Category Archives: Innovation

Add More Profit to Every Sale

Has a client ever asked you for a discount without a reason? What a pickle. Do you: 1) give in and feel taken advantage of; or 2) refuse and risk losing the client? The other day I was at the service station D & S Auto where I took my car in for a $40 oil change. I asked Denny, the owner for a… Read more »

Add More Profit to Your Sales

How You Can Combat High Employee Turnover

There are fewer true indicators of poor leadership than high turnover.  Many hires quit due to management indifference or arrogance.  If you’re a new manager, do your best to stay approachable and remove your ego from your decisions. But sometimes your hires simply won’t work out.  A new worker may clash with coworkers or show incompatibility in style or values.  Some may just not fit in with the rest of your staff.  Or… Read more »

How to Delegate When You’re the Boss

Last week we discussed how to encourage a customer to fire himself by gradually decreasing your value to them.Let me ask: have you been promoted lately? If so, most likely your workload has increased. Employers often ask their workers to take on more responsibility, especially during a recession where funds for extra labor is scarce. So how do you handle the… Read more »

Identify and Train SuperStar Salespeople

Determining which of your salespeople are top performers is simple, right?  Add up their sales and the highest consistent earners are your stars. But how do you gauge your new rep’s productivity?  How do you account for the inevitable ramp up with hires who are still learning the ropes?  At best they’re marginally productive during their probationary period.   How long do… Read more »