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Finally! What Motivates Employees

Posted By Judi Pine-Sellers, Advanced Systems Design, Thursday, August 8, 2019
 

The research is clear. There are primarily six reasons people work and they affect an employee’s performance. Three of these reasons help improve performance; play, purpose and potential. Three of these reasons actually reduce performance; emotional pressure, economic pressure and inertia.1

Here is an example. Most sales people are motivated by money to some degree. But now we understand we have to learn a bit more about them to discover why they are motivated by money. For example; is it because they are very competitive and they want to win the game? Then sales would be like play for them. Or are they selling something that they believe makes the world a better place?  That would be purpose. Or if they are selling something with a goal of growing the business to leave it to their heirs; this is an example of potential. On the other hand, if they want to make money so as to not disappoint a family member they are motivated by emotional pressure. If they have tens of thousands of dollars in debt they are likely motivated by economic pressure. And if they are in the sales business because they have always been in this business and simply don’t know anything else, then their motivation is inertia.

Why does this matter?  Because your first undertaking, whether you are a Supervisor, Director, Business Owner, or leader of a variety of contract people; is to determine why people are working. This can be done in a conversation but remember that anytime you ask the question WHY, it puts people on the spot. Many people don’t know the answer but feel like they should know the answer, so they make something up. This is especially true when you are talking to “the boss”.

If you are one of those managers or leaders who believes that you just tell people what to do and they should do it; then you are probably experiencing difficulty with business success, frustration with employee performance problems or high turnover.

So how do you use this priceless research?  You get to know your employee or contractor. You get personal (in a professional way of course). You’ve heard the saying; “People don’t care until they know how much you care”. 

Once you determine why people are working, you adjust your conversations to meet their needs. This is not difficult but you have to understand what you are doing and why. 

If you struggle with managing people performance; employee or contractor management, or you need to redirect your poor performers, let’s chat. Effective people are the key element to your business success and I specialize in the 6 conversations every leader must understand to know exactly what to say to engage and redirect poor performers. Click here Judi@AdvancedSystemsDesigns.com  to schedule a complimentary conversation about how I can teach you the tools to successfully grow and manage your people so that your revenues and business will thrive giving you a more balanced work load and more time off (to do what YOU want). 

 

Credit

1 How Company Culture Shapes Employee Motivation: HBR Lindsay McGregor Neel Doshi

 

Tags:  employeeManagement  management 

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VP of Sales

Posted By Tony Meisner, Marcus Networking, Inc., Friday, October 19, 2018
If you have between 5-100 employees our company is the perfect IT consultant for you.  As a family run business we have the flexibility to work with you on a "retainer" as needed basis or all-inclusive.  This allows you to focus on building your business while we act as your CIO and keep technology on a budget.   

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Tags:  Desktop Support  IT Consultant  Security  Technology Advisors  VOIP 

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If You Don’t Care – Don’t Ask.

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 22, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

If You Don’t Care – Don’t Ask.

“How are you today?”

 

Sounds good – doesn’t it? If the person asking really cares, it’s great. However, I bet if you keep track of the number of people who ask you this question over a period of time, you’ll find that they may not care about your response.

 

This topic has always been intriguing to me. I believe most people feel uncomfortable answering this question honestly when they don’t know the person who’s asking. It’s considered personal, inappropriate or not relevant to the topic at hand. (When we know the person, and have a relationship with them, this may be very relevant and appropriate.) It’s a “cheesy” way to break the ice when the caller is looking for an answer of “fine” and then hoping to move on to the next topic.

 

My goal is to make sure that people really care when they ask – or that they just don’t use this approach to start a conversation. As a salesperson, please think about this point when you don’t have an existing relationship with the contact.

 

When I receive calls from people I don’t know, and am asked this question – I answer them honestly and with details. They may be looking for a “fine”, but they may get a lengthy answer. For example… Question: “How are you today?” Answer: “Great. I got up early extra this morning, had a great workout at the gym. Then, I stopped by Starbucks and got some coffee. Normally, I have a grande size of their bold coffee of the day, but since they had Sumatra, I had a venti size (large). It was so good; I ordered a second one for the road. Then, on the way to the office…” You get the idea.

 

Another option would be “busy” - which can instantly kill a call.

 

Or, I may say “terrible” and give them some details. This normally will also kill a call; however, you may be surprised at the number of times this response gets no answer at all, or an answer like “great”. In either case, it’s obvious that the person either doesn’t care or isn’t listening. Try one of these answers next time you’re asked “How are you today?” from someone you don’t know (live or on the phone).

 

If you’re looking for an ice breaker, consider making a statement, like “I hope you’re having a great day” or just go into “the purpose of my call is…”

 

In either case, please keep this blog in mind before you ask “how are you today?”

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Winners Announced Western Talent Show benefit for American Cancer Society

Posted By Tracelyn Sutton, American Cancer Society, Monday, May 14, 2018

Western talent Show raised funds and awareness for american Cancer Society

Eight Contestants Performed for the Crowd

Tucson, AZ, May 13th, 2018 - Over 100 attendees crowded into the Sheraton Tucson Hotel & Suites on Sunday, May 6th to enjoy music and dancing with delicious bites and a great western talent show.   

Deb and Tim Rossi, Event Co-Chairs, have been dedicated volunteers for many years and started when Deb was diagnosed with aggressive Cancer in 2008.  Deb has lost seventeen members of her immediate family as well as Tim’s mother to Cancer.   Deb and Tim led the event that went off without a hitch.   Deb is celebrating ten years of being cancer-free.    The Rossi’s are excited to announce the winners of the Western Talent Show.

Winner of the People’s Choice Award:   Rodeo City Wreckettes

Winner of the Celebrity Judge’s Choice Award:  Carissa Carona

 

Emcee, Luigi Fiorino, aka Whyte Panther, entertained attendees with his original songs.  Whyte was asked about the event and he replied, “We had a great turnout and the size of the crowd was exceeded only by their generosity.  The competitors all brought their "A" games and a fantastic time was had by one and all. The committee, the volunteers, the contestants, the performers, and everyone involved contributed so much love and energy that it was hard not to be moved.  We all had a genuinely wonderful time and all learned a lot about the programs and mission of the American Cancer Society to our local community as well as nationwide.  I simply cannot wait for the upcoming gala in September... it will be an immersive dinner theater type event with great food, great people, and a night of entertainment that you DO NOT want to miss!  A heartfelt "thank you" to one and all who participated on the 6th.”  For more information please go to www.acslivedinnershow.com

The Celebrity Judges offered positive advice to each contestant.  We would like to thank Eric Schumacher, Dr. Liz Almli, Shane Harbin, Emily Eldredge, Alan Maymo, Malan Jones, Bruce Andre and Jeannie Tucker.

Each member of the committee has worked hard to make this event special.  We thank the following members: Larry Fox, Wanda Fry, Shane Harbin, Chanel Lopez, Nina Mamula, Key Phillips, Andrea Shirley, and J Beth Wright, and Kevin Fischer.   Thank you to our sponsors, Tucson Medical Center, Sonora Quest Tucson, Norma Zimdahl, and Roche.  Photo credit Darlene Krueger.

The American Cancer Society is a volunteer and community driven organization.  Through groundbreaking cancer research, free patient programs and services, community outreach, the Society helps people stay well and get well, find cures and fight back.

 

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Tags:  American Cancer society  winner  wreckettes 

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Just one call a day!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, May 1, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Just one call a day!

 

That’s approximately 250 calls per year. Good things will happen when you make 250 new prospecting calls per year (even better is 2 per day = 500 per year, and so on).

 

I have a client that no matter how busy they with their current clients, makes 1 ice-cold prospecting call per day. She calls it her “Random Call of the Day” and it usually is at about 9:30 every morning (when it’s time to refill her coffee). So far for the year, she has converted 18% of these calls to clients, and another 13% are in the current pipeline. That’s nearly one third of her total calls resulting in sales or future potential. These are excellent results for prospecting calls! The secret to her success is that she has no fear whatsoever making 1 call. She truly believes that the worse thing that can happen is that they say “no” or don’t return her call. That’s okay with her, because the answer was already “no” before she made the call. “Anything I get is a bonus” she says.

 

In the words of Col. Hannibal Smith of the A-Team, “I love it when a plan comes together!”

 

Have a great week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Education  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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How Not To Lose Customers

Posted By Frederic Carr, Link Business, Tuesday, April 24, 2018

How not to lose Customers

  

“The easiest way to grow your customers is not to lose them”, so says Robert Clay of Marketing Wisdom. Businesses lose 10% to 20% of their customers each year for numerous reasons and the reasons may startle you. Inattentiveness, lack of communication, lack of extraordinary customer service or service negligence.   Whatever the reason, the consequences of the loss can be catastrophic to businesses of every nature.  However, while there is no magic answer, there are immediate resolutions to help you retain your clients.  

Extraordinary Customer Service: Each and every employee should be dedicated to the idea of delivery of amazing and superlative service to each customer that walks in the door. This means knowing their names, their treatment history, their goals, and their priorities. Also, responding immediately to their needs, going above and beyond the norm, delivering service that you want personally. This is an attitude that needs to be instilled every day, in every way.

Reliable Products and Services: Very few things can turn a customer against your business than unreliability of a product or service. Ensure that what you offer has the stamp of approval of virtually every employee. This means that products and services must reassure customer satisfaction. What that means is satisfaction guaranteed…not just guaranteed but assured. Nothing says confidence like a product or service that the business and employees stand behind. Nothing can ruin customer confidence like a product or service that fails to deliver what is promised. Ensure that the staff is well versed in the value of a product and service and can relate that to the client and ensure that using a product or service is the norm.

Reconnect with the “drifters”: Those clients who have not kept appointments, who have not returned for months, who have not purchased must be reengaged. These clients must be reactivated buy using some basic communication skills that everyone can help with. Emails, phone calls, letters offering specific incentives, special deals and other enticements to return. Every week or month, a select group of drifters can be contacted by the staff and offered encouragement to come in and get a product or service. Minimally, these clients could be a source of dissatisfaction that can be dealt with internally. If there have been problems in the past assure the client that things have changed. These retention ideas are merely a few of the things that can be accomplished regularly that work to ensure that you won’t lose 10 to 20% of your hard won customers.

 

Tags:  customer service  increasing sales  relationships 

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#SynTechAZ Exclusive Interview with Phoenix Business RadioX

Posted By Ashley Vizzerra, ASBA, Wednesday, April 11, 2018

 

ASBA hosted their first SynTech conference last month where business owners connected with experts in the technology industry on everything "tech" they needed to run their business. With exhibitors like Infusionsoft, Cox Business, Technology Solutions, Kaminario, BlueInk, Terra Verde, and more - #SynTechAZ was a HIT!

Phoenix Business RadioX joined us as our Media Sponsor to broadcast live and feature some of the exhibitors in exclusive interviews. Ashley Vizzerra, Member Services Manager, and Ryan Reyes, Director of Strategic Partnerships & Initiatives at ASBA linked back up with Karen Nowicki,Owner/President at Phoenix Business RadioX to give a re-cap of the event!

If you missed out on all the excitement of #SynTechAZ, you can listen to the re-cap and exclusive interviews here

 

Thank You Phoenix Business RadioX!

 

Want to find out what ASBA's doing next? Look out for our emails with all that's upcoming! You can subscribe here. 

 

Tags:  business  events  radio  small business  SynTech  technology 

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How To Sleep Like a Leader

Posted By Chris Aird, With Purpose Business Consultants, Monday, April 2, 2018

As a leader within the company or as the top leadership executive, it can be accurately stated that you did not get to that position by only doing what was required of you or through minimal investment of your time.

It is also, safe to say, that through your dedication, determination, drive and sacrifice you have attained to this level of leadership success.

However, it is also important to remember that, as the leader within the organization, that many are dependent upon your continued success. Specifically, it would be your employees, your stakeholders, your family and above all, YOU!

Therefore, it is important to consistently invest in your well-being and one of the best ways to maintain your health, energy and drive is to Sleep Like a Leader.

It may surprise you that a recent survey conducted by the Harvard Business Review indicated that roughly 43% of business leadership surveyed said that they are sleep deprived 4 out of 7 nights a week https://hbr.org/2016/02/theres-a-proven-link-between-effective-leadership-and-getting-enough-sleep.

Consequently, a few important practical tips may be in order to ensure that you receive the adequate rest that you need to maintain your powerful leadership energy, vision and enthusiasm.

Some of those healthy sleeping tips would include:

  • Maintain a consistent bedtime hour.
  • Although keeping current on the events of the day may be necessary, the high-performing executive should detach from the world events at about an hour prior to retiring.
  • If experiencing difficulty going to sleep, check your diet and limit caffeine intake.
  • Indulge in consistent exercise through the course of the week.
  • As much as possible, detach yourself from communication devices at bed-time (cell phones, computers, tablets, etc.).
  • Instruct leadership staff to limit communication when you are “off the clock.”  Perhaps a separate number can be set up for extreme or emergency conversations.
  • Practical advice would include eating lightly at night as well as sleeping on a comfortable bed and in a sleep inducing environment.
  • Utilize homeopathic sounds such as running water or nature sounds available through inexpensive sound devices or listen to soothing music.
  • Take power naps during the course of the day at all possible.
  • Business travel is sometimes necessary – a few tips to manage jet lag may include staying hydrated, scheduling early arrivals, stay active, trying light therapy, etc.

Lead in your own life, take control, good night and sleep well!

Allow us to serve you and your business organizational needs as well as offering opportunities to mentoring your leadership staff.  You may contact us at (480) 280-6505.

Tags:  ASBA  business  business decision-making  business development  Business growth  business knowledge  Business Learning  Business Planning  business services  change  Employers  entrepreneur  finding your passion  getting unstuck  professional development  small business 

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Top Traits of Successful Sales People

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, March 28, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Top Traits of Successful Sales People

 

Guest Blog from Charlie Ferrell, National Sales Manager – RB Insurance Group

 

1.    Set and achieve goals

 

2.    Continue to learn

 

3.    Stay focused and be positive

 

4.    Have passion for what you do

 

5.    Learn from your mistakes (and don’t be afraid to make them)

 

6.    Be persistent, follow-up and stay in touch (even if you didn’t make the original sale)

 

7.    Always be prospecting

 

Charlie developed this list for successful insurance agents, but I believe it applies to all sales professionals. Thanks Charlie! Learn more about RB Insurance Group, please visit www.rbi-group.com 

 

Have a great sales week!

Tags:  Increasing Sales  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Preparation  Sales Professionals  Sales Quotas  Sales Results  Sales Skills  Sales Training 

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The IRS "Dirty Dozen"

Posted By Lisa Novack, IRS, Thursday, March 15, 2018

Compiled annually, the “Dirty Dozen” lists a variety of common scams that taxpayers may encounter anytime but many of these schemes peak during filing season as people prepare their returns or hire someone to help with their taxes. Don’t fall prey.

For a detailed description of each scam, please refer to the list below:

  • Falsely padding deductions highlighted in IRS 2018 ‘Dirty Dozen’ tax scams - See IR-2018-54
  • IRS ‘Dirty Dozen’ list of tax scams for 2018 contains warning to avoid improper claims for business credits - See IR-2018-49
  • Taxpayers alerted against falsely inflated refunds in ‘Dirty Dozen’ list; Seniors, many others at risk - See IR-2018-48
  • Fake charities make 2018 ‘Dirty Dozen’ list; taxpayers should be alert to scams involving disasters, worthwhile causes - See IR-2018-47.
  • Tax Return Preparer Fraud Ranks on 2018 ‘Dirty Dozen’: Taxpayers Urged to Choose Reputable Tax Preparers - See IR-2018-45.
  • Despite Major Progress, Identity Theft Still on IRS ‘Dirty Dozen’ Tax Scams List - See IR-2018-42
  • Phone Scams Pose Serious Threat; Remain on IRS ‘Dirty Dozen’ List of Tax Scams - See IR-2018-40.
  • Phishing Schemes Make IRS ‘Dirty Dozen’ List of Tax Scams for 2018; Individuals, Businesses, Tax Pros Urged to Remain Vigilant - See IR-2018-39.

 

To read the original article, click here.

Tags:  IRS  small business  tax filing  taxes 

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