You knew the deal was going south before the call even ended. You watched your rep flounder; you saw the customer’s mental eye roll as your rep rambled on and on. Your rep didn’t ask the right questions, they didn’t sell on value, and the customer remained disengaged. Your rep is embarrassed and frustrated; you’re disappointed, and maybe even a little bit angry....
Posts by Lisa McLeod and Elizabeth McLeod
Lisa McLeod and Elizabeth McLeod March 3, 2017
You know who they are. They’re the people just phoning it in. They show up for work with their bodies, but they leave their brains, and their hearts at home. We call it the “quit and stay” syndrome. Unlike an employee who actually resigns, this group slowly, but surely, puts forth less and less effort, yet they stay on the payroll. The data tells us, if you’re...
They’ve been called the job-hopping generation, the commitment-phobes and generation cry. The stereotype isn’t entirely unfounded. Millennials change jobs far more often than non-millennials, according to LinkedIn research. Last year alone, 21 percent of millennials changed jobs. We all know turnover is costly. When you factor in leadership time, loss of...
- Engaging Your Employees
Lisa McLeod and Elizabeth McLeod February 3, 2017
Managing a robust pipeline is challenging; training individual salespeople to manage their pipeline is even harder. In a world of...
Lisa McLeod and Elizabeth McLeod January 20, 2017
There it is, the resignation letter. You’ve spent time hiring, training, and getting this employee up to speed, and now they’re...