Create Inspiration Not Perspiration with Your Performance Reviews

Posted on March 15, 2015 - by Bob

Create Inspiration Not Perspiration with Your Performance Reviews

For some organizations, employees are now finding out what “bonus” or “incentive” payment they will receive based on 2014 financials. Figuring in the results are performance reviews dreaded by employees and their managers alike, no matter what level of the organization each is at. For most, personal and corporate goals have little in common. And […]

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Posted on February 14, 2015 - by Bob

Guide Your Team Members to Where You Want Them to Go

An effective leader, manager, facilitator, coach and mentor will never tell you what you need to do. They will ask questions and help you discover the answer for yourself. Only in this way will you take ownership and become committed to carrying out the idea. So how can you guide team members to meet the […]

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Posted on January 17, 2015 - by Bob

Managing Behaviours – If It Is to Be, It Is Up to Me!

In a recent C-Suite Radio interview I admitted to host Thomas White, co-founder and CEO of C-Suite Network that my success comes from ——- —– Can you guess what I said? If you cue to the Business Matters episode at 9:40, you’ll get the answer. What about you? Do you give yourself permission to —-? […]

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Posted on January 4, 2015 - by Bob

Ask, Don't Tell, to Find Team-Engine-Generated Solutions

Communication plays a big part in facilitating outcomes. The most important communication skill in team leadership is asking questions and listening to the answers. Questions contribute to a self-discovery process, which is a buy-in process. The leader asks the team, or team members, questions that lead them to discover their own solutions. Team members must […]

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Posted on January 2, 2015 - by Bob

Making Employee Engagement Happen—the Business Challenge of the Next Decade

Buyers need to be listened to and understood. The same requirement applies to employees. They too are clients—an essential audience whose engagement drives better business outcomes. Aon Hewitt’s 2014 Trends in Global Employee Engagement Study found that high-performing companies marked by strong leadership, reputation, performance orientation and employee engagement, outperform average companies on sales growth […]

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Posted on December 7, 2014 - by Bob

How and When Decision Making by Consensus Works

For some team leaders, making decisions by consensus is as unwanted as a trip to the dentist. But think about it: “If ultimate decision making is reserved for the team leader, you don’t have a team. You have a decision maker with advisors.” Dan Rockwell Done right, making decisions by consensus gives team members meaningful […]

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Posted on November 9, 2014 - by Bob

Sales Management Motivation and Your Bottom Line

Sales management is expected to keep the front line—the sales team—motivated to contribute to the company’s bottom line. But, how can someone motivate others if they themselves are not motivated? You already know that motivation is not something you do to another. You can only motivate yourself. As the sales manager, all you can do […]

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Posted on September 14, 2014 - by Bob

Cultivate Self-Worth, Harvest High Organizational Net Worth: the Growth Factor—Self- and Team Motivation

Team motivation stems from self-motivation. Self-motivation and team motivation stem from the personal, professional and/or team goals you have while working in a supportive environment. Goals stem from having needs, desires or dreams that you want realized. The drive to make  your goals a reality stems from your self-esteem, self-confidence and self-respect, which combined add […]

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Posted on September 12, 2014 - by Bob

Team Motivation: Boosting the Confidence of Participants in Team Meetings

For most participants in a team meeting, the motivation to participate  can be increased  by creating a climate that boosts the participants’ confidence. [Tweet “Motivate participation in a team meeting with a climate that boosts self-esteem and confidence. “] There are a number of ways to motivate participation including:   Acknowledge and listen to all […]

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Posted on June 16, 2014 - by Bob

How Can Management Increase Sales Results?

Organizations often promote the best salespeople into management whether they desire to be there or not—it is seen as a promotion or reward for the results they achieved.  However, being a great salesperson does not make someone a great sales manager. The toughest job of being a sales manager is demonstrating appropriate sales behavior—behavior you […]

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