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collins book Tagged Articles
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Right Salespeople in the Right Roles and the Right Seats
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| I was on site at a client's last week to kick-off their training. At the end of the kick-off I asked each salesperson for their three biggest lessons learned. One salesperson had difficulty coming up with anything of substance. It turned out that he was new to sales and when we assessed him two months earlier, our assessment indicated that he was not trainable. The client wanted him in the program anyway because he had a hunch it would work out. "Not trainable" manifests in different ways but usually has the same outcome - salespeople don't improve. |
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Other collins book Related Articles
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PyroMarketing
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| Book Review -- The four-step strategy to ignite customer evangelists and keep them for life – Greg Stielstra; Collins Publishers, 10 East 53rd Street, NY, NY 10022; www.harpercollins.com; ISBN 0060776706; 256 pages, October 1, 2005; $21.95 |
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24 Days: How Two Wall Street Journal Reporters Uncovered the Lies that Destroyed Faith in Corporate America
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| Book Review -- 24 Days: How Two Wall Street Journal Reporters Uncovered the Lies that Destroyed Faith in Corporate America – Rebecca Smith, John R. Emshwiller; Harper Business Division of Harper Collins Publishers, 10 East 53rd Street, NY 10022, www.harpercollins.com/imprints/harper_business; Aug 2003; 390 pps, $25.95 |
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Leap into new Space -Jump before you're pushed
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| The opening line of the best selling business book of all time is as succinct as it is true: “Good is the enemy of great”. Jim Collins’ 2001 bestseller Good to Great explains how most companies never become great because they are already good. They have become prisoners of their past – not feeling any need to push boundaries, innovate, prepare for the unexpected, stretch themselves or make necessary changes to ensure sustainable success. In the 21st century, this is a recipe for disaster.
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Jim Collins Fortune Interview Translated for the Sales Force
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| Jim Collins was interviewed in the February 2 issue of Fortune.
He was asked this question: "Right now, it seems as if people are panicking - or are paralyzed about decisions." |
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The Art of Book Branding
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| You wrote your book for others to read. True? You wrote it to offer others enjoyment, excitement, help and/or training. Don’t you owe it to your prospective readers to put the book share the book in a really big way? Don’t you owe it to yourself?
To get started I’ve created a short checklist for branding YOU and your book. |
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Get Your Sales Reps to Sell Like Corky
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| What is the highest performing stock in terms of total return over the over the course of the past 40 years? It's not Microsoft. No, its not Cisco Systems. It's not GE. It's not even Intel.
You ready?
Its Walgreen's Drug Stores.
Walgreen's? You gotta be kidding me! The drugstore chain? Yep, its true. How they did it is even cooler than that fact that they did it in the first place.
In his book Good to Great, Jim Collins investigates how they actually did it. And the answer is very simple. All that Cork Walgreen, the founder of Walgreen's did is that he took a long hard look at what his business did really well and then channeled all his energies into that one thing. In essence, he figured out exactly what Walgreen's could be the best in the world at and channeled all of their efforts into achieving that one thing.
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Developing a Passion for Performance
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| In his book, Good to Great, Jim Collins characterized two common denominators of Level 5 leaders. One was humility and the second was a passion for performance. This article deals with the passion aspect of leadership and gives some tips for how to generate more of it. |
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Growing Your Business in a Difficult Economy
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| Admiral James Stockdale was the highest ranking American POW during the Vietnam War. He was held for more than 8 years and after his release wrote a book Love and War that described how he was able to not just survive the ordeal but actually thrive when many others didn’t. The story of his absolute confidence that he would survive coupled with his ability to confront the brutal facts of his current reality came to be known as the “Stockdale Paradox”.
Many years later Jim Collins wrote his business masterpiece Good to Great and demonstrated how many companies used the “Stockdale Paradox” to survive and thrive in tough times while many of their competitors fell by the wayside or disappeared completely.
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How Do I Know If I Have The Right People?
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| One of the most vital roles of any small business owner is to make sure you have the right people in your organization. The vast majority of the small business owners we meet, spend too much of their time mired in people situations.
There are lots of "how" questions on the people front. How do I: i) find them, ii) hire them, iii) train them, iv) motivate them, v) pay them, vi) get them to take ownership, vii) fire them?
All of these questions will eventually boil down to one big question, "How do I know if I have the right people in my organization?"
If you've ever read the book Good to Great by Jim Collins, then you know there are two questions to ask to help you figure out whether or not you have the right people: |
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Recruit and Hire the Right People for Success
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| Your people are, without a doubt, your greatest asset. As Jim Collins so eloquently put it in his book, titled Good to Great….”To be successful you have to get the right people on the bus with you”….and as I like to say, you need to be the person with the steering wheel in your hands.Most small businesses get in the habit of hiring people when they need them TOMORROW, rather than recruiting people all the time and having a pool of ready to go prospects... |
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