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Steve Marr Blog

Steve Marr's contributions
Category >> Managing Your Staff
Nov 21
2016

Following a New Model

Posted by Steve Marr in Untagged 

Sometime ago I worked with a business owned by “Ann” and “Peter.” The key presenting issue was the effectiveness of their sales staff. Most of the selling was done by calling cold or very cool contacts. One of the results of our work together was creating a script format for cold calling. The script was designed by understanding and using information from the most successful salespeople. My idea was to take the information from the most successful sales people and teach the other salespeople to follow the same model. By using this model, less successful sales people increased their results.  I suggested that if a person wanted to deviate from it in the future, they should design a trial with 100 to 300 calls to see if it resulted in numbers that were better, worse or about the same.  Only validated feedback should alter the call scripts.

Oct 19
2016

Beware of Advice from “Yes” People

Posted by Steve Marr in Untagged 

Most of us prefer to get advice from people we agree with for a number of reasons.  First, we like affirmation; secondly, we don’t like to justify our position. Clarifying and defending our position takes additional work.

Sep 19
2016

That Wasn’t My Question!

Posted by Steve Marr in Untagged 

Most of us may become frustrated when a news commentator asks a political figure or the surrogates a question and receives a well-crafted response. Typically such an answer fails to reply to the question. While we can’t do much in these situations, we can improve our business communication.

Aug 19
2016

Every Staff Role Matters

Posted by Steve Marr in Untagged 

I have spent considerable time over the years investing in the staff I have managed.  My goal was always to help them become more productive.  Jesus said, "All this I have told you so that you will not fall away.” (John 16:1, NIV) Our Lord invested time in the disciples so they would not fall away for the mission of growing the church.  In business our goal is to ensure that our staff does not fall away from executing the mission and vision of our business.

Jul 04
2016

When Someone Ignores You

Posted by Steve Marr in Untagged 

When I supervise people, I don’t like to be ignored.  I don’t like being ignored as a customer, either.  If I have made a reasonable request, I expect someone to respond to it.

God talks about how his people ignored him. “They turned their backs to me and not their faces; though I taught them again and again, they would not listen or respond to discipline. (Jeremiah 32:33, NIV) When we study the book of Jeremiah we see repeatedly that the people failed to respond to God’s commands with disastrous results for the people of Jerusalem.