• Enforced Mindfulness: Sexual Harassment Training by Dr. Josiah Rich Dr. Josiah Rich         posted in: Sexual Harassment
    Kabat-Zinn is a famous instructor of mindfulness and meditation and the founder of the Mindfulness- Based Stress Reduction program at the University of Massachusetts Medical Center.  He defines mindfulness in the following manner: "Mindfulness means paying attention in a particular way." It was this definition of mindfulne...
  • How to Lose a Sale in 10 Easy Steps Les Lent         posted in: Sales/Marketing
    Losing a sale isn’t nearly as simple as one might think. If it was, everyone would be losing sales and I’m pretty sure that’s not the case. Here are the 10 most effective ways to ensure making no sales and a short career. 1. Don’t Prepare Let’s face it, doing homework is hard. Besides, the more time you save not preparing the more time you’ll...
  • Give Them What They Want Les Lent         posted in: Leadership
    There are five critical factors your sales professionals are looking for in their career. Ideally, the company provides them. As a Sales Manager you can certainly provide the first four! Respect: Top sales professionals want to be respected by their managers, their company and their peers. They make all the right moves to earn it. They lead the way in pr...
  • Using The Johari Window in Diversity Training By Dr. Josiah Rich Dr. Josiah Rich         posted in: Diversity
    The Johari Window is named after its inventors Jozeph Luft and Harry Ingham.  It is a model used to describe the process of human interaction.  I was first made aware of it during my training in clinical chaplaincy.  Our supervisor used it in order to help us as chaplain interns understand our interaction with one another and with patients we had to see on a daily basis. A four pan...
  • The Longest Time in a Sales Managers Life… Les Lent         posted in: Sales/Marketing
    It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many reasons; you hired the wrong person, you didn’t train them properly, there isn’t a clearly defined sales process, they weren’t a good fit, and so on. M...
  • The Prescriptive Algorithm for Workplace Sexual Harassment Dr. Josiah Rich         posted in: Sexual Harassment
    An algorithm is a set of instructions for solving a problem or completing a process...The steps in an alogrithm are very precise and well-defined.  If your problem is a headache, your algorithm might look like this: 1.  Have your been hit on the head?  If yes, seek medical attention; if no, go to the next step.  2.  Have you taken a pain reliever?  If no, take one now; if yes, g...
  • Making Stuff Stick Douglas Noll         posted in: Change and Organizational Development
    Organizations spend a considerable amount of money on mandatory and option employee training. How do they make sure the training stuff is going to stick? The secret is in understanding how our brains create and process memory. Without going into all of the technical neurophysiological details, the essential idea is about emotions. We remember what we feel a lot easier than what we are told. The...
  • The Power of Habit for Lifelong Health and Fitness David Hubbard         posted in: Wellness
    The most powerful weapon most overlooked in fighting both failure and success with any endeavor is  habit. The dictionary definition of habit is “An acquired behavior pattern regularly followed until it has become almost involuntary.” Norman Vincent Peale described it this way, “Repetition of the same thought or physical action develops into a habit which, repeated frequently enough, bec...
  • Effective Communication Kenneth Feldman, Ph.D.         posted in: Communication
    Effective Communication What enables a manager to communicate with his or her staff? There are four components to effective communication.  With a little bit of work, patience and practice, one’s level of communication will drastically improve. Direction:...
  • The Number 2 Reason a Sale Doesn’t Close Les Lent         posted in: Sales, Branding, Marketing
    My business requires me to not only teach and coach sales, but I have to make sales if I want to keep my business alive. I was reminded last week of one of the cardinal rules of closing (and the #2 reason why a sale doesn’t close)…You cannot close a “Non-decision maker”. I know this. I teach this. Yet it still happens to me from time to time. It happens innocently ...
« Older Entries