Tools & Tactics

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Designing Powerful And Productive Sales Meetings

Posted by on 11:05 pm in Tools & Tactics | 0 comments

By John Treace Designing a powerful sales meeting is not an easy task, but it is one of the most important aspects of building and maintaining a high-velocity sales organisation. The objective of all sales meetings should be to increase sales — period. That’s why we call them sales meetings. Entertaining the participants and having them leave full of enthusiasm is a good thing, but it should never overshadow the need to produce sales. It is the sales management’s responsibility to be a good shepherd of corporate resources, so spending money...

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Working through it

Posted by on 11:02 pm in Tools & Tactics | 0 comments

By Bridget Gourlay Living and working in Christchurch right now is tough. The constant aftershocks frazzle nerves and wake us from sleep. Grief, trauma, and uncertainty about our houses and our jobs are never far from our minds. Despite this, those of us with jobs still have the same workload as before — if not heightened from quake disruptions, colleagues leaving Christchurch and the added work of changing premises. Clinical psychologist Dr John Dugdale says when there’s serious disruption there’s a loss of cohesion; and people don’t...

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Don’t Like Mondays?

Posted by on 11:00 pm in Tools & Tactics | 0 comments

Don’t Like Mondays?

Here’s how to deal with workplace manipulation. By Dr Mary Casey Do you suffer from Mondayitis because of a difficult manager or colleague? Do they turn your days into a series of battles, make you feel helpless or powerless, or drain you of energy? You could very likely be the target of a manipulator. Manipulation can be either aggressive or passive aggressive. Openly aggressive behaviour such as bullying is easy to identify, but covert attacks are very difficult to spot. As a guideline, you know you’re being manipulated when the...

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How Does A Business Make Money?

Posted by on 10:57 pm in Tools & Tactics | 0 comments

How Does A Business Make Money?

The No.1 secret is… By Jamie Tulloch I call it a secret, because so many business owners don’t know or understand the number one secret to making money in a business. The number one secret is tuning your business so as you make a healthy gross profit (GP) percentage. Why is a healthy GP percentage the number one secret to profits? I call the generator of your GP percentage the engine room of your business. If the engine room is not fit, healthy and powerful, no matter what you do in the rest of your business, you will never overcome a...

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Quality Competition

Posted by on 10:51 pm in Tools & Tactics | 0 comments

By Melinda Collins The corporate colossus; it brings to bear vast financial means and diversified holdings portfolios, can win any price war, establish new consumer territory at will and saturate a market with cheap, accessible products. In comparison, you’re small and don’t stand a chance — right? Well, if you’re competing on price you won’t be able to. As a small business, trying to play the low price game is a losing strategy, yet it is the exact strategy many small business owners attempt to launch off with. Maximising profit margins and...

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Double Acts

Posted by on 10:50 pm in Tools & Tactics | 0 comments

By Bridget Gourlay ‘Two heads are better than one,’ or so the old saying goes. It’s a maxim based on the tried and true formula that many hands make light work and, in businesess, makes plenty of sense, as the power of two lots of resources, minds and manpower can create opportunities, lower costs or provide better customer service. Bridget Gourlay talks to businesses about why they teamed up and what it achieved. Stewarts Electrical Supplies and J.A. Russell Ltd are both family owned businesses. One, Stewarts Electrical, had branches all...

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Time To Harden Up

Posted by on 10:46 pm in Tools & Tactics | 0 comments

By Kate Pierson Tough love can be a hard pill to swallow, particularly when you’re on the receiving end of it. Because whether it’s a bumped knee or bruised ego you’re nursing, most of us still have an inner child that is a big fan of being coddled. Admittedly, cosseting has an addictive quality, particularly if you’re the one being indulged, but has the mollycoddling gone too far in New Zealand? Has all this societal spoiling led us to become little cry babies, afraid of a challenge and commercial competition? Many would argue, yes, there...

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Should HR Have A Strategic Role In Your Organisation?

Posted by on 10:45 pm in Tools & Tactics | 0 comments

By Kate Pierson Somewhere in between taming rogue organisations that function as unpredictably as a two year old and helping overly-bureaucratic organisations take a professional chill pill so they are less tied up in policy and more focused on productivity, human resources got somewhat of a bad rep. The lack of love for HR might come down to the oft used accountability avoider familiarly known as ‘the blame game’, or it could be the result of a lingering public consensus that HR employees find it hard enough to get themselves dressed in the...

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Hit The Ground Running

Posted by on 10:43 pm in Tools & Tactics | 0 comments

By Paul Robinson As we put the global financial crisis behind us, New Zealand is now moving swiftly into a global talent crisis. The ongoing skills shortage has been cited as the main reason for many organisations’ inability to grow as quickly as they’d like. This is even more prevalent in a strong economic environment as many Kiwis leave to do their OE. In short, employers across most sectors simply can’t find suitable talent. From a human capital perspective, 2011 is expected to be a year of reconnecting. Business leaders will need to...

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7 Principles For Inspiring Employees

Posted by on 10:42 pm in Tools & Tactics | 0 comments

By Terry Barber If someone asked you for a good synonym for inspiration, what would you say? Some might answer that ‘stimulation’ is a good substitute. Others might choose ‘influence’ or ‘encouragement’. But by and large, when people think of inspiration, the word that immediately comes to mind is ‘motivation’. But are motivation and inspiration really the same? And from a leadership standpoint, which is better? As leaders, we all want certain things from those who report to us. So do we motivate them to action, or do we inspire them?...

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