Leonard Scott Articles

How To Build A TurboCharged Sales Force - Click To Read Article
This article describes the proven steps that are required to build a salesforce that consistently "hits the numbers" and takes the company to a leadership position in its industry.

How To Evaluate The Performance Of Your Top Sales Executive - Click To Read Article
This article present the performance appraisal factors that should be used to assess the performance of a top sales executive. Also, it provides the format of a monthly sales call report that should be used to record the sales call activity of sales reps.

100% Positive Employee Performance Appraisal - Click To Read Article
Performance appraisal meetings between boss and subordinate are too often disastrous encounters in which anxiety is generated in both parties, the motivation and trust the boss generated throughout the year are undermined, and employee dissatisfaction with his/her work and the company is planted. This article explains how to avoid these performance appraisal session mistakes and make employee appraisal 100% positive and motivating every time.

The Stuff of a Winning Organization - Click To Read Article
The company that secures the best people, motivates them most effectively, and nurtures their creativity will surpass its competitors in the marketplace. The success of this kind of company is assured.

A Progressive, High Motivation Wage Payment Plan - Click To Read Article
A progressive, high motivation wage payment plan based on achieving performance objectives is one of the most important elements in a program aimed at motivating employees to achieve high levels of output, to care in performing their duties, to master jobs quickly, to desire to move into more demanding and higher paid work, to work as a team, and to grow with their employer using their continuity of employment and deep knowledge of the organization, its work, its operations, and its customers to innovate and bring new ideas to the firm.

The Four Faces Of Leadership - Click To Read Article
Leadership, that is consistently making the numbers, consists of four competencies represented by the acronym VIMP. These competencies are vision, interaction, motivation,and politics. Other aspects of leadership involve grasping the "rhythm and beat" of an organization, learning how to manage by walking or flying around, keeping employees "brains in the game," maintaining consensus in organizational change situations, and always being ready to share financial success.

Quick Checklist-Is Your Firm Ready For Success In The Coming Economic Rebound? - Click To Read Article
This article provides a quick checklist for a company to use in beginning to rethink and plan its management and operational strategy for the economic rebound ahead. It touches on changing a company’s orientation from “defense” to “offense,” attempting to move away from price only relations with customers to price and long term relationship connections with customers, re-establishing training throughout the organization, bringing in some mavericks, creating a new company mission statement, and locating a new top management recruiting resource to bring in top notch executive resources as the market for these individuals tightens in the rebounding economy.

Productivity, Wages and Prices - What's This About? - Click To Read Article
A company that consistently raises productivity can increase profits and wages while keeping prices stable so as to compete more effectively in the marketplace, build company value, and attract and retain the best people in the labor market. Focusing on consistent productivity growth is a most important aspect of management responsibility.

Human Resources — A Key To Competitive Advangtage - Click To Read Article
This article provides some keys to developing a work force which provides competitive advantage in the marketplace. These keys deal with recruiting, employee orientation, employee testing, compensation, team building, and motivation.

Establishing A High Motivation Human Resources Program - Click To Read Article
This article provides the nuts and bolts of establishing a high motivation human resources program which can enable a firm to attract the best employees available and create a positive work environment in which employee morale and productivity can be maximized.


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