Featured Archives - Page 5 of 6 - Phil Faris Associates

Corporate Culture and Leadership in the New Economy

April 4, 2012March 30, 2012 by Phil Faris

Aligning Vision, Values, Mission and Culture in the New Economy

Corporate culture and leadership are essential in the New Economy. Why? Because in turbulent times it’s imperative that organizations have a clear sense of direction and purpose. Not having everyone on the same page results in chronic organizational dysfunction where employees and departments are working at cross purposes by pursuing conflicting goals. Remember every misalignment …

Developing Salespeople While Coaching on the Run

March 27, 2012 by Phil Faris

One of the biggest casualties in the battle to “do more with less” is developing salespeople. With fiercer competition, shorter deadlines, and the urgent replacing the important, sales managers are starting to view developing salespeople as a luxury they just can’t afford. Although common, this approach to management is short-sighted and can lead to long-term …

Conducting Question and Answer Sessions

March 23, 2012 by Phil Faris

Many presentations and meetings are not complete without a question and answer session. Questions and answers help involve people in the program and establish a feedback link between you and the group. When done effectively these discussions are fruitful and productive. When mishandles they often unravel into meaningless and unfocused debates and unproductive side conversations. …

Hiring the Right Candidate: The Final Decision

March 27, 2012March 19, 2012 by Phil Faris

Hiring the right candidate for a sales position is a challenging task because if you miss the mark you lose time, money, energy and customers. I recognize that it is impossible to completely eliminate “hiring mistakes.” However, it is possible to significantly reduce them as well as minimizing their impact when they are made. Even …

Time Management: 3 Quick and Easy Steps to Manage Your Time Better

March 19, 2012 by Phil Faris

Time management is one of the least-mastered and most-desired skills in out fast-paced modern world. Time management truly is critical to becoming successful, doing everything you want to, and achieving ultimate success. Here are 3 quick and easy steps to help you manage your time better: 1) Eliminate time wasters in your life. Time wasters …

Hiring Solutions: Getting Behind the Candidate’s Facade

April 4, 2012March 15, 2012 by Phil Faris

Looking for practical hiring solutions? Here’s some tips that will increase your effectiveness in hiring the right candidate. One of the most challenging aspects of interviewing candidates is discovering the “real” candidate. Let’s face it; all candidates put their best foot forward in an interview. The hiring solutions outlined here will help you penetrate the …

Sales Training Guidelines

March 12, 2012March 9, 2012 by Phil Faris

If you want to increase the effectiveness of your sales training use these simple but powerful guidelines. Managers who view training sessions as merely a series of skill and product training exercises will fall short of providing a well-rounded training experience. Salespeople also need feedback on how they’re doing, measures of adequate and maximum performance, …

Building Customer Partnerships in the New Economy

March 19, 2012March 9, 2012 by Phil Faris

Building customer partnerships is essential for success today. Why? The New Economy demands a new approach to selling and so the world of selling has changed. Relatively simple times have given way to a selling environment influenced by economic, political, technological, and demographic factors. The fact is, if you don’t think beyond your own product …

Managing Poor Sales Performers

March 12, 2012February 24, 2012 by Phil Faris

One of the most difficult task for a manager is managing poor sales performers. Hoping a salesperson will “self-correct” usually doesn’t get the job done. Performance problems occur for specific reasons and they usually don’t go away unless they are effectively addressed. When a salesperson’s performance begins to slips, you need to act quickly and …

The 7 Biggest Leadership Mistakes in The New Economy

April 15, 2012February 21, 2012 by Phil Faris

The new economy has claimed many business casualties in the last few years. Unfortunately most of these casualties have been a result of self-inflicted leadership mistakes. Making mistakes in this tough economy can have devastating results including loss of sales, profits, key employees and customers. This article describes seven leadership mistakes that leaders make that …