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How Do Companies Retain Their Under Performing Salespeople?
Yesterday, while reviewing the findings and answers from a Sales Force Evaluation with a client, the conversation turned to the possibility of replacing some of their reps. As we began to talk about the 5 factors, they wondered how they were able to retain these people who, for the most part, weren't very good and weren't a very good fit for the roles they were in. Three of the factors came up big in explaining why the tenure of their 9 salespeople:
Are You Listening?
The act of listening is probably the most powerful tool you have as a leader. The act of listening is carefully paying attention to sounds, not just to words. It doesn’t take much to practice this. If you start now, in a few weeks you will be a more skilled listener than the majority of people on the planet. Keep practicing and people will notice. Soon you will be a more effective leader. Are you listening?

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Live a Life of Discovery
"What lies behind us, and what lies before us, are tiny matters compared to what lies within us." - Ralph Waldo Emerson
What Matters Most
"You cannot do a kindness too soon because you never know how soon it will be too late." Ralph Waldo Emerson

Transcendental Powers
Ralph Waldo Emerson explained that matter and objective things are products of the subjective mind. Lynne McTaggart, a well-respected international authority on the science of spirituality is masterminding ‘The Intention Experiment that rests on an outlandish premise: thought affects physical reality.

Cultivating Intuition
Ralph Waldo Emerson, the American philosopher said "The primary wisdom is intuition." It is not just a theory; it is part of who we are. Without training we can happen upon it occasionally and we usually like the results when we follow our intuition.
How to start off fresh each day
Maria Robinson said, “Nobody can go back and start a new beginning, but anyone can start today and make a new ending.” Ralph Waldo Emerson said, “Finish each day and be done with it. You have done what you could. Some blunders and absurdities no doubt crept in; forget them as soon as you can. Tomorrow is a new day; begin it well and serenely and with too high a spirit to be cumbered with your old nonsense.” As you may have gathered by now, it becomes imperative that...
Getting It Wrong
So often we use familiar quotes that leave out "the next couple of lines." And the meaning is distorted beyond recognition in the process. Consider "A foolish consistency is the hobgoblins of little minds," from Ralph Waldo Emerson. The meaning is obviously that changing your mind is no sin; and that the wise among us change when circumstances change.
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