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- Killing the Brand
- "Companies routinely undermine their credibility by over promising what they can actually deliver. But the article warns that over promising generates transactions. It stimulates trial. But those trial won't be followed by repeat purchases. Over promising engenders customer disaffection, disappointing those who were attracted by an expectation that remains...
- White papers 2003-02-13
- Don't Waste Time And Money
- From the executive summary: ‘Today few disagree with the truism that people are greatest asset of an organization. Today, however, few organizations remember that each of the people is enduringly unique. Regardless of role, or race, or age, each individual employee possesses a unique complement of talents, each is driven...
- White papers 2001-12-03
- Creating A Successful Sales Culture
- From the executive summary: ‘A sales force is built on the capabilities of its managers. Front-line supervisors play a key role in influencing the performance of salespeople they manage and motivate. In fact, managers are more important in driving sales results than anyone else in the company. The bottom line...
- White papers 2001-11-26
- Building A World-Class Sales Force
- From the executive summary: ‘Many leading organizations have launched efforts to achieve world-class sales. But, very few organizations really understand the true meaning of world-class sales. Experts suggest that a world-class does not refer to an organization's geographic reach. It is not about global sales forces. Rather, it is about...
- White papers 2001-10-29
- The Constant Customer
- From the executive summary: ‘Today, the search for ties that bind customers to brands has taken on fresh urgency. The equity markets are volatile and venture investors are chastened, so loyal customers represent a company's best prospects for pumping capital into a business. Unlike stock appreciation, which can fluctuate wildly...
- White papers 2001-06-17
- Warning: Corporate Scandals May Demoralize Employees
- From the executive summary: ‘Public concern about corporate corruption and business accounting issues has plagued both the equity markets and the economy. Now, fears of corporate corruption and the fallout it brings could spread to another key group of corporate stakeholders: employees. If employees feel they cannot trust the people...
- White papers 2002-10-10
- Giving Them What They Deserve
- From the executive summary: ‘Many companies believe that they are paying their employees for performance. Researches reveal that most employees say that part of their total compensation includes some type of incentive pay. This may take the form of a commission, an incentive tied to performance, or a bonus. In...
- White papers 2003-04-10
- All Together Now
- Most organizations adhere to the overused expression ‘all people should work as a team.' But, very few companies truly abide the aforesaid expression. Experts suggest that all organizations must strive to build effective work teams. The process calls for identifying the individual strengths of each team member. Every individual has...
- White papers 2002-03-15
- The Four Disciplines Of Sustainable Growth
- From the executive summary: ‘Recently, many organizations have come to believe that employees should be held accountable not only for the results they achieve, but also for the manner in which they achieve them. In such organizations, employees are told that in order to excel, they must display certain kinds...
- White papers 2002-09-26
- Is Your Company Bleeding Talent?
- From the executive summary: ‘ Most organizations strive to become an employer of choice. It refers to their strategies to attract talented employees. And, once an organization has done the hard work of recruiting top performers, the next step is to figure out how to keep them. Talented employees need...
- White papers 2003-01-01
- Developing Leadership Strengths in College
- Many people view college as a stepping-stone to careers in which they will be leaders. This leadership may be in a classroom, courtroom, corporation, hospital, community agency, ministry, service organization or in their own business. By nature, leadership involves an influence relationship that is designed to produce real changes. And...
- White papers 2004-03-17
- How Do You Feel About Your Work?
- From the executive summary: ‘Many people go through the emotions of setting career goals, usually to satisfy the demands of their bosses or companies. Indeed, research reveals that employees who love their jobs are more emotionally engaged than their less passionate colleagues. They are energized by their work and they...
- White papers 2003-01-01
- The Impact Of Positive Leadership
- From the executive summary: 'Experts suggest that the litmus test of a positive leader is the kind of reputation one creates with troops. Positive leaders deliberately increase the flow of positive emotions within their organizations. They choose to do this not just because it is a nice thing to do...
- White papers 2004-05-13
- Nourishing Employee Engagement
- Low employee morale and insufficient staff can often lead to low profitability within organizations. As a result, an organization can fall into a pit, not able to recover at all. Thus, it is the onus of managers to increase the morale and efficiency of employees by inducing optimism and staying...
- White papers 2004-02-12
- Connecting With Consumers
- Companies spend an enormous amount of money annually to establish contact with their prospects and customers. A large chunk of that money a reported $244 billion in the United States was spent last year on various forms of advertising. This includes money spent on everything from the TV commercial to...
- White papers 2001-07-16
- How to Keep Talented Staff
- Recently, more and more firms are thinking about how they can be competitive in the global market. Companies are also beginning to realise that the quality of their people is critical to their competitive edge. The Gallup Organization initiated multi-regional and cultural research to study the difference between a "good"...
- White papers 2003-09-11
- Fairmont's Talent Strategy Delivers Results
- "Fairmont Hotels & Resorts, North America's largest luxury hotel management company knows how to hire right person for the right position. This article tells us how this hotel company delivers service excellence and achieves measurable performance improvement by hiring for talent. Fairmont has been using Gallup-built selection systems since...
- White papers 2003-03-13
- An Eye for Talent
- The best managers know how to discover and get the most out of the talent within their workgroups. Companies succeed to the degree to which employee performance is consistent, and therefore, predictable. Smart organizations know that while all employees have talent, what results from that talent depends a lot on...
- White papers 2003-09-11
- The best managers use their unique talents to get the most out of their employees
- This article discusses that how the best managers use their unique talents to get the most out of their employees. The best managers succeed because they have an acute awareness of their own talents, they understand how to use those talents intentionally to motivate and develop their direct reports, and...
- White papers 2003-07-10
- Sales Managers Make A Difference
- Selling is the process of convincing the prospective customer about the need for a particular product and persuading him/her to buy the product. Effective sales are realized by an efficient salesforce. The role of the front-line manager is significant in cultivating and nurturing an efficient salesforce. The paper examines the...
- White papers 2004-04-08
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