Attention: Entrepreneurs -- Is Your Business Name Working?
During the past decade, I have noticed the prevalence of name changing, as I am sure you have also. Several of the organizations with which I am involved have chosen new and different names that they feel represent them and their missions more descriptively. Companies who were ready for a new start have changed names to reflect a new attitude, direction and/or focus. Some of these changes have made a positive difference, others have just caused confusion.What we name ourselves, our businesses and/or the way we describe our services can make a huge impact. For example, I teach fitness classes and have discovered that the name of the class can determine how many people try it (of course, just like a business, once you attract them, you must make it so good they want to return). I started teaching a lower bod

How to Bargain to Win …and Still Be Friends
Without signing up for the Harvard Negotiating Project, how can you effectively bargain to get what you want?Let’s face it: Each of us negotiates every day. At work, we discuss additional compensation when we’re promoted to a new position. We plan a vacation or a move. We negotiate with our spouse over what’s for dinner and which TV shows to watch. We negotiate all sorts of things, big and small, on a daily basis.Negotiation is a means of getting what you want from others. It consists of back-and-forth discussions designed to reach an agreement with another party anytime you face common and opposing interests. But sometimes differing interests can cause the discussion to careen off track into an argument. Even when you reach a compromised agreement, the relationship may be harmed.Positional BargainingDo you ever run sales contests to reward and motivate your sales team? Contests have been around in sales organizations for years, haven't they?

The standard contest runs something like this. They work and they don't work, at least the way most organizations run them.

1. Management will choose a contest period, usually a month, a week or a weekend.
2. Management will set targets based on the objectives of the organization.
3. Management will choose the rewards.
4. Management will post sales results where all the sales staff can see them.
5. Management will run contest when sales are weakening.
6. Management is promoting 'healthy competition' within the sales team.

Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.

Management will choose a contest period.

When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the

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Management will choose a contest period, usually a month, a week or a weekend.

Management will set targets based on the objectives of the organization.

Management will choose the rewards.

Management will post sales results where all the sales staff can see them.

Management will run contest when sales are weakening.

Management is promoting 'healthy competition' within the sales team.

Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.

Management will choose a contest period.

When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the

them.

Management will run contest when sales are weakening.

Management is promoting 'healthy competition' within the sales team.

Let's examine these elements and the possible consequences of them, shall we? Remember, it's not about whether these elements are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.

Management will choose a contest period.

When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the

nts are right or wrong but rather whether they work or they don't work to get you and your organization paid in the long run and contribute to operating a sales floor at mastery.

Management will choose a contest period.

When the date and the duration of the contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the

e contest is announced in advance, there may actually be a drop in business prior to the contest starting as some salespeople actively hold back sales in hopes of having that business qualify for the contest. Therefore, it would be beneficial to hold off on the announcement until the last minute if you run traditional contests. This is not possible, of course, if the contest is tied to an advertised sales event.

The end of the contest will also almost always guarantee a drop in sales as well, often to a level that is below average production because salespeople have been aggressive in beating the bushes to bring in that extra business.

Management will set targets based on the objectives of the organization.

I do not see any problems here unless salespeople are encouraged to push particular products or services without regard to the prospect's needs and objectives. The customers come first. When the customers' need are met, the organization's need to get paid will certainly be met by happy, loyal and referring customers.

Management will choose the rewards.

Merchandize prizes and experiences, (dinners, trips, etc.) prizes do work with many but can actually de-motivate some people who do not want or need the prize. Cash works for others.

Management will post sales results where all the sales staff can see them.