Tools Needed ...

Lori,

Thanks for the blog post. What I have found in my career is that I end up teaching (really preaching) the benefits of using the tools provided.

Before I start any sales training class I ask the sales representatives to bring in their prospect list for the day. When I review it with them I start asking very pointed questions... Who else is involved, time frame, budget, etc?

It amazes me that sales reps think they can work in this profession without USING the tools. If you want to know why there is so much turnover in sales then look at how the sales reps are using the sales tools available.

Businesses have to train, and then re-train their sales reps just to keep them moving in the right direction.

David Peterson
President - Atlanta Sales and Consulting
http://www.atlantasalesandconsulting.com
...

EMail Management ...

Lori, I agree completely. One of my biggest irritations is people who don't reply to emails. It takes about 5 seconds to type, "Checking... (on your request) Will respond by Friday."

Don't forget to use the Flags feature in your email client. But you must remember to review those flags on a daily basis. I do it each morning.

Also, I practice "Inbox zero." My philosophy is that my inbox is a runway, not a parking lot. By the end of the day, emails are filed in folders or deleted.

Finally, I've set up rules so that newsletters go straight into folders, not my inbox. They're less of a distraction then. This rule frees me up to focus on more important tasks--like reply to emails.

Regards,

Glenn ...

No class ...

Susan,
Some people just have no class.

Blackberry or not.

The Franchise King
Joel Libava ...

Stealth Destroyers Are Cancerous and Contagious ...

Stealth destroyers are not only cancerous, but they are highly contagious.

Like a cancer, stealth destroyers are poisonous to the organizational system. In my experience over the past fifteen years with clients, there are only two options. Avoid hiring a passive aggressive stealth destroyer or complete the proper documentation and remove the cancer. I've found it fairly straightforward to detect passive aggressive behavior in behavioral interviews.

Unlike real cancer, which is not contagious, the stealth destroyer is highly contagious for two reasons. First, they can drag others down to their level. Secondly, fellow employees can see clearly what's going on and can't believe that managers are buying their truckload of crap. That can deflate the engagement level of a workforce very quickly.

So, my suggestion is to take aggressive action against the stealth destroyer. Thanks for the thought provoking articles.

Great series ...

Susan, I'm really enjoying these posts. very helpful insights.