Whenever you introduce yourself, the person you meet is not the most important audience  You are the most important audience. Here’s why.   I like to ride bicycles. I’m not super fit. And I’m not super fast. But I like riding, and in weak moments occasionally even think of myself as a “cyclist. ”  So occasionally I ride in mass participation events like gran fondos. View Details

It’s frustrating when you’re asked to take care of tasks that you aren’t actually responsible for — especially if it happens often.   But say “It’s not my job” a few times and aside from the risk of being terminated, you’re also putting yourself at risk for becoming a mediocre worker. View Details

The biggest reason young, talented workers leave for new jobs? They’re not learning enough, writes Diane Stafford of the Kansas City Star:  “Hirers often complain that their young workers jump ship quickly. A study published this summer in the Harvard Business Review confirmed that young top performers—the workers that organizations would most like to stick around—are leaving in droves. View Details

By Henry Neils  In some ways it was a typical breakfast meeting. The waitress was pleasant, the eggs were average, and the restaurant was full of busy people. We shared a cup of black, coffee-like substance, and the first few times my client took a sip he managed to spill quite a bit of it. His trembling hand was just one of the symptoms of his burnout. That’s why we were meeting. View Details

Negative, disruptive employees have a way of multiplying in the workplace, creating a toxic environment. Therefore, it’s important to identify and deal with these employees quickly.   When an employee is not performing on the job, is chronically late, or is repeatedly insubordinate, the consequences are obvious and well defined. Most companies maintain protocols to deal with employees who are clearly violating company policy. View Details

Are you looking for more than just a better job? Are you looking for a more rewarding profession, one that better aligns with your skills, interests, values, and plans for the future? If so, be prepared to face a lot of reflection and planning.   It’s important to take a serious look at the many possibilities and outcomes before you jump into a new career or field. View Details

GO OUT ON A HIGH NOTE  You might think it’s obvious that certain sentiments should never be included in a letter of resignation. But you might also be surprised at what some people think is acceptable to include in this final communication between employee and employer. Be sure you craft a well-written letter by first taking the time to gather your thoughts. Maintain a professional and positive tone throughout, and proofread your letter carefully. View Details

A funny thing happened on the way to your job — you found yourself mired in a mid-career crisis. But the good news is you’re not alone. Like its reliable first cousin, the midlife crisis, a major career dilemma is common and practically expected. Indeed, it’s probably something you can count on.   Instead of trying to avoid a mid-career crisis, consider the benefits of being prepared for one. View Details

The average American worker today stays at his or her job a mere 4. 4 years, according to a recent Forbes article, while Gen Y’ers (those born between 1977 and 1997) are leaving in a fraction of that time—91 percent expect to stay in a job fewer than three years. View Details

The hope for every college graduate is that they will find employment. Beyond that, they hope to find employment in their field of study in school. Their hope continues to expand to finding a sustainable job, with a company where they can stay and enjoy a career. View Details

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This blog is NOT about the capabilities of our HR brethren. I’m a huge fan of HR for the support, value, and role they play. This is about making sure your sales goals are clearly represented.   Last year SBI conducted extensive research utilizing 9 forms of discovery, reviewing over 35,000 data points and interactions. View Details

Picture someone you know who is incredibly talented: an athlete, a musician, a scientist.   You probably wish you had been born with some type of gift, right?   You were.   “We are often taught that talent begins with genetic gifts—that the talented are able to effortlessly perform feats the rest of us can only dream about. This is false. View Details

If you knew two little words that could improve your sales, you’d use them, wouldn’t you?   When you see your customer has some reservations, it makes sense to get the issues out in the open, doesn’t it?   And after the ink is dry on the deal, you should make every effort to make sure your customer is satisfied, shouldn’t you?   So why all the questions? View Details

Over the past week I have been excited about an opportunity I had to speak with Michael Allemano. Michael is a professional recruiter based out of Toronto, Ontario. His success in recruitment has led him to starting his own successful recruitment agency, The Allemano Group. Over the years he has passed on career advice to me that took me to where I am today. View Details

You never want to badmouth your rivals. But there are other ways to highlight your strengths.   We live in a competitive world, and that means that you’ll frequently be drawn into situations where you need to sell “against” a competitor, rather than simply selling what you’ve got. View Details