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Saleswise Blog

March 2015

Mar, 25 2015 9:06 AM
Nicki Weiss

Managing the hornets in your hive
In my spare time, I am one of three co-chairs for the Toronto Beekeepers Co-op. We are a 40-person organization of volunteer urban beekeepers who build and care for 40 hives around the city. We are also committed to educating the public about...

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Managing Teams, Business Ideas, Leadership   Add Comment
  

September 2013


Sep, 19 2013 10:08 AM
Nicki Weiss

What makes a boss great? I’ve been thinking about that issue for awhile, and talking with teams and their leaders to gain more understanding. Then I read an article by Dr. Robert I. Sutton, Professor of Management Science and Engineering at Stanford University and author of  The No Asshole Rule:...

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July 2013


Jul, 4 2013 9:27 AM
Nicki Weiss

I’ve written a number of times about how holding practice sessions for your sales team can boost their performance and your company’s revenue.

I’ve also been in many conversations lately with sales leaders, presidents and CEOs about how and why they should institute regular practice sessions with their sales teams.

...

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June 2013


Jun, 20 2013 9:16 AM
Nicki Weiss

 As I work with leaders and their teams, I am often struck by the role paradox plays in struggling with business decisions. For example, my colleague Joanne and I are messing around with the idea of creating a Leadership Academy. We’re wrestling with the paradox that we want this academy...

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March 2013


Mar, 5 2013 9:12 AM
Nicki Weiss

 I’ve written a number of times about how holding practice sessions for your sales team can boost their performance and your company’s revenue.

I’ve also been in many conversations lately with sales leaders, presidents and CEOs about how and why they should institute regular practice sessions with their sales teams.

...

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February 2013


Feb, 12 2013 5:46 PM
Nicki Weiss

 When I ask sales leaders if they think reinforcing sales training is important, the answer is always “Yes.” But when I ask how they reinforce their training, or how often, they usually say “We don’t.”

Research shows, again and again, that 87% of what salespeople learn in training will disappear...

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October 2012


Oct, 30 2012 9:14 AM
Nicki Weiss

 I was training a team of managers last week in coaching techniques and part of the program explored how to pause and be quiet. More than a few managers observed astutely that many people try to exert power by filling up a room with their loud and opinionated voices. I...

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September 2012


Sep, 25 2012 9:35 AM
Nicki Weiss

 The other day a friend of mine recounted over lunch the woes of dealing with her unsupportive, ineffectual and insensitive sales manager. After a few forlorn stories, she asked, “Did I do something in this or a previous lifetime to make me deserve this?”

I didn’t know what to say,...

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August 2012


Aug, 30 2012 9:00 AM
Nicki Weiss

Meetings can be either useless, energy-sucking wastes of time or a platform for lively discussion and the exchange of interesting ideas.

As we all know, because we have sat through too many of them, the first type is far more common than the second. And the blame mostly lies at...

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Aug, 28 2012 9:00 AM
Nicki Weiss

 I've been in sales and sales management training for the last 15 years, and I am continually struck by one unchanging situation: sales forces don't reflect the ethnicity of the working world.

Here's what I mean.  I live in Toronto, the most multiculturally diverse city on the planet, and I...

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