Improving Your Reacquisition Strategy
The client acquisition process isn’t without some struggle for members of a sales team. There is an inordinate amount of pressure put on managers and leadership to ensure client retention numbers are either stable or increase throughout the year. A dip in client retention means the sales team has to work even harder to not […]
Benefits of Return to Work Programs
Injured employees cost US employers upwards of $161.5 billion in 2017, or about $1,100 per injured worker, and around $39,000 per medically consulted injury.[1] Moreover, the work-related injuries that occurred in 2017 resulted in 70 million days lost.2 The physical cost and lost days are often enough motivation to want to not only keep the […]
Understanding OSHA Inspections
The Occupational Safety and Health Administration (OSHA) requires employers to provide a safe work environment for all employees. To maintain these regular standards, OSHA enforces compliance by conducting inspections. Employers, however, are generally unsure of what elements are covered in an OSHA inspection, the selection process, and how to prepare for an inspection. Generally, OSHA […]
The Digital Transformation of Sales Teams
Do you remember when products and services used to be “sold” in a physical sense? Or how about the time when salespeople were the subject matter experts when it came to everything there was to know about a sale? But these days, sales processes and sales management have changed thanks to rapid technological advancements. Technology, […]
How to Establish and Right-Size Salary Ranges
For every job, there is a salary range, and for every salary range, there are factors (both internal and external) that play into determining that rage. These days, there is also no shortage of online market data which employees can use to bolster their request for a pay increase, come review time. Job title, location, […]
Helping Small Businesses Understand Workers’ Compensation
Workers’ compensation, the insurance that safeguards employers from liability if employees are injured in the workplace, includes coverage for medical bills, lost wages, and ensures the employer will not be sued for injuries or illnesses related to the workplace. A great additional level of coverage for any employer, workers’ compensation underlines an employer’s role in […]
Structuring Your Sales Team for Success
Teams need structure—this goes without saying. But sales teams need to operate within a specific structure in order to ensure prospects and opportunities are moved promptly through the sales process. A weak foundation or improperly designed sales process can directly affect company sales and the team’s success. While there are variations of sales team structure […]
Right Person. Wrong Job.
When an employee is hired for a specific role, there are times when either the role wasn’t what the employee anticipated, or the manager later realizes that the employee’s skills are better suited in a different open opportunity within the organization. Good managers can typically tell in the first few weeks if an employee is […]
Pulling Your Sales Team Out of a Slump
Repeatedly pitching a product or service, facing rejection, and working with strangers is all part of the sales job—but it’s not easy. It takes a certain caliber of person to take on this challenging role at any organization. There are good days, and then there are days where you realize you won’t be able to […]
Keeping Your Managers Engaged
It’s no secret that engaged managers have teams that are more productive, have enhanced team communication, and a more positive impact on their employees when compared to disengaged managers. Employees feed of their manager’s energy, mood, and tone. If a manager is disengaged, they will likely breed employee attitudes of the same nature. For these […]