Give Your Message Time To Be Heard

While there are clearly two schools of thought as to whether flooring retailers should allow samples to be checked out by a potential customer, the reality is that most stores still allow their samples to leave their showrooms unattended. As a consequence, the samples in many showrooms that I observe have something less than a…

All companies have trade secrets. It may be a list of customers, the best installers, future opportunities, warehousing techniques or similar information. To protect this important information, it must be kept confidential and limit access to those that need to know. A new federal law, Defend Trade Secrets Act of 2016 (“DTSA”), now allows parties to bring…

A successful team is made up of many parts. There are role players, “glue” guys and stars. It’s sometimes easy to recognize the stars and forget the other players. Each individual that works for you should be providing an important and necessary function to the success of your team. True, some of those players possess…

What do you do with employment applications for candidates that you did not hire? Do you put them in a files or throw then out? The anti-discrimination laws may require you to keep for at least a year these applications, along with resumes, interview notes, drug screens, employment tests, reference checks, and background or credit…

Even if you’re an experienced sales manager, it’s likely you may find it difficult to advise other people about areas in which improvement is needed. Praising a good performance is easy; everyone likes to receive a compliment. Both parties are smiling and, for the moment at least, life is good. But what do you do…

One thing that I’ve learned over time is that it’s important to take a minute and celebrate a win before you move on to the next item on your to-do list. I was reminded of this point recently when reading an article on NASCAR’s Hendricks Racing Team. For those who may not know, this is…