top performers

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Choose Not to Participate
Success is a choice, you can choose what you read, what you listen to, who you hang around with, and how hard you work. Zig Ziglar says "You are free to choose, but the choices you make today will determine what you will have, be and do in the tomorrows of your life." It is choice, not chance, that determines your destiny. Are you participating or are you choosing not to participate?

TRUTH IN INTERVIEW - Part I

This is a two-part article. In PART 2: Help is available! The conclusion includes Interviewing This is a two-part article. The conclusion includes Interviewing Tips and Techniques to better identify High Performers. Locus of Control, a 50-year old psychology will be introduced to improve interviewing effectiveness. This behavioral psychology can provide interviewers with insight to the achievement attitudes and behaviors that are present in ALL Top Performers. By using simple interviewing techniques, Locus of Control can add information that will improve the accuracy of distinguishing the High Performers from the Impostors.

TRUTH IN INTERVIEW - Part II

From PART I: Somewhere, we learned that if we hire an applicant with the skills we need, the results will be an employee who will do a great job. WRONG! Skills simply means the applicant can do the job, it does not mean they will do the job better than anyone else. Making hiring decisions based on skills leaves job performance a mystery until after the hire. Interview-savvy applicants have made it tougher for interviewers to accurately assess motivation, often causing the misjudgment to favor applicants who are NOT High Performers.

What the High Performer DOESN’T Know!

In tough economic times, like we are experiencing right now, many people are still afraid of losing their job. For employers who must cut back, they have to choose who stays and who goes. For some companies, the deciding factor is based on performance - top performers get to stay. Right now could be the perfect time to learn how High Performers are able to produce better results. Interestingly however, it's what the High Performer doesn't know that just might provide the greatest insight. Whether you are a job seeker or an employer, understanding how the high performer is able to achieve better results while others are not is knowledge everyone should have.

Carol Quinn's Interviewer Tip #5

There are an infinite number of resources directed toward job seekers. These sources offer insight into the interview process in order to help applicants ace interviews. Carol Quinn is an advocate for the employer! The ultimate decision to hire or not-to-hire resides with the interviewer. Employers pay a huge price for their hiring mistakes. It's time for the interviewer to be armed with the knowledge to accurately select the best.

Cost-Cutting Actions Lead to Decline in Morale
The 2009/2010 U.S. Strategic Rewards Survey conducted by Watson Wyatt and WorldatWork, found that cost-cutting actions made by U.S. employers in 2009 to deal with the economic downturn have contributed to a sharp decline in the morale and commitment of their workers, especially top performers.

Carol Quinn's Interviewer Tip #1

Carol Quinn is an advocate for the employer! There are an infinite number of resources directed toward job seekers. These sources offer insight into the interview process in order to help applicants ace interviews. The ultimate decision to hire or not-to-hire resides with the interviewer. Employers pay a huge price for their hiring mistakes. It's time for the interviewer to be armed with the knowledge to accurately select the best.

Tenacity is NOT Enough!

No one has to tell you that high performers succeed more. But, is this a fluke? Are they special people? They obviously are different in some way because not everyone is able to perform at their level. Clearly they don't blend in with the masses on the bell curve. But interestingly enough however, they don't always stand out either. Take an interview for example. Many poor performers are hired by mistake, and who knows how many top performers get turned down. It would be much easier to identify the best if they all had a certain look, or always had the best skills - but they don't.

Big Dogs and Tall Grass?
Are you a person seeking greater responsibility and the desire to climb the "corporate ladder"? This article is for you.

A Management Challenge: How to Enhance Average Performance

Average performers are usually an overlooked resource for increasing work quality and/or quantity. It is all too easy to pay attention only to performance extremes. Top performers have built-in rewards. Their performance at the top of the charts makes it easy to provide meaningful and specific feedback. Performance problems at the other end of the spectrum also demand attention. When performance is clearly below target, it is visible to almost everyone involved in the effort, and you have little choice but to try to make improvements.

Sales Growth Teams Drive Revenue

Achieving ever-increasing revenue targets requires that new recruits and average performers are equipped with the right tools, resources, training, and knowledge. Establishing a Sales Growth Team can help you transfer sales & marketing Best Practices from your top performers to those who need them most. Use Demand Metric’s downloadable Sales Growth Team Charter template to set a mandate for this new team.

The Power of Less: Changing Behavior with Leo Babauta
To learn a skill, I often look — not for the best in the world — but for people who’ve made the greatest progress in the shortest period of time.

Executive Coaching: A Leadership Development Tool for Top Performers
Executive coaching has evolved rapidly over the years. For some, it considered itself a field, others consider it a form of consultation. There are "executive" coaching has many interpretations. No matter how you define it, training for executives who want to develop as a leader can be a useful tool.

The Whiners - Salespeople Who Get Your Attention
Your top performers (real sales professionals) aren't the ones taking their time (and yours) to whine. Oh no. This stuff is the exclusive domain of the under achievers and they whine to justify their lack of success. Whining might distract you from their dismal performance and further distract them from performing the work they're supposed to be doing.

The Delayed Impact of Lack of Sales Commitment
If you are a client, upon learning that a top producer lacks commitment you might be asking, "How can that be?"

Giving Thanks to Our Top Performers

In honor of Thanksgiving, this edition of Astronology will examine how to identify, and more importantly, to thank top performers within an organization for a job well done. Considering the economic conditions that many of us are experiencing, thankfulness shown through monetary exchanges may not be feasible. No matter your budget, it is critical to acknowledge those who go above and beyond their assigned capacity. Such behavior demonstrates loyalty and dependableness…key assets for any organization!

3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring Process
When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this: "If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don't more companies use them?"

4th of the Top 10 Kurlan Sales Management Functions
This is the 4th in my series of the 10 Kurlan Sales Management Functions. #4 - RECRUITING The most important things to understand about consistently recruiting strong, successful salespeople are:

Get Your Life Back: Three Strategies for Taking Control
You can have a successful career or growing business and thrive outside of the office. Our three “take it back” strategies put you in the driver’s seat again, running your race your way.

Managing High Flyers
Some managers think that the high performers in their team don't need managing. That's a mistake. As a manager, you need to take as much care of your top players as you do of those who could do better. This article will show you how.

If We Lose One More Top Performer...
A truly counter-intuitive approach to talent retention. Tips for aligning talent and organizational needs. Enjoy!

"If I'm a Self-Starter, Why Aren't You?" Those High in Initiative May Be Challenged as Coaches

Self-starters rarely understand those who are not self-starters, and most individuals are not self-starters. This disconnect creates a barrier to understanding motivation and coaching effectiveness. Validated studies consistenly prove a reverse correlation between high initiative and versatile audience adaptation. With focus on principles herein, the bridge to transformation can be constructed and reinforced.

What the New Google Analytics Features Mean for Your Business

Continuing to tread on the territory of the major paid analytics vendors, Google Analytics just announced a number of new features that raise it to yet another level. These powerful, time-saving additions allow you to spend more time analyzing and interpreting your site’s performance, and less time foraging though the data. Among the major additions are; automated and custom alerts based on significant changes in your data, advanced table filtering, expanded mobile reporting, the ability to share advanced segments, and more. What do these new features mean for your business? Quite a bit. Read on for the details.

Pay for Performance - in this Economy?
Yes, especially now! There are three potential mistakes organizations can make when there is a downturn in the economy.

How can we learn from our best sales performers?

How do we get the rest of our sales team learning from our top performers? Should we get our top sales performer in front of our sales team to teach them how to be more effective? Well that all dependsâ€¦ * How well does that top sales performer understand how and why they sell well? * Can they articulate what they do in a step by step process? * Can they teach to the others in a simple and meaningful way? * Do they want to teach others?

Sales Manager Training Tips: 3 Steps to Hiring Top Performing Salespeople

In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Before answering, I asked if he had a systematic hiring process. The reason I asked that is when there is no process in place the ability to select top-performing reps is dependent on the skills of the sales manager. Anytime you create a systematic process you tend be better at predicting success.

Report: 40% of companies to hire contract or temp employees
There are signs that the current recession could end soon in the U.S., which means employers may be considering their hiring strategy for when the economy turns around.

"Leading Works Better Than Selling."

Our research found that that harder one pushes to make sales, the harder it is to grow a territory. This article covers several reasons "leading works better than selling." Also, borrowing an effective sales strategy from top performers can change your whole mission on a call. It ensures your efforts are magnified with top performers' work values. And replicating top performers' practices of dealing with common sales challenges can help you, like them, outperform counterparts and trends with 31 percent annual sales growth compared to 5 percent for the status quo.

BEING THE BEST MEANS CREATING A SELF MANAGING CULTURE
Self Management is the #1 Competency of Successful cultures and of successful people. Take a look at any top performers or top companies and the clues to their success are evident. They make and keep commitments, are self driven, and focus on the value the bring to those they serve and those they work with. Managers coach through meaningful conversations and walk their talk.

Healthy Salespeople - Healthy Sales Results

As I have stated previously, sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well - both physically and psychologically. They are self disciplined, self managed and take good care of themselves. You only have to look at them and know they are healthy. Their skin is clear, they have a vitality about them that is fresh, their attitude is positive and they are keen to learn. What sort of sales culture do you encourage? Is it one of health and wellbeing or a boozy, extreme living on the edge culture?

8 Steps to Foster Employee Happiness
Are you having a problem with high turnover? Are your top performers leaving in droves? Are there performance issues? The key to overcoming these challenges is employee happiness.

Employee Retention: 7 Tactics to Retain Your Most Valuable Asset

Recent surveys show that senior executives place employee retention as their greatest staffing concern. And so they should. Employers who are able to minimize their employee turnover during this recession period are going to emerge from it stronger and healthier than those companies whose employees have defected. You should be doing everything you can to make sure that you keep your employees happy, engaged, and productive. Your company depends on it, and here's why.

Improving the Bottom Line With Qualification
Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price. Now the challenge is deciding what to do with the information.

Are Your Sales Reps Hard Closers or Hard Helpers?
Are your sales people learning the sales trade? Or are you letting them off the hook by learning the tricks of the trade?

Recruiting Through Social Networking Sites
Social networking sites such as Facebook have really changed the way people interact with each other over the last few years. Many employers are now seeking to utilise these kinds of websites as a recruitment opportunity. Here’s how to do it right.

Online Recruitment – A Quick Guide
When seeking to recruit for vacant jobs in your company online recruiting is attractive but can be a little overwhelming. Here we offer a few handy tips and suggestions to help your recruitment process be as effective as possible.

What It Takes To Be A Coach
Do YOU have what it takes?

Sales Training - How is Your Cold Calling Attitude?
Do you make cold calls for business? Do you set up appointments? The single biggest thing holding you back may be yourself. Read this fantastic article to find out why.

Selling With Stories
The most successful sales people sell without it ever being apparent that they are in fact, selling. How did they do this? They all told stories.

Engaging Your Employees During Difficult Economic Times
Tips for keeping your employees engaged when times are tough.

Are you ready for the Self Managing Salesman?
What would it be like to have a group of self motivated, self managed Salespeople on your team. How to get and keep the focus on the pure pleasure of meeting and delivering to challenges with people who are 'wired' that way. Not only is it possible, in many cases it is necessary. Here's what it can be like and a little bit about how to get there!

How to manage your way through an Economic Downturn

Challenging economic downturns expose floors in most businesses and organisations which will include some of your people, and in turn will have an adverse effect on the overall performance of the company. Staff can become despondent, de-motivated and unsure of their future which will eventually affect customer service, quality, efficiencies and production. To be successful you will need to manage your people better than ever before, retain your top performers and where a vacancy exists utilise only the most robust recruitment processes to identify a candidate that can bring talent and where possible portable assets with them.

Five tips for Maximizing Training and Creating Sustainable Learning
How much time, energy and money have you invested in Cheese, Fish or other “flavor of the month” training initiatives and had little to show for it after a few weeks? Here are five suggestions for you and your company to improve learning and retention in your organization.

2011 Salary Increase Update
As we explored in Astronology last year, many organizations were projecting an optimistic 2011. The sense was that the economy would be on the mend, inflation low, and the stock market on the rise. But much has happened over the past few months which may run contrary to these hopes - from the unsettled Arab world, skyrocketing oil prices, and labor unrest in America’s heartland.

Self-Starters Can Make Terrible Managers
There is nothing less common than sense. Self-motivated people are a minority. Self-motivated people find it quite challenging and unnatural to motivate others. While the correct training can turn some self-starters into top leaders, barriers and pitfalls need avoidance.

Keeping Your Top Staff In A Tough Economy
Concerned over keeping your top staff members on board during a tough economy? Doing the right things right to honor your top performers will keep them loyal and hanging in with you in tough financial times. Read on to discover my top ten picks for doing it!

The Nine Most Common Hiring Mistakes and How to Avoid Them
To err in hiring is human – and very expensive. Many “standard” hiring procedures are actually common mistakes, so to choose more competent candidates, prepare to revise your hiring methods. Learn the nine hiring errors managers often make, then eliminate them from your hiring practices to help you choose only the cream of the crop.

How to be More Effective Selecting Sales Candidates
I'm all for sales benchmarking. However, when it comes to assessing sales candidates, I strongly discourage benchmarking and here's why.

Expect Victory

Do you wake up in the morning thinking, “This is going to be a lousy day” or “Nothing good ever happens to me”? If you have an important presentation to make, do you tell yourself, “I don’t have a chance at closing this sale”? Winners wake up every morning with excitement, enthusiasm, and confidence, knowing that success is in store for them. Billy Cox gives you the steps for living with positive expectancy.

The Greatest Depression
The economy is bad. Nobody is buying homes. The recession’s coming. Every time you turn around Economists predict doom and gloom. That’s enough to get you into a great depression, if you let it.In this article Billy Cox gives you specific action steps you can take to guard your mind from the negatives and keep clearly focused on the results you want to achieve.

Impact and Influence: A Key Competency for Top Performers
Impact and influence is the ability to persuade or convince others to support an idea, agenda or direction. It involves taking a variety of actions to influence others including establishing credibility or using your communication skills to direct others towards your desired results.

Sales Compensation Guidelines
Money alone does not motivate most people, but incentives crafted into a well thought-out compensation plan will produce results you hope for. Here are some guildelines to help you with your pay plans.

What do Barbara Streisand and Tiger Woods have in common?
In addition to being at the top of their respective fields, Streisand in music and Woods in golf, they both work with a coach. Why would someone at the top of their chosen profession need a coach?

Leadership – Is Everyone Trainable?
Can anybody be trained (or perhaps better phrased, can anyone learn) to become a leader? Who's trainable and who's not?

Imagine All the People

“Imagine all the people living life in peace” sang John Lennon in the 70’s and it’s still being played today. Well, imagine employees working everyday in harmony and peace and happily contributing to a healthy and highly profitable organization. Sounds like wishful idealistic thinking from the 70’s, right? But recent studies show that this is possible. The global consulting group Towers Perrin has published their annual global study of employee engagement, which shows just how motivated people are to perform at their best.

The "Use Seasoned Sales Professionals As Trainers" Myth
In some selling organizations, if formal sales training exists at all, it is often performed by seasoned sales representatives or top performers on the staff. Big mistake!

Peer 2 Peer Mentoring
While many companies look to outsource their soft skills training a few have taken the idea that excellence is closer than they first thought. Taking the lead from some of the most innovative thinkers peer 2 peer mentoring is not only cost effective but has hidden psychological advantages in-built. Take a closer look at what you may be missing right before your eyes.

Why Succession Planning

Succession planning is not just a nice thing to do, but rather it is a necessary process that should be in place to protect the overall health of the organization – big or small. Who is going to step into your shoes when you get promoted, have a major medical problem or leave the organization? What is your retention strategy for the individuals who are important to the success of your organization?

Managing Organizational Stars

What contributes to an individual's ability to remain a star? To what extent does past star performance predicate future star performance? And to what extent does a key organizational factor—colleague quality—help or hinder the ability to sustain star performance? The performance of stars is an important career matter for individuals as well as for managers who want to inspire, nurture, and recruit stars.

2.1 Growth performance IV: Economic Report on Africa 2007
High growers vs. least performers: growth at the top and stagnation at the bottom

Building Leaders: From top performer to gifted manager
Those of us who depend on others to help make our businesses successful know the feeling of having one of your top managers tells you it is time for him or her to move on. You are suddenly faced whit the difficult task of replacing a key member of your team. This articles talks about the do's and don'ts and will help you avoid making a critical mistake.

Building Leaders: From top performer to gifted manager
Those of us who depend on others to help make our businesses successful know the feeling of having one of your top managers tells you it is time for him or her to move on. You are suddenly faced whit the difficult task of replacing a key member of your team. This articles talks about the do's and don'ts and will help you avoid making a critical mistake.

Choosing a Coach

Now more than ever, savvy business owners, managers, and senior executives are discovering the benefits of working with a coach. Whether top performers looking to accelerate their progress, entrepreneurs navigating the rugged terrain of self-employment, or new managers learning the interpersonal complexities of their work, smart business people are reaching the same conclusion. Mentoring fuels success.

How to Become an Outstanding Performer
This article is about outstanding performance. All outstanding performers have at least three things in common: 1. Outstanding performers set and achieve goals. 2. Outstanding performers are organized. 3. Outstanding performers are detail oriented and execute well.

Talent Is Worthless, Performance is Priceless!
Everyone wants to be a winner. No one works to come in last. Read about a simple strategy to move average performers to superior performers.

How Does That Work?
How would you respond to this question: \"Are you one of the top 10% of performers in your company?\" This question posed in a Business Week survey found that overall 90% of surveyed executives, middle managers, and employees from both large and small companies thought they were, indeed, in the top 10% of performers.

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