Tip 367 - Efficiency and Effectiveness
Efficiency is doing
the thing right. Effectiveness is doing the right thing. ―
Peter F. Drucker
Annual Account Strategies Drive Performance ... Or Do
They?
Annual
account strategies may be the typical account-planning process, but
they’re also one of the most universally consistent wastes of energy in
sales management, says Jeff Kaplan in this excerpt from Ferrazzi
Greenlight's upcoming book Everybody
Sells. Instead, the work from this static plan needs to
result in actionable knowledge: As the customer’s strategies and needs
evolve, our own strategy evolves with them.
[READ JEFF'S
ADVICE]
The Social Capitalist ‘Hack’ for Always Having the
Answer
Are
you your organization's go-to, all-around expert? Do you feel like you
always need to have the right answer? During his Social Capitalist
interview, Rohit Bhargava, author of
Likeonomics: The Unexpected Truth Behind
Earning Trust, Influencing Behavior, and Inspiring Action, suggested
that you probably should rethink that approach by becoming an
invaluable broker of relationships instead .
[READ ROHIT'S ADVICE]
Threat or Reward?
As a general rule, people respond best to positive motivation and
reinforcement, but this isn't always the case. In this excerpt from my
Change Agent interview with David Rock, author of Your Brain at Work,
David explained the rare case when "threat" is appropriate
with an employee rather than "reward." If used
inappropriately, though, threat can delay the desired change for a
year.
[WATCH THE VIDEO]
Warmest,
Keith
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