Pardon the…Interruption Whether it’s a team sales call or you’re flying solo, sometimes it can seem like the prospect has an arraigned interruption that’s perfectly timed to disrupt the rhythm of your presentation. What’s even worse? The situation where the interruption is beyond irritating. Maybe it’s a phone call from his line chef who just […]
The art of making…two better than one Teamed selling can be really impactful – especially in the case of cold calls where the benefits of two sets of eyes, ears and minds can be focused independently. But there’s also the danger that those two separate sets of senses (and mindsets) can clash – or even […]
Separation day and…doing it with care So the day you’ve been regretting (and delaying) has arrived. You’re facing the unpleasant task of terminating a team member. But first is today the right day? If it’s Friday, the answer is almost certainly no. Cut that person loose then and they now have a long weekend to […]
Parting ways…is never easy There are books, articles and even online sources where we can learn how to hire great employees. But when it comes to terminating a not so good one, there’s little to no help out there. So we’re in uncharted territory when that’s the situation. First lets agree there are multiple categories […]
Speaking nerves and…Overcoming them Most of us think that people who’re great public speakers are naturally at ease in front of a group. Well, that would be a faulty assumption. In truth even the best orators are a bit nervous. But they’ve mastered the art of calming their fears and getting comfortable. There are a […]
Growth can take…Creativity and time It’s time to add that new sales position but you can’t establish a new territory with zero business. So you need a few seed accounts to create the new territory. The question is where to get them. The answer is as old as the business. And it’s also a key […]
Rewashes and…Managing them In the laundry isle rewashes are often a big issue. It can also be one that gets exaggerated all out of proportion. First, we need to agree that zero rewashes is probably not a good thing. Unless that account is doing the best presorting job ever seen, the simple fact is that […]
Problems looking…for a solution So, the laundry manager says they don’t have the capacity to get all the soiled linens processed and back to the floor before check-in time. And their shelf stock is limited, so pulling clean inventory to make up all of the rooms isn’t really possible. Encountering that situation is a challenge […]
Loading, stuffing…And its perils That laundry manager is complaining about greying, yellowing or just poor overall results and wants to blame your products. But you feel strongly that the real issue is overloading of the wash wheels. You’ve suggested that her operators are stuffing the loads, but she isn’t buying it. But you also know […]
Past, present…and future If you took a moment and considered the grit, stamina and just plain old hard work it took to get where you are today, you’d probably underestimate those factors to the extreme. On the other hand, if we’re thinking about the things that impeded our advancement and limited our successes, we’re likely […]