Mary L. Erlain's Blog, page 35

Develop a Positive Self-Image

Developing a positive self-image is based on the principle that each of us is the product of what we think and what we believe about our abilities. The only practical world is the one within ourselves – the world in which we develop courage and self-confidence and a more positive self-image. It’s here that we […]

Coping with Crisis Situations

The most productive individuals are those who master the art of taking care of emergency situations, unexpected and unplanned, that require immediate attention to prevent serious consequences. “Fire fighting” is the usual term for handling a crisis. “Fire fighting” ranges from such relatively simple problems as soothing an unhappy customer to solving a major emergency […]

Looking for Opportunities of Growth

Maintaining a motivational climate sets the scene for maximizing the talents and abilities of the individuals who make up the entire organization. People who are motivated, who maintain a positive attitude toward the organization and their role in it, and who are enthusiastic about their work, always look for opportunities to grow and develop. They […]

Marketing to the 5 Generations in the Marketplace

I see the generational differences creating perhaps the most confusion for the sales professionals. They are trying many channels, oftentimes without a strategy or follow-up plan. Frustration grows and marketing resources dwindle. An overall attitude change takes place as the marketing channel takes the blame for the failure when in fact it was a “spray […]

How to Work with the Gatekeepers

The Gatekeepers are defined as the people who stand in the way of getting to the decision maker. They can be well-trained to run interference. That’s what they have been hired to do. I have been in that role when I was a health care professional and I was among the best at protecting the […]

7 Ways to Get Better Sales Results

How are some professionals able to get better results and to make more money, but put in the same or fewer hours than others? The answer is the “slight edge.” When you put into practice the principles of the slight edge, you will enjoy positive results almost immediately. Doubling your knowledge, hours on the job, […]

Lead Generation and the Six Senses

In order to create a Lead Generation Plan, it is helpful to define your target market in advance. A target market is defined as a group of people that you aim to attain as your customers. An effective brand identity is needed to attract the customers. It cannot be all things to all people. In […]

Know How Behavior Impacts Motivation

Knowledge about basic behavioral styles helps you to understand employees better and to implement the approach that most effectively motivates each one. Personalities can be categorized according to four basic styles observable in the behavior of most individuals. When you understand these styles, they serve as a basis for choosing your approach to motivating your […]

Build a Culture of Leadership

Effective leaders at every level of the organization foster positive and creative work environments, deliver measurable and sustainable results, and maintain the ethical integrity of the workplace. Positive and creative work environments usually go hand in hand with a productive, corporate culture. The term “culture” is heard often, but the definition is almost never shared. […]

Strengthen Your Team Environment

Here are a few characteristics of strong working relationships: • The leader and team members are mutually committed to working together to achieve the goals of the organization. This doesn’t always mean that they get along perfectly and there is not disagreement and conflict. It simply means that they have their eyes on the overarching […]