How any company can build an incredibly effective salesforce by learning from the best in the worldDespite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.To identify what makes a top-producing salesperson—the kind who sells four times more tha...

How any company can build an incredibly effective salesforce by learning from the best in the worldDespite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.To identify what makes a top-producing salesperson—the kind who sells fo...

For over a decade, It’s Your Move has been helping Canadian executives, managers and professionals get the job they really want with proven advice and strategies. Today, competition for jobs is tough, but at the same time, opportunities for career change are plentiful. Thoroughly revised and updated throughout, It’s Your Move offers clear, proven advice and strategies includingHow to use social media effectively—from establishing a powerful online presence t...

“Robin Ryan has the inside track on how to get hired.”– ABC NEWSIf you are over 40 and struggling to land a new job, you’re not alone. It’s a whole new ballgame out there, so America's top career counselor has perfected a market-tested program to help you stand out effectively and appeal to employers amid age discrimination and floods of competition. In Over 40 and You’re Hired!, Robin Ryan draws on her 30 years of direct hiring experience, 20 years as a c...

As a manager, you aren't truly successful unless your employees are as well. Helping them establish compelling, actionable performance goals is the first and most important step, and this handbook is there to lend a hand.A follow-up to the bestselling 2600 Phrases for Effective Performance Reviews, HR executive Paul Falcone provides you with ready-to-use performance goals organized by the characteristics and core competencies used most often in the apprais...

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate.  Procurement deploys a variety of tactics desi...

Dithering. Decisions that turn out wrong. Decisions that people sabotage or don't know how to implement. If your company's experiencing these problems, it's not alone. Most organizations don't know how to make and execute good decisions. And they're paying a high price-as profitability and competitiveness erode.It doesn't have to be this way. In Decide and Deliver, the authors draw on Bain & Company's extensive research to present a five-step process for improving your fir...

"Why can't you get what you really want from IT? All you desire is a ready-and-willing partner to help you exploit IT to drive your business. Instead, you get endless rules and regulations, not to mention processes, projects, and technologies that deliver too little, too late, for too much. It's frustrating!How to build a relationship that puts you firmly in control and produces the business results you need? In The 8 Things We Hate About IT, Susan Cramm provides the answers.

Harvard Business Essentials are comprehensive, solution-oriented paperbacks for business readers of all levels of experience. In today's ever-changing business environment, hiring an all-star work force and keeping it in place is a challenge for any organization. With an overview on topics such as recruiting the right people, cultivating the right culture, avoiding employee burnout, and calculating employee turnover, Hiring and Keeping the Best People offers managers a clear understanding ...

Imagine what your life would be like if you could apply the same strategies that successful people used to get ahead.These are the folks who live in the grand houses that you see when you drive down certain streets. They drive nice cars and dine at the best restaurants. They live their lives like absolute superstars.Join business consultant John M. Hawkins, who learned long ago that the secret to success is building a strategic plan to get what you want. He provides a detai...

TRANSFORM YOUR TEAM IN JUST 90 DAYS!The all-purpose manual every manager should own . . .Whether you've recently been hired or promoted or just decided to try a fresh approach to managing your team, this step-by-step guide ensures you'll get the strongest performance possible out of your team--in any environment. With strategies presented in manageable daily, weekly, and quarterly timelines, the program covers the full range of workplace issues-from outdated...

STREAMLINE OPERATIONS AND DELIVER MORE VALUE THAN EVER WITH A STRONG SUPPLY CHAIN STRATEGY"Dittmann’s thoughtful approach and real-world examples make this book is an excellent resource for anyone in the supply chain field, whether a beginner or an executive seeking a better framework for the existing supply chain strategy." -- Dave Clark, Vice President, Global Customer Fulfillment, Amazon"A practical approach for developing and implementing...