The good news is we’ve been growing. But we’re operating a company of 50 employees the same way as we worked when we were 20 employees. We're ready to do things better as we continue to grow. We want to...
I’m not aggressive but I have to get it done. I’m a nice guy, but while I tend to see the best in other people, I know I also get walked on by vendors, customers, and sometimes even employees. How...
A major referral source for us is gearing up for a summer of business growth. That’s the good news. The bad news is that they are worried if we can keep up. This is a great problem to have, but...
SalsWhen it comes to selling, I’m figuring out that I have to think like a sales detective and not a typical salesperson. Do you have any suggestions on how to best do that? THOUGHTS OF THE DAY: Decide on who...
We need to build tomorrow's leadership team to drive this company forward. Our management team needs to understand that to drive performance. Employees look to me for direction. It all sits on my shoulders. I’m at fault for the way...
Ask Andi: I’m trying to build a tip-top sales team. One is not a tiger at prospecting. Another only call existing contacts and referrals. Others leave networking events without exchanging business cards. We need more qualified leads. Trial and error...
Ask Andi: A reality sales check is needed. One exaggerates accomplishments. He tells stories about what he's done instead of getting more leads. Another's estimates are overly enthusiastic about what she can realistically close. She works hard but gets down...
Ask Andi: Whose responsible for operational planning? Policies and procedures are being ignored. People do whatever is convenient. The shop is a mess. Our trucks are worn out from careless driving. Inventory is left lying around and gets lost, damaged,...
Ask Andi: We have a manager struggling to get a new employee up to speed. We may fail this new employee by letting the manager make training mistakes at the employee's expense. But we don't want to step in and...