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People skills

Poison Pill: How to Deal with a Toxic Employee

No employer ever wants to think of any employee as ‘toxic’ or ‘poisonous’. Yet anyone who has ever worked with or managed a large team of people can attest that there is occasionally an individual who is so negative and damaging to the workplace that he/she is secretly thought of as a ‘poison pill.’ It could be an employee who is great at her job, but speaks to customers with utter contempt. It might be a stellar salesperson who is a top producer but treats support staff like lowly peasants. Perhaps it is a manager who is wonderful to customers but rude and harsh to his direct reports. Or maybe it is an employee who says all the right things to management but then turns around and bad mouths the company to other employees and customers. Whatever the scenario, the problem of a poisonous employee is not one that can be ignored.

The real problem with a poisonous employee is that, like a poison pill dropped in a well of fresh water, he or she can contaminate the entire source. Left untended, that individual can create problems with customers, other employees and management. But dealing with a poison pill employee can be tricky business, especially if the person is great at what they do. How should a company handle the hostile employee that threatens the harmony and success of the team? The answer is carefully but decisively. Continue reading

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The Power of a Winning Smile

It used to be that a salesperson or company employee could deal with a client for months or years by phone, mail and (most recently) by email and never know what they looked like or vice verse. The advent of social media, digital photography and video has changed all that. Most businessmen and professionals now have a profile on at least one social networking site (LinkedIn, Twitter, Facebook, Pinterest, Google+, etc.). Such profiles often feature the person’s picture. Suddenly, a salesperson or employee is not just a faceless name and a headless voice. A picture makes the person ‘real’. Seeing an actual face establishes a deeper connection. And, arguably, the most important part of a person’s facial expression is the smile.

Ironically, if you Google the term “winning smile,” the top ranking results are for dental services. In the world of search engines, smile equals teeth. But in the world of business, a smile actually equals trust. A person’s look / expression can either inspire trust and confidence or conjure doubt and misgivings. A genuine smile (not to be confused with a grimace or fake smile) generally denotes pleasure, sociability, happiness and/or amusement. Smiling is something that is understood by everyone despite culture, race, or religion. Internationally known, cross-cultural studies have confirmed that smiling is a positive means of communication throughout the world. There is even evidence that smiling actually has a positive effect on business, sales and ultimately the bottom line. Continue reading

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To Get Satisfied Customers, Start By Controlling Expectations

No matter the business or industry and no matter if they are referred to as clients or customers, the key to their satisfaction often starts long before the product or service being provided is received. Customer satisfaction actually begins with expectations… and those expectations are often set by salespeople who are trying to make the sale. But if a customer’s expectations far exceed or outstrip the level and quality of the good or service to be provided, it is inevitable that the client will be disappointed or worse. If high expectations can result in disappointment, then the logical conclusion would be to lower customer expectations. The problem is that if a customer’s starts out with low expectations from a company, there is a good chance they won’t be patronizing that establishment much longer. What is a company to do?
The first step is to understand that clients can be demanding and will sometimes have expectations that are unreasonable. Unmet expectations, even if they are totally unreasonable, are a recipe for unhappy clients. Setting (finding the happy medium between overpromising and under-delivering) and controlling client expectations is one of the best things any professional can do whether an attorney, Realtor, mortgage lender, property owner, or accountant. etc. There are steps to ensure you have a happy and satisfied client at each stage and the conclusion of a matter. Continue reading

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The Best Time To Work: Early Birds, Night Owls and Intermediates

Virtually every organism on the planet — from bacteria to humans — has a circadian clock, a biological timing mechanism that oscillates with a period of about 24 hours and is coordinated with the cycle of day and night. And while it runs independent of external cues, it is influenced by sunlight, temperature and food availability. This internal ‘body clock’ guides the best time for many activities. The observation of this process in humans was mentioned in Chinese medical texts dating back to around the 13th century. Referred to as the circadian rhythm – from the Latin ‘circa’ meaning “around” and diem meaning ‘day’, this timekeeper guides activities of the body including the best times to eat and sleep.

Almost every function of the body oscillates during the day according to this clock. For example, body temperature is regulated in part by this internal clock. The body’s temperature is lowest around 5am, just before waking in the morning, and highest in the late afternoon. This may have some bearing on heart attacks, which are most common in the morning hours. There are indications that the circadian clock also helps to regulate metabolism. When altered or hindered, that biological clock can wreak havoc in the body. For example, people can experience fatigue and dizziness, known as jet lag, when crossing time zones. Others suffer from depression when living in places with minimal daylight/sunlight such as Alaska.

This internal clock seems to also impact a person’s chronotype; that is whether the individual is a morning person, a night dweller or somewhere in between. A person’s chronotype affects their productivity at work. How so? While a person’s chronotype may not seem like an important employment variable, it has a profound impact on every employee’s creativity, attitude, problem solving skills, and ability to socialize. And those variables have a direct impact on the bottom line of every business. It helps to understand how a person’s chronotype should fit with their work hours and demands.
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Managing Employee Requests for Time Off

Vacations are necessary for employees (and employers) to rejuvenate and recharge their batteries. For most, a summer vacation is a care-free time away from the non-stop grind of ‘work, work, work.’ But for business leaders and division or department managers, the summer means an influx of requests for time off. The same is true during holiday seasons such as Passover/Easter, High Holy Days, and Thanksgiving. While vacations and holidays may be a happy-go-lucky time for some, it increases the workload and stress level for others. Multiple requests for leave may arrive at the same time. Vacation requests may coincide with other requests for time off such as maternity leave, family reunions, jury duty, and/or sick leave for medical issues. Conflicts are inevitable. What is a boss to do?
Processing employee requests for vacations or leave needn’t be a nightmare. To minimize leave stress, the key is to set clear policies and plan well in advance. When followed, there are best practices which can help minimize problems with those taking leave and those who will cover for them while they’re gone. Some of these strategies may seem strict or even harsh but, in the long run, ensures the overall well-being of both the staff and company. Continue reading

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Mind Matters – Part 2

Everyone wants to have a good memory. It is essential for career success. But there are a multitude of factors that impede memory. Common memory reducers include things like lack of sleep, stress, vitamin deficiency and trauma. Less common memory cripplers include such factors as illness, diseases such as Alzheimers, poor blood flow to the brain, brain hemorrhages or injuries, and tumors. Beyond all these, there are a multitude of additional variables – such as ways that the brain works — that impact memory. Often memory is affected in ways that neurologists haven’t even begun to understand. Indeed, scientists agree that memory is one of the functions of brain that is still not well understood.

However, every day, researchers are learning more about memory…. How memory works and how it can be helped to work better. While memory research had previously been focused on what happens when a memory is first formed and on what happens when a memory is retrieved, it is the in-between time when it appears many aspects of memory storage happens. Numerous studies are finding that sleep is actually an important tool in the memory retention process. Here are the latest strategies and research on sleep and how it may be the key to improving memory.
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Mind Matters – Part 1

Professionals are always looking to have an edge over their competitors. Most people want to be successful, and bring their “A Game” to every endeavor. A big part of performance in any career is mental capacity, acuity, and agility. Memory plays a big part in that. However, until the last few decades, scientists and doctors understood very little about how memory works, where memories are stored, and what might improve or harm memory. But in the last 50 years, science has made great strides in understanding memory and the human brain.

Indeed, memory is one of the purposes of the brain, and it is described as the ability to protect acquired information consciously and connect it with the past. Having a good memory is a crucial ability in everyone’s life. History is peppered with scholars and leaders whose memories were so remarkable that they never forgot any information they learned in the past. Simonides of Ceos who lived 5th century BC was able to keep in his memory thousands of poems. Cicero was known for his ability to remember names. Ferdinand Marcos, the former Philippine dictator, claimed to have memorized complicated texts in one glance. He could recite the Philippine Constitution forward and backward. He also passed the Bar Exam in 1939 with an almost perfect score at 98%. When his score was contested and he was forced to retake an oral Bar Examination, he got a perfect score.

Everyone wishes they had such a good memory. However, many people complain about forgetfulness and weakness of memory. Nowadays, forgetfulness has become a very common problem among both young and older people. There are many variables that can impact memory. Let’s dub them memory killers. Here are just a few. Continue reading

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It’s Showtime – Part 2

Once again, you or your company is sending a team to attend the biggest trade show or conference of the year. The top salespeople have been approved to attend. A lot of pre-planning was done to ensure that the company’s investment in sending a team to the show will generate a great return. After all, management will want to know after the show if the money spent was worthwhile. It is important to ensure that attendance at any trade show generates a solid return.
Preparing in advance is the first step. Everyone on the team needs to understand the goals for the conference and that the conference experience should improves business and enhance the bottom line. Here are practical tips for staff to get the most out of every trade show or conference attended. Continue reading

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It’s Showtime… Almost!

Every serious profession in the world has a multitude of trade shows and conferences catering to the sales, marketing, networking and professional development of its members. While there are always local, regional and state shows, each national trade association has one monster annual show that is not to be missed.

Trade shows and conferences serve a multitude of purposes. They facilitate sales and sales pitches from a wide variety of vendors and businesses. Potential buyers can shop around while vendors get to show off what they have to offer. Attendees are also able to interact with many vendors of products and services in one concentrated location. Vendors also benefit from being in a place with so many potential customers. They have the opportunity to see what their competitors are doing, and if they are being successful at it. They can also gauge if new market trends are worth following. A business can create a new image or reinforce an existing brand. It also provides an excellent opportunity for vendors and attendees alike to gain new knowledge by receiving tips, tools, and strategies. For start-ups, trade shows and conferences are an excellent way for the business to make themselves known and for their leadership to learn more about the industry. Conference attendees are also able to attend a multitude of seminars and roundtables to help sharpen the saw.

That said, it is not enough to just show up at the show and soak up the ambiance in a scattered, haphazard way. To get the most from a conference or trade show, it is important to prepare for the show well and then leverage every opportunity once there. While it is usually clear what a vendor must do to prepare for a show, it may not be so obvious as to what an attendee should do to prepare for an important show Continue reading

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Servicing the Internal Customer

Customer service is a topic that strikes a chord (often a sour note) with many. Some industries, such as air travel and cable / internet providers, are riddled with complaints about poor customer service. Their reputations for mistreating customers are the stuff of nightmarish legends. Other industries or companies are known for their excellent customer service. Apple. Ritz Carlton. Mercedes Benz. These companies consistently provide customers with five-star service. In fact, Ritz Carlton prides itself on delivering six-star service! Regardless of what a company does, builds, makes or provides, the ability to meet the needs of the client or customer is key.

However, if you ask most business people to identify their ‘customers’ or ‘clients’, 99% will inevitably point to the folks spending money to purchase their products or services. Those are the ‘external customers’. Most will not identify their own colleagues and coworkers as ‘customers.’ But, indeed, many of the people who work for a mid-sized or large company don’t actually deal with the external customers or clients who are buying the products or services. Most of the staff of any company are actually ‘behind-the-scenes’, cogs in the machinery that allow companies to function, such as accounting, marketing, HR, IT, production and operations. These people seldom, if ever, speak to or meet an external client or customer. Instead, they provide services that make it possible for others in the company to meet the needs of the external customer. They service the ‘internal customer.’ Unfortunately, internal customer service is even more replete with bad service. Yet, the internal customer is as important as the external customer. Why is that and how does one go about improving a company’s internal customer service?
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