Physical Security Executive Commentary
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It’s Time To Rebrand Your Sales Team
2/19/2015
Recently a co-worker of mine forwarded a WSJ article addressing why it’s so hard to fill high paying tech sales positions. The article came as no surprise to me, as the sales positions I have been trying to fill the last couple of years have presented challenges. It’s hard to fathom why, in this economy, folks aren’t jumping at the chance to earn $75K+, right?
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The Year Of The Services Provider: 5 Ways To Avoid Security Breaches
2/19/2015
A new security breach seems to hit the news every week, and services providers must take proactive steps to make certain that they — or a partner provider — don’t unknowingly add an organization to the growing list of victims.
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Ask Coach: Making Your Team Part of Strategic Planning, Part 1
2/19/2015
How do you invite your team to be part of strategic planning? Coach: Instead of “invite,” “engage.”
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An MSP Lists The Top 4 Features Of An RMM Solution
2/9/2015
I remember when starting my business I purchased remote monitoring and management (RMM) software because the salesperson told me that I would be able to call my clients when their printer ink was low. I thought that was a great feature, so I bought the RMM tool. I figured if it could do that it should be able to handle the basics as well — even though I really didn’t understand what the basics were at the time
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6 Steps To Conquering The “Channel Evolution Challenge”
2/9/2015
There doesn’t need to be fear in the channel. But VARs, agents, and systems integrators who hand off prospects to services providers stand to lose revenue — and the customer — forever. This nightmare scenario is commonplace for companies that fail to expand their solution menus, stay educated on new options, and team with master agents with a broad services portfolio.
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How To Apply The Principles Of Effective Metrics
2/6/2015
A few weeks ago, I wrote about the “Quest for the Holy Grail of Metrics”. In that post, I talked about some principles that I recommend using to build a set of metrics to help in three critical areas. Those areas are customer satisfaction, profitability, and employee engagement.
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Why To Use The “New Math Of Sales Excellence”
2/6/2015
The purpose of this report is to explain why the typical sales organization that believes that sales is a numbers game is correct, but not accurate. I know my words may be a little confusing, but bear with me for just a moment. As always, sales is a numbers/activity game, but the numbers have changed.
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The Top 5 Traits To Look For In A Sales Rep For Your IT Solutions Provider
2/5/2015
Love ‘em or hate ‘em. Sales reps run the gamut between all-star and dead weight. What should you look for before you pull the trigger and hire one?
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7 Must-Haves For Retail IP Video Solutions
2/5/2015
In today’s retail universe, fully one-third of employees are estimated to commit theft against their employers. As companies cut employee hours, loyalty seems to suffer, and 27 percent of retailers say they are seeing increased levels of employee theft. Amazingly, 37 percent of theft is attributed to managers.
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Your Top 5 New HR Habits For 2015
1/14/2015
Happy 2015! The start of a new year brings so much hope, promise and excitement for us all, both personally and professionally. And while many business owners and managers have spent the last few weeks focused on strategically planning execution of their 2015 business plans, I would suggest few have given much thought to their HR strategic plans. So here’s my shortlist of HR “habits” every leader and company, big to small, needs to incorporate into their 2015 plan (and every year thereafter).