How To Smell The Flowers

You have heard this often, especially from me! Work cannot be 24/7. I won't accept any argument! We must spend time away from work, both in our mind and in our actions. Work/Life balance is an oft used description, call it what you like, just make sure you smell the flowers from time to time. We cannot hope to be efficient and effective at our job if our every waking moment is consumed by it. In a recent survey of dying men (and yes I'm sorry ladies, but the survey was men only!) these men were asked what their greatest regret in life was. Over 80% answered that they spent too long at work and thinking of work and not enough with the family and thinking about the family. Now that is

The Importance of Trust

Neuroscience 101 today! A very brief and short summary of the Neuroscience of Trust - linked somewhat to the last email about Salespeople failing, one of the reasons being a lack of trust between seller and buyer. But trust is a much larger topic than that. If you don't trust your employees, they won't trust you. And, similarly, if your employees don't trust you, you won't trust them. Trust is a basic tenant that ensures employees perform, are engaged and motivated. In an environment of distrust, failure is a very close bedfellow! So we should learn more about it. Firstly a brief explanation on the two parts of the brain that are important in relation to trust: The Amygdala is our mo

7 Reasons Sales People Don't Close The Deal

It's a well trod course - why do some salespeople fail? When we think we have done as much as we can to help, support, cajole, threaten, use any other "tool" (good and bad) why is it that some salespeople still fail? A wonderful summary in a recent HBR article summarises this really well. And it is based on research too - even better! This research was based on feedback from "buyers" who were asked the reasons why they didn't buy. Out of interest, and this was USA research so we can draw good links, 230 buyers rated 12% of salespeople "excellent," 23% "good," 38% "average," and 27% "poor." That's concerning. So below is my take on this, with thanks to Steve W. Martin, University of Sou

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