Articles

Managing and Motivating Millennials in the Work Force

Managing and Motivating Millennials in the Work Force

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Many millions of words have been written about Millennials—or that generational cohort born roughly between 1981 and 2000. They are called Millennials because the first groups of the cohort “came of age” around the turn of the 21st Century. Why… continue reading

Is my company as productive as it can be?

Is my company as productive as it can be?

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The answer to that question is probably “no.” Are you currently perplexed by lower profitability, or a perceived high cost of service delivery, or are you just striving to be as good as you can be? If so, step back… continue reading

Is your strategy plan really strategic?

Is your strategy plan really strategic?

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The word “strategy” is a most overused and misunderstood term. Most organizations have a strategy or a strategic plan, but it is often just a collection of projects or actions that may or may not have an impact on the… continue reading

Don’t Forget Sales Manager Pay

Don’t Forget Sales Manager Pay

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Twice a year, I conduct a ½-day seminar at the University of Wisconsin School of Business on the whys and hows of sales force compensation. Over time, the audience has been in sales management, with varying levels of experience and… continue reading

Paying your sales force to sell the product of the future

Paying your sales force to sell the product of the future

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Substituting purchased subscription-based services for hard company assets is becoming increasingly popular. This particularly true in the area of IT software and hardware services, where “cloud solutions” are rapidly gaining industry traction and favor. Cloud solutions are offered by both hardware… continue reading

Managing employee expectations

Managing employee expectations

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Most discord is the result of unfulfilled expectations. This bold statement is Shakespearian in its origin and represents one of the unavoidable truths that govern employee-employer, individual or family relationships. In short, when an employee or a stakeholder expects one… continue reading

The Power of Segmentation

The Power of Segmentation

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When asked to name the most powerful tool or business process available to the executive, I will always answer without hesitation: “segmentation.” In fact, I would go as far as saying that segmentation is the foundation of most good marketing… continue reading