Why You Want a Lower Sales Closing Rate

by | Feb 25, 2015 | General Business

 You might think that a 100% closing rate is perfect. 100% is probably impossible so something like 85% should be your goal. Right? No. It depends on what you sell. A grocery store should “close” every potential milk sale. A car sales person can expect to...

Are You Grading Your Work?

by | Feb 4, 2015 | General Business

  In spite of institutional education’s desire to move away from grading, it works. Grading works with people who are motivated to achieve. Calling it only a letter grade is like calling marriage only a piece of paper. People who do things right know...

Do Ethics Matter?

by | Jan 9, 2015 | General Business

 Did you catch the story about the “Wet Seal” chain of clothing stores? They are folding up. That’s not the story. When employees asked their managers why new inventory wasn’t coming in, they were told the stores were going to be...

Want to Fix a Business Problem? Start Here

by | Jan 9, 2015 | General Business

  Last year I worked with a number of businesses experiencing problems. Some were huge problems. Recently, I tried to help the local community deal with a problem— without much success. Even though we all know what to do to fix problems, we often...

When A Deep Hole is NOT a Deep Hole

by | Dec 11, 2014 | General Business

  I have a friend who likes to go exploring in caves. He goes off into the mountains on weekends looking for interesting formations of rock and caves to explore. He called me a couple of weeks ago and was all excited about a big discovery he had...