Physical Security Executive Commentary

  1. 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.

  2. 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.

  3. 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?

  4. 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.

  5. 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).

  6. Israel’s Bookshelf: New Year’s Edition
    1/14/2015

    If I am completely honest with all of you, I buy way more books than I read. On average, I probably buy three or four books a month. In addition to those books, I normally get three or four a quarter sent to me from publisher and marketing friends in hopes that I will be part of the social media team that will help promote the book. I say all of that to make the point that the books that I suggest in this column are the ones that I don’t simply read, but that I engage with … books that significantly impact my thinking.

  7. Vital Steps For Sales Success In 2015
    1/5/2015

    This article is going to address some numbers that most salespeople and business owners overlook. But, these are truly the vital numbers, or metrics, that will spell tremendous success for you and/or your team in 2015. Most of us recall the old mantra of “calls plus demos equals sales.” And, that’s true, but it is not as effective a philosophy today as it was back in the last century.

  8. Will 2015 Mark The End Of The Backup Appliance?
    12/30/2014

    And, if so, what does that mean for your margins?

  9. Ask Coach: What’s The Process Behind Developing A Leadership Team?
    12/23/2014

    How do I develop a true leadership team? Well, that’s a topic that could consume an entire library of books! That said, let’s see if we can’t whittle the topic down to a manageable scope. Beginning with the end in mind … effective development always starts with defining success. Said differently, ask yourself if you have a clear sense for what a real leadership team looks like?

  10. Books Services Providers Can Reference Again And Again
    12/23/2014

    As we wrap up 2014, I wanted to give my Service Manager Brethren a few of the books that have helped me in an operational or managerial capacity over the last 15 years. Some of the books are pricey and are more like text books than typical business book fare.

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