Please show me your prospect list

Dear Ken Keller,

Two questions for you, I hope you don’t mind.

I have taken a “hands off” approach to managing sales in my company. Since hiring a sales manager I am not involved in day to day activities but I sit in on some meetings and have a touch base meeting with the sales manager every couple of weeks.

As I watch the sales reports, I don’t see the hoped for increase. For a bit I saw a flat line and now ...

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How do I challenge my managers?

Dear Ken Keller,

I recently had a staff meeting and asked each manager to come up with some goals that would help make the company a better place.

I did this after watching the managers go through the motions since January. Not only was I getting frustrated at the lack of focus and effort I saw a “clock in at 8am and out at 5pm” mindset regardless of what was going on or was left undone.

The staff meeting exercise was a complete ...

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Do I need to become a better decision-maker?

Dear Ken Keller,

From time to time I will be faced with an uncomfortable situation in my company. This could be something like having to terminate a long time employee who is not performing after we have tried to get things turned around, or having to face the facts that some customers aren’t profitable and need to be pushed along elsewhere.

But whenever I fact these kind of situations, even if I see them coming from a distance, I freeze. I am ...

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Celebrating A Birthday for America

In just a few short days we celebrate what we consider to be the birthday of America, July 4.

For many it is a time of travel, vacation, time in the park, or around a pool, spent with family, friends and of course, patriotic music and fireworks.

The Founding Fathers were not sin-free or guiltless as research and history would later show. But they displayed extraordinary amounts of both wisdom and courage as the new nation fought for survival.

They ...

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