EMP #3:               Know what to expect.  This one is tricky because there’s a fine line between conformity and expectation.  That being said people need to be placed in positions where they can succeed otherwise performance deficiency stops being an employee problem and becomes a management problem.

You don’t have to by a psychologist to pull off EMP #2.  The fact is that each of us has the ability to understand those people we manage if we only take the time to understand them. 
 
EMP #2:               Understand what makes people tick.  Effective managers know that motivation is an inside job, so they [...]

You’ve probably seen or heard of at least a hundred books (or blogs) on management in the last twelve months alone.  The amount of information available to you on this topic is mindboggling.    No matter where you turn you’ll find someone who has something to say about management, and as you can see, I’m no [...]

One of the more prominent and respected financial institutions in the United States (if there is such a thing anymore) has, over the last several years, produced a series of research reports centered around Hispanic demographic trends.  In 2004, Goldman Sachs’s report, The Hispanization of the United States, was prepared to educate investors on the [...]

 
RULE # 4 – ASK FOR THE ORDER
 
Once you’ve incorporated the first three rules above, then there’s only one thing left to do: Ask for the order!  I used to be terrible at this until I realized that I wasn’t getting paid to open doors.  I was paid to close the deal.  And I’m not [...]

 
RULE # 3 – THE UNIVERSAL RULE OF SALES
 
I learned this a while back and have never forgotten it.  I call it the Universal Rule of Sales because it’s true across the board.  Here it is: “People love to buy but they hate to be sold”.  Once I understood and respected what that meant, I [...]

 
RULE # 2 – UNDERSTAND YOUR PROSPECT’S NEEDS
 
This rule is so basic, yet so overlooked.  That’s because most people identify the verb “selling” with the term “pitch”.  The reality is that selling begins before the salesperson utters a single word.  People who are good listeners are much better in sales than people who are good [...]

 
RULE # 1 – UNDERSTAND WHAT YOU’RE SELLING
 
Do you know what you’re selling?  Think again.  Most of the time it’s not your product or service at all, it’s your company and your team.  That’s right.  Your company is the ultimate product.  And if you understand what your company stands for, and embrace its purpose, you’ll [...]

 
I want to write about a profession that is very near and dear to my heart, which I’ll break up into 4 parts plus this intro for the purposes of this bog.  At the end of the last entry I’ll share with you my take on how it relates to you and your success regardless [...]