Are great sales people born or trained?

Selling might come naturally to some people, but there’s often more than meets the eye to a truly great salesperson

Are great sales people born or trained?The Gilbert family seem like they were born to sell. Will Gilbert sold 16 cars in June while the average car salesperson in North America sold only 10 vehicles. Will never did work for me, although I did have four other Gilberts employed over the years. Each sibling broke the sales records for departments that…

Playing to win in the business world

Make certain the odds are in your favour – think about what your business is or can be better at than your competition

Playing to win in the business world“Which silver car is it?” Tony Kibonge shouted as I tagged a car and he raced by. This race to the silver car was a rematch on another race I had won one cold morning in Stuart Lake, when we had raced through the water up to my chest and Tony’s neck. While I had…

Did lululemon make a mistake giving away free clothes?

How much leeway do you give your employees to be generous with your products or services?

Did lululemon make a mistake giving away free clothes?Brad Bonner was in a panic that June morning in Victoria. His luggage had been lost and he had an important meeting in a few hours. Getting up early, he walked the downtown streets looking to see which store would be open the earliest where he could buy some suitable clothing. He discovered that lululemon…

Do immigrants work harder?

With limited resources to fall back on and failure not an option, newcomers buckle down and make the most of their new life

Do immigrants work harder?When Henry Novak and his brothers arrived in Canada in 1967 to escape a lack of opportunity in their native Slovenia, they had no option but to work hard. They came without money or English. They hoped to get a job with their brother Tony, who preceded them ito Canada and was working as a…

Air Canada’s lesson in how not to communicate with customers

Air Canada could have reduced a lot of stress among its passengers by clearly conveying the winning message it intended

Air Canada’s lesson in how not to communicate with customers“Why are you making us do this?” the lady screeched to the Air Canada check-in attendant at the Dublin Airport recently. “I’ve never been asked before to put my carry-on luggage into those things.” She pointed to the metal stand into which her teenage kids were forcing their obviously oversized bags, to estimate appropriate size.…

Management burnout: douse the flames before all is lost

A great manager looks at the processes of the business and tries to make them better and works to help their staff reach their potential

Management burnout: douse the flames before all is lostIf you’re a manager and you feel trapped, underappreciated, struggling in a company where you have no sense of ownership or purpose, you’re not alone. It’s quite common for managers focused on achieving the company’s vision and goals to get to this state of discouragement. I’ve been working with a couple managers of different organizations…

Seven things business owners fear

To be successful, you need to determine what causes your fear and figure out whether that fear is holding you back or pushing you forward

Seven things business owners fearThe day I got married was the scariest day of my life. I walked up to the altar shaking like a leaf. At 31, I would have thought I was too old to be afraid of getting married. But I was afraid. Each month, I talk to a business owner who expresses their fears to…

Why business owners need to get serious about sales

No one just buys stuff. You need a concrete sales model based on what the product does, what its advantages are and the values it brings to the marketplace

Why business owners need to get serious about salesMy first sales experience was in high school, selling chocolate bars door to door as a fundraiser for a school club. Not much interested in the club but interested in the prizes for top sellers, I hit the pavement. Each day after school, I knocked on doors and sold chocolates to starving mothers and their…

Easing the burden of leadership

Leaders need to find ways to relieve that burden. To find balance in their lives and set aside time to refresh. And they need the support and kindness of others

Easing the burden of leadershipI’ve met many politicians but the hardest working one I know is Shirley Bond, the MLA for Prince George-Valemont in northern British Columbia. I first met Bond in the early 2000s, when she was starting out in provincial politics and I was starting out as a trouble-maker in an environmental group trying to clean up…

Why a monthly report card is essential for business

Look at your income statement and your balance sheet closely every month. Consider the questions those figures raise and then seek out the necessary answers

Why a monthly report card is essential for businessI enjoy reading my kids’ report cards and making them sweat like I did when my mom and dad went through my report card. The truth is, their report cards are, for the most part, better than mine. The comments from the teachers are certainly much nicer. But why tell my kids that? If you’re…