How to structure your sales team’s demos to improve revenue
From time to time, a client will share a frustration with me regarding a new sales initiative or sales program that, on the surface, sounds reasonable, if not brilliant. The sales team is awarded incentives or bonuses for scheduling product or service demonstrations. The managers report the prospect’s activity levels exploding. Teams fan out across […]
Repeat vs. new business: Should farmers and hunters be compensated the same?
I often hear owners, presidents and CEOs complain that they cannot remember the last time their company signed up a new customer or client. They claim the sales team seems to call on the same accounts over and over again, but can’t or won’t find new clients. In other conversations, I hear the opposite. The sales team […]
How your business is impacted by new ACA reporting requirements
The Affordable Care Act has created a few new reporting requirements, and many employers have questions. They want to know what reporting they need to do, when it has to be done and whether fees are involved.
How to manage a sales team with different personalities
Managing a sales team can be quite a challenge. Harnessing individual behavioral preferences, getting everyone focused on the same goals, moving at the same pace, and working in collaboration to develop business opportunities is a major — and some would say, impossible — undertaking. Let’s assume each member brings something different and valuable to the […]
How to get on-board with the health care transparency trend
Health care is the only experience you have as a consumer where you go into it not knowing how much it’s going to cost. As employees and employers demand increased transparency, learn what this means for the health care system and new transparency tools that are being added.
HealthSpot seeks to reinvent what happens when you wake up sick
Five years ago HealthSpot was just an idea Founder and CEO Steve Cashman had for reinventing health care access for consumers by integrating telehealth and primary care. Now the company is set up to scale in 2015 after successful pilot programs.
The Greater Columbus Arts Council strengthens the regional economy through the arts
The Greater Columbus Arts Council supports the arts and is a catalyst for advancing the culture of the region. And Tom Katzenmeyer, president and CEO of the Greater Columbus Arts Council, believes the best is yet to come.
Introducing Smart Women: The power of connections
Smart Women seeks to showcase the advice and achievements of local businesswomen, and to recognize inspiring male advocates and effective women’s programs.
Make project management part of your organization’s DNA
Corporate College, a division of Cuyahoga Community College, works with companies and professionals from all sectors to improve productivity and performance. In recent years, more organizations are experiencing greater success as they make project management part of their DNA or culture — a top three strategic priority for many companies. At Corporate College, we believe […]
How to increase your personal productivity
If you are like most managers, you invest a fair amount of time in helping your salespeople prioritize and organize their activities in order to maximize their productivity. And, if you’re like most managers, the challenge of prioritizing and organizing your own activities seems at times to be almost insurmountable. Shockingly enough, upper management has […]