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Wednesday
Addressing the Right Organizational Issues Will Bring Development to the Company
Before you start any reorganization in your company, you have to know all the organizational issues that your company has and address these issues. It is the only way by which you will make any effective change in your company.
Every company has their own organization issues and these issues are unique. So the solutions are can be modified depending on the company's needs and wants. Usually, practitioners observe the company close hand and then they draw traditional and current theories which are applicable to the issues at hand. These theories can be applied to the company's social structure which is based on the tasks, specialization, hierarchy, power and endurance of the current organization of the company.
Usually, the organizational issues evolve around these factors: size, span of control, technology, tasks, environment, business strategy that is employed by the company and so many others. To be honest, there are so many issues that surround each company that it is crucial to identify which ones affect the company and the people who work on it the most.
Those who handle these organizational issues are experts on assessment, organizational structure, operations, transitions and change. It comes with years of practice and studying. They know that they do not go straight to technology. They address the issues first. Before they can address the issues, they need to identify them first. Hiring people who can do this are worth it. They will bring about the right kind of change and they will help bring back the company to the right path.
Cheryl Forbes writes about organizational issues at her website smart-organizational-change.com.
Every company has their own organization issues and these issues are unique. So the solutions are can be modified depending on the company's needs and wants. Usually, practitioners observe the company close hand and then they draw traditional and current theories which are applicable to the issues at hand. These theories can be applied to the company's social structure which is based on the tasks, specialization, hierarchy, power and endurance of the current organization of the company.
Usually, the organizational issues evolve around these factors: size, span of control, technology, tasks, environment, business strategy that is employed by the company and so many others. To be honest, there are so many issues that surround each company that it is crucial to identify which ones affect the company and the people who work on it the most.
Those who handle these organizational issues are experts on assessment, organizational structure, operations, transitions and change. It comes with years of practice and studying. They know that they do not go straight to technology. They address the issues first. Before they can address the issues, they need to identify them first. Hiring people who can do this are worth it. They will bring about the right kind of change and they will help bring back the company to the right path.
Cheryl Forbes writes about organizational issues at her website smart-organizational-change.com.
How to Separate Work and Home
A busy businessman finds it hard to separate work from home. Leaving the stresses of the job is easier said than done. But learning to separate work from home is actually the key to a happier home life and quality time with family. The blur of work and home can easily make the boundaries disappear over time.
Here are a couple of tips to leave work at work.
1. Physically relieve yourself the stress of work at work. After long hours of working, try a simple breathing exercise. Picture yourself in a solitary place. Listen to your breathing. Steady your mind by steadying your body.
2. Stretch. This helps relieve tension in mind and body. Stretch your arms and legs. Visualize the negative energy leaving your body.
3. Use pen and paper. Write notes on what you have to do tomorrow. Put them in a place where you know you look first thing in the morning. Your desk will do well. Then visualize your home and the people in the house.
4. Plan the transition. Mentally list your routine from work to home. Then use it as a signal to leave one behind.
5. Never over do the unloading process to your spouse. This creates tension in the marriage or relationship. Try to set a limit on how many minutes you will talk about your worries so that your partner will not feel like you are bulldozing her emotions. She, too, experiences stress on a daily basis.
6. Take a breather. Do not worry too much about tomorrow or its problems. It will come.
These are just a few things you can do. Feel free to improvise.
by Summer S.
The author is a SME for an account in Voiceville Communications, Inc. Think Better Life. Think Voiceville. http://voicevilleinc.com/
Here are a couple of tips to leave work at work.
1. Physically relieve yourself the stress of work at work. After long hours of working, try a simple breathing exercise. Picture yourself in a solitary place. Listen to your breathing. Steady your mind by steadying your body.
2. Stretch. This helps relieve tension in mind and body. Stretch your arms and legs. Visualize the negative energy leaving your body.
3. Use pen and paper. Write notes on what you have to do tomorrow. Put them in a place where you know you look first thing in the morning. Your desk will do well. Then visualize your home and the people in the house.
4. Plan the transition. Mentally list your routine from work to home. Then use it as a signal to leave one behind.
5. Never over do the unloading process to your spouse. This creates tension in the marriage or relationship. Try to set a limit on how many minutes you will talk about your worries so that your partner will not feel like you are bulldozing her emotions. She, too, experiences stress on a daily basis.
6. Take a breather. Do not worry too much about tomorrow or its problems. It will come.
These are just a few things you can do. Feel free to improvise.
by Summer S.
The author is a SME for an account in Voiceville Communications, Inc. Think Better Life. Think Voiceville. http://voicevilleinc.com/
Tuesday
Workplace Burnout: A few solutions before you say something you might regret
This has always been an area of struggle for me, but I have found some ways to alleviate the burn out from one day to the next especially when I was working in some pretty stressful atmospheres with phones ringing, bosses yelling, and crazy people staring at you with nothing to say that made any sense.
One of the things I did was remove myself from the situation that was causing me stress. I would politely ask my boss, "Am I free to go at this time? Need to take a breather..." My bosses usually understood, because not to long after I got back they disappeared for awhile too.
The second thing I did was take a book with me to work, so that I could escape thoughts of work during my breaks.
Although I didn't always take my break like I should have, I tried very hard to use them. Legally they are yours so why not take them? Those breaks helped me often especially when I wanted to really express how I felt about an event or something someone said to me.
The last thing I did was visit a few places I had never been to before during lunch, on off days or after work. Sometimes a change of scenery will make you forget about some of those things that put you in a bad mood in the first place.
Nicholl McGuire
http://associatedcontent.com/nichollmcguire
One of the things I did was remove myself from the situation that was causing me stress. I would politely ask my boss, "Am I free to go at this time? Need to take a breather..." My bosses usually understood, because not to long after I got back they disappeared for awhile too.
The second thing I did was take a book with me to work, so that I could escape thoughts of work during my breaks.
Although I didn't always take my break like I should have, I tried very hard to use them. Legally they are yours so why not take them? Those breaks helped me often especially when I wanted to really express how I felt about an event or something someone said to me.
The last thing I did was visit a few places I had never been to before during lunch, on off days or after work. Sometimes a change of scenery will make you forget about some of those things that put you in a bad mood in the first place.
Nicholl McGuire
http://associatedcontent.com/nichollmcguire
Thursday
Don't Handle Objections
The corporation needed sales reps to sell its product. Prospects who would not buy were a problem. Sales experts then anticipated all of the potential reasons a prospect might not buy and came up with approaches to address these objections. If the prospect says they can't afford it, say this. If they say they need to check with someone else, say this. When in doubt, use the "Feel, Felt, Found Formula" which goes like this: Really Mr. or Mrs. Prospect. I understand how you feel. Many of our customers felt the same way, until they found..." Successful sales reps came home with the order or the contract.
Handling Objections is Nonsense
In today's post-modern world, handling objections is nonsense. Avoid anyone who tells you they will train you or your people on handling objections. Success today is not defined by how much you sell but by how well your solutions get implemented and the success you bring to your clients. Consequently, the quality of your sales matters more than the quantity. Of course, quantity matters. You have to make your targets. But you must make your targets by delivering real value.
Real value is delivered over time. Superficial value does not stand the test of time. If you do not deliver real value, your brand will suffer. In this age where everyone has a voice and anyone can amplify their voice, you can't afford to deliver superficial value. This means that you must partner with your prospects to ensure you can deliver value to them and to minimize the risk of delivery.
Rather than "handle objections", the focus of your sales effort in the latter stages of the sale, must be on mitigating risk. Rather than wait for the prospect to bring up reasons why they are apprehensive about proceeding and being forced into a reactive position, why not partner with your prospect and proactively address this issue?
Risk Mitigation
Prior to signing the contract, schedule a meeting with your prospect to address the issue of risk. You are in the business of helping your clients solve their problems. Remember, the issues you address are not your problems. They are your client's problems. This is an important realization. The burden is not on your shoulders; it's on your prospect's shoulders. You are there to help them remove the burden. Home Depot has the right idea. Their slogan is, "You can do it. We can help." You are there to help not to do everything. Sales professionals who don't realize this take on too much responsibility for the solution. Prospects knowingly or unknowingly collaborate with your sales rep to shift the burden of responsibility to your company. When things go wrong, you are to blame.
You Can Do It, We Can Help
Your sales team should make it clear to the prospect that your company is there to help. They should also make it clear that risk is involved, Based on their experience, they should proactively tell prospects the nature of the risks they believe the prospect will face and solicit input, based on the prospect's knowledge of their environment, of the risks they believe they will face. Once all the risks are on the table, they should be grouped into categories based on severity and likelihood. Together, the sales rep and the prospect should develop approaches to deal with the potential risks.
This approach keeps the responsibility where it belongs - with the prospect. It also develops trust and respect. More than ever, prospects are looking for partners not pitches. When you handle objections, you broadcast that you're only interested in making a sale. When you broadcast that you are only interested in making a sales, you trigger your prospect's defense mechanism. When you help your prospect mitigate risk, you broadcast, very clearly, that you are sincerely interested in building partnership. When you broadcast that you are interested in building a partnership, you inspire your prospect to connect with you.
Adrian Davis is a business strategist and trusted advisor for chief executives and business owners. He is a thought-provoking speaker and is frequently called upon to address senior management teams and sales groups on the subjects of corporate strategy, competitive advantage and sales excellence. To sign up for his monthly newsletter, please go to http://www.whetstoneinc.ca
Handling Objections is Nonsense
In today's post-modern world, handling objections is nonsense. Avoid anyone who tells you they will train you or your people on handling objections. Success today is not defined by how much you sell but by how well your solutions get implemented and the success you bring to your clients. Consequently, the quality of your sales matters more than the quantity. Of course, quantity matters. You have to make your targets. But you must make your targets by delivering real value.
Real value is delivered over time. Superficial value does not stand the test of time. If you do not deliver real value, your brand will suffer. In this age where everyone has a voice and anyone can amplify their voice, you can't afford to deliver superficial value. This means that you must partner with your prospects to ensure you can deliver value to them and to minimize the risk of delivery.
Rather than "handle objections", the focus of your sales effort in the latter stages of the sale, must be on mitigating risk. Rather than wait for the prospect to bring up reasons why they are apprehensive about proceeding and being forced into a reactive position, why not partner with your prospect and proactively address this issue?
Risk Mitigation
Prior to signing the contract, schedule a meeting with your prospect to address the issue of risk. You are in the business of helping your clients solve their problems. Remember, the issues you address are not your problems. They are your client's problems. This is an important realization. The burden is not on your shoulders; it's on your prospect's shoulders. You are there to help them remove the burden. Home Depot has the right idea. Their slogan is, "You can do it. We can help." You are there to help not to do everything. Sales professionals who don't realize this take on too much responsibility for the solution. Prospects knowingly or unknowingly collaborate with your sales rep to shift the burden of responsibility to your company. When things go wrong, you are to blame.
You Can Do It, We Can Help
Your sales team should make it clear to the prospect that your company is there to help. They should also make it clear that risk is involved, Based on their experience, they should proactively tell prospects the nature of the risks they believe the prospect will face and solicit input, based on the prospect's knowledge of their environment, of the risks they believe they will face. Once all the risks are on the table, they should be grouped into categories based on severity and likelihood. Together, the sales rep and the prospect should develop approaches to deal with the potential risks.
This approach keeps the responsibility where it belongs - with the prospect. It also develops trust and respect. More than ever, prospects are looking for partners not pitches. When you handle objections, you broadcast that you're only interested in making a sale. When you broadcast that you are only interested in making a sales, you trigger your prospect's defense mechanism. When you help your prospect mitigate risk, you broadcast, very clearly, that you are sincerely interested in building partnership. When you broadcast that you are interested in building a partnership, you inspire your prospect to connect with you.
Adrian Davis is a business strategist and trusted advisor for chief executives and business owners. He is a thought-provoking speaker and is frequently called upon to address senior management teams and sales groups on the subjects of corporate strategy, competitive advantage and sales excellence. To sign up for his monthly newsletter, please go to http://www.whetstoneinc.ca
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