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 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 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 November 9, 2014 - by Bob

All About Trust

Trust is the essence of all human relationships—personal or business—and how it applies to sales and team dynamics is something I’ve given much thought to. I wanted to share with you this compelling article—Trust Can Scale—written in 2013 by Chris Moody, then president and COO, Knip. While many other companies will say that trust is […]

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