcpd
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December 24th, 2009 admin
In the last several weeks my mailbox has become rift with emails from individuals and organizations that desire an alliance. Coincidentally each foppish message body request me to do something. Items requested include, visit this website, reply to this email, click this url or send me your address. How audacious! What is the value? What is in it for me?
What I find loathsome in each is the audacity of sending messages expecting me [the prospect] to do something. This is the unfortunate issue of selling; many people believe they can sell and that required processes can be avoided. No it cannot! Closing rates fail when there isn’t a process. As I have stated in numerous articles, posts, my books and seminars business closure is based on the acquisition of relationships. If one cannot build relationships they will not close business.
More importantly, relationships are built based on trust and intrinsic value. If the prospect needs to do something, where is the value? What is in it for the prospect when they need to do something? If sellers want something they need to create action, not the prospect. Sellers must illustrate the value THEY provide. Prospects invest in relationships not products. Prospects get annoyed when they have to do something. Stop using ho hum methods and the folly of others. If you want customers stop scrooging yourself!
There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!
©2009. Drew J. Stevens Ph. D. All rights reserved.
Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.
Posted in sales tips | No Comments »
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