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The 'R' Word by Rick Johnson |
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In order to survive or even thrive facing today’s economic
conditions, which may even see gas prices hit five dollars a
gallon, it will require sticking to the basic principles of
running a well managed business. Some economists say we are
definitely in a recession even though the actual numbers don’t
really validate their opinion. The question is... Does it really
matter? |
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Distributed: 2008-09-30 11:36:00 |
Word Count: 952 |
Page Views: 3657 |
Votes: 10 |
Rating: 2.30 |
| 2. |
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Succession ----Have You Taught Your Son or Daughter How to Swim? by Rick Johnson |
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I don't have a lot of memories of my Dad since he left the
family when I turned six and passed away when I was only nine
years old but there is one memory that seems to be burnt into my
brain. It was a day when just he and I were together. I was only
five years old and he decided it was time to teach me how to
swim. |
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Distributed: 2008-09-26 11:24:00 |
Word Count: 1346 |
Page Views: 3813 |
Votes: 9 |
Rating: 2.44 |
| 3. |
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It Can Get Lonely at the Top by Rick Johnson |
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Being a President, CEO or the owner of a company can get lonely
at times. This is true even if you are an excellent leader and
have developed a top notch executive staff. Often times you face
decisions, challenges or even just thoughts that you can't even
divulge to your most trusted employee. Some CEOs use executive
coaches to help them during these times. Often it is just
affirmation and validation of one's own thinking but it is
important to have that outlet. |
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Distributed: 2008-09-24 11:36:00 |
Word Count: 1084 |
Page Views: 3668 |
Votes: 9 |
Rating: 1.78 |
| 4. |
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Think Like Dr Phil and Maximize Your Sales by Rick Johnson |
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Becoming a total solution provider means everybody has a role to
play in the process. It's about finding the customer's pain.
What are the real rules of engagement with the customer? Make no
mistake... The customer sets those rules and it's really not
about what you are selling. It's about what the customer is
buying. Let me put it in perspective using an analogy from Tom
Winninger - Americas Marketing Strategist. |
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Distributed: 2008-09-19 11:12:00 |
Word Count: 948 |
Page Views: 3157 |
Votes: 10 |
Rating: 1.10 |
| 5. |
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Empowerment - Are You a Micro Manager? by Rick Johnson |
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Employee development, succession planning and bench strength are
just three of the key principles for success. These become
obvious once you start developing a strategic plan. Sales growth,
profit growth, operational and service excellence are factors we
all recognize easily because they can be easily measured. |
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Distributed: 2008-09-16 12:36:00 |
Word Count: 1120 |
Page Views: 3958 |
Votes: 13 |
Rating: 1.62 |
| 6. |
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Competitive Advantage ---- Make Your Strategic Plan Your Launching Pad by Rick Johnson |
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Developing competitive advantage in the market place is not the
easiest thing to accomplish. |
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Distributed: 2008-09-09 11:24:00 |
Word Count: 1283 |
Page Views: 4234 |
Votes: 12 |
Rating: 0.92 |
| 7. |
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Leadership ---- Are You Giving Back? by Rick Johnson |
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We often talk about coaching and mentoring being key ingredients
to effective leadership. Two thoughts come to my mind every time
I hear the words --- coach and mentor. My first thought is that
it is very rare for any organization to provide actual training
on how to coach or mentor employees. It is often left up to the
individual as a leader to figure that out. My second thought is
the realization that most of our actions toward our employees
come naturally as a result of the kind of leadership model we
have personally created. |
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Distributed: 2008-09-02 12:48:00 |
Word Count: 1250 |
Page Views: 3775 |
Votes: 6 |
Rating: 0.83 |
| 8. |
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Wounded Wolves --- The Journey Forward by Rick Johnson |
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This is a story about finding your way. It's dedicated to any
and all people that may have found themselves lost, confused,
powerless, in a dead end career, going nowhere and those who may
have lost sight of what they really want from life. It's a story
about 'people (wounded wolves)facing life's challenges' and
making the journey forward. Forward to success, self esteem and
pride. Maybe a few of you can relate to this as it's happening
now. Or, maybe you were wounded once and remember the journey you
had to make to create happiness and success in your life. Being
wounded can be a result of many things - a personal crisis,
family life, a bad marriage, the way you were raised, poor life
decisions, limited exposure to education and learning, and
sometimes just being in the wrong place at the wrong time. It can
even be just a matter of heritage and the socialistic environment
that you become accustomed to as a child. |
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Distributed: 2008-08-14 12:00:00 |
Word Count: 2135 |
Page Views: 3541 |
Votes: 13 |
Rating: 2.77 |
| 9. |
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How Do I Fire My Son Toby? My Wife Won't Allow It... by Rick Johnson |
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I love Toby. He's my oldest son, he's Vice President of Sales
but he just doesn't get it. The key word here is family and the
closer the family member is to you the owner, the more difficult
the decision and action becomes. |
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Distributed: 2006-08-08 13:48:00 |
Word Count: 1406 |
Page Views: 3682 |
Votes: 12 |
Rating: 2.67 |
| 10. |
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Superstar to Superstar --- Can Your Superstar Sales Person Become Your Superstar Sales Manager by Rick Johnson |
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Finding the right person to fill the sales management role is a
common quandary in wholesale distribution. It can be especially
challenging when a decision is based strictly on sales territory
performance without regard for the specific skill sets required
to lead a sales force.. |
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Distributed: 2006-08-08 13:24:00 |
Word Count: 1578 |
Page Views: 3560 |
Votes: 17 |
Rating: 2.71 |
| 11. |
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The End Game - Exactly What Does That Mean? by Rick Johnson |
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The End Game is actually a Chess terminology used in the context
of the end game strategy to win the game. I am not a chess
player. However, the concept of the "End Game" in business is
actually quite the same as in chess, the point being --- how do
we win the game. |
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Distributed: 2006-08-04 10:00:00 |
Word Count: 1174 |
Page Views: 7326 |
Votes: 18 |
Rating: 2.61 |
| 12. |
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Footprints to Success... The Five Priorities of Strategic Planning by Rick Johnson |
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Strategic planning is a management tool. It is used to help an
organization clarify its future direction - to focus its energy,
and to help members of the organization work toward the same
goals. |
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Distributed: 2006-08-03 10:24:00 |
Word Count: 2202 |
Page Views: 3670 |
Votes: 19 |
Rating: 2.47 |
| 13. |
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Three 21st Century Leadership Models by Rick Johnson |
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There isn't much doubt that most effective high impact leaders
are driven by a model. This is true even when that effective
leader doesn't take the time to define his personal unique
model. A model is a tool that leaders use to predict future
outcomes of current decisions; a tool that not only enhances
personal creativity but encourages creativity in the minds of
their employees. |
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Distributed: 2006-07-27 10:00:00 |
Word Count: 1388 |
Page Views: 5916 |
Votes: 8 |
Rating: 1.75 |
| 14. |
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Gone Are the Days... Revitalizing Sales Reps for the New Century by Rick Johnson |
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It's the new millennium - has selling really changed? Is the
evolution of change something we as sales people in distribution
really need to focus on? Is sales in the New Century really so
different that the concept of pioneering a territory and then
servicing the customer as a life annuity has gasped its final
breath? The answer to those questions is yes. So, now what do we
do to prepare ourselves to pass through this time warp and become
"A" players in the New Century? |
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Distributed: 2006-07-25 11:48:00 |
Word Count: 1621 |
Page Views: 4181 |
Votes: 13 |
Rating: 2.77 |
| 15. |
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Lone Wolf --- Lead Wolf: The Evolution of Leadership by Rick Johnson |
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Family owned organizations, both small and large, with succession
issues, family preparation and second and third generation
leadership issues have been subjected to the evolution of
leadership. These organizations are often founded by an
aggressive, highly talented entrepreneur. Many of the principles
of leadership that helped build the success that the organization
enjoyed in the past is not the type of leadership that will
maintain that success through generations of ownership. |
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Distributed: 2006-07-20 10:00:00 |
Word Count: 1826 |
Page Views: 4360 |
Votes: 19 |
Rating: 3.47 |
| 16. |
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Five Steps to Maximize Success in Targeting For Growth by Rick Johnson |
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Targeting is the process of selecting high potential customer
accounts to receive intense sales focus. Goal setting translates
that high potential into achievable numeric objectives, i.e.
revenue and margin growth. Each Territory Manager should select a
predetermined number of Target Growth Accounts (TGA). |
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Distributed: 2006-07-18 10:48:00 |
Word Count: 2956 |
Page Views: 3079 |
Votes: 17 |
Rating: 2.47 |
| 17. |
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Coaching --- A Secret Ingredient for Effective Leadership by Rick Johnson |
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A prerequisite for effective leadership is the ability to coach
your employees. Don't confuse coaching with mentoring. There is
a suttle difference between coaching and mentoring. |
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Distributed: 2006-07-13 10:00:00 |
Word Count: 1161 |
Page Views: 3248 |
Votes: 16 |
Rating: 2.13 |
| 18. |
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Are Employees Really Your Most Precious Asset? by Rick Johnson |
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I have yet to walk into a company during my thirty five years in
the industry that didn't have some form of this statement about
the value of employees printed somewhere. However, when I think
about it, I almost want to puke. Why? Because the majority of the
company's that make this claim have no idea what it really means
to treat their employees like their most important asset. |
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Distributed: 2006-07-11 11:00:00 |
Word Count: 733 |
Page Views: 3395 |
Votes: 19 |
Rating: 2.26 |
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