Human Resources/Management

Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success in sales. We

By Greta Schulz CEOs today are in a quagmire. Because sales continue to be tougher than they used to be, they find themselves running their businesses and making CEO decisions,

By Greta Schulz Are salespeople born or are they made? I hear this question a lot. The answer is: They are “made.” There are learned characteristics that help catapult success

By Greta Schulz What value do you bring? When I ask this question to a group of people, I get lots of different answers. Most people will say things such

By Greta Schulz When it comes to selling and using strategies and tactics to get the job done, few people in sales consciously think about the ethics of the way

By Stephen Garber   What you see is what you get – and what you get is what you see. And, there really is nothing, not one thing, that we

By Greta Schulz If there were only one thing I could emphasize to C-level executives, it would be that starting with the right people, the best people, is the key

By Greta Schulz Jeremy arrived early at the office of Steve Collingsworth, president of Collingsworth Manufacturing Company, so he could sit in the parking lot and review in his head

Three words that ensure your continued success By Stephen Garber You’re a successful leader. You’re making your way to the top, if you’re not already there. You are an expert

By Greta Schulz The worst seems to be over, but our economy is, inevitably, cyclical. Like the rest of us, it has its ups and downs. Yet, when we are

By Stephen Garber We have a secret sauce that allows us to be better leaders, managers and business people: The power of listening with an open mind – and indeed

By Greta Schulz I was speaking to a large CEO group when I asked a simple question: “What are you doing to track your salespeople?” The owner of a manufacturing