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 Article Directory   Author   Jonathan Farrington
 

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Published Articles:20
Total Article Views:5,687 (unique visitors)
Total Article Rank:1 /5 (1 Rating)
Jonathan Farrington
(USA)Author

Jonathan Farrington's Articles

Articles by: Jonathan Farrington

Recent Articles

New To Sales Management? - How To Quickly Establish Authority

Sometimes a new Sales Manager has to face awkward, contentious, embarrassing or tough issues. Difficult situations, you may have noticed, don’t tend to get easier if delayed or ignored. For the .
(February 13, 2007)
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 | Business | Visitors: 453

The Importance Of Working Together With Your Team

The principle of working together with your team should underpin how you operate. Managing people doesn’t just mean acting as overseer, to see that they get their work done satisfactorily. It ..
(February 14, 2007)
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New To Sales Management? Assess Your Team Sooner Rather Than ..

You need to begin to get the measure of people early on. Beware of thinking you are an expert psychologist, but do: Listen to what people say and how they say it Read between the lines Check ..
(February 20, 2007)
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 | Business | Visitors: 438

What Should An Effective And Professional Sales Team Appraisal .

I have always worked with the following formula: Attitude + Skills + Process + Knowledge = Success Therefore, when measuring my teams, I always ensure that I benchmark against that criteria: A ..
(February 27, 2007)
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How We Conceived And Delivered "The Top 10 Sales ..

From conception to launch - in less than eight weeks… That may not be a world record but it certainly felt like one! Creating the “Top 10 Sales Articles" brand has been a fascinating and hugely ..
(April 05, 2007)
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Do We Need Leaders Who Are Left-Brained, Right-Brained Or ..

I have always known that the very best sales professionals are predominantly right-brained: I also suspected the Finance Directors and Technical Directors were predominantly left-brained – so where .
(March 14, 2007)
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Conducting Appraisals - The Essential Skills

All managers expected to carry out performance appraisal should have some training. Ideally this should not just be on the skills of performance appraisal – the ‘how’ to do it, but also on ..
(March 14, 2007)
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Engineering Team Spirit Is An Essential Leadership ..

A very good friend and ex-client of mine runs a highly successful information technology service in the South of England and his private-sector customers include many Times Top 100 companies. We ..
(March 06, 2007)
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 | Self-Improvement | Visitors: 198

What Happens When You Have Too Many Sales Leads?

Few marketers will question the value of sales leads generated by direct mail and other direct response methods. However, a poorly integrated lead generation programme can actually reduce the overall .
(March 06, 2007)
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 | Business | Visitors: 237

How To Plan And Prepare For An Effective Appraisal

Both parties should prepare for an appraisal meeting beforehand if a successful outcome is to be delivered. The person conducting the meeting or the appraiser should: Consider how well the ..
(March 06, 2007)
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What Leadership Was And What It Has Become

Leadership was once about hard skills such as planning, finance and business analysis. When command and control ruled the corporate world, the leaders were heroic rationalists who moved people around .
(March 06, 2007)
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Negotiation - Understanding Your Sources Of Power

One of the main differences between negotiators is how confident they feel when negotiating. Typically, the more confident we feel, and the better we are prepared, the more successful will be the ..
(February 27, 2007)
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New To Sales Management? Begin With Your People In Mind

Before you do anything, have the likely expectations of your people in mind. They will tend to define a good manager as one who: Is positive and enthusiastic Has vision (sees the longer /broader ..
(February 27, 2007)
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 | Business | Visitors: 212

Poor Performance - Your Options For Dealing With It Effectively

Poor performance is an issue that faces any manager from time to time. You can deal with it in several ways: Put up with it (not to be recommended) Re-brief or train to allow performance to ..
(February 11, 2007)
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Leadership - The Importance Of Remaining Focussed On The ..

“My interest in the future is because I am going to spend the rest of my life there” Charles Kettering All action that you take must be predicated on the necessity not only to create an ..
(February 11, 2007)
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Leadership - Some Thoughts About Structure, Self-Sufficiency ..

The organisational structure of a team is important. Who does what, how one job relates to another, the lines of reporting and communication – all affect effectiveness. This is something to ..
(February 11, 2007)
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Reactive Salespeople, Pro-Active Salespeople And Vilfredo ..

In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty ..
(January 24, 2007)
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Successful Sales Leaders Focus On The Present But Always Have ..

“My interest in the future is because I am going to spend the rest of my life there” Charles Kettering All action that you take must be predicated on the necessity not only to create an ..
(January 24, 2007)
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 | Business | Visitors: 210

Sales Leadership - Some Thoughts About Structure, ..

The organisational structure of a team is important. Who does what, how one job relates to another, the lines of reporting and communication – all affect effectiveness. This is something to ..
(January 24, 2007)
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 | Business | Visitors: 221

Negotiation - Tactics, Tricks And Threats

Most successful negotiators recognise that the way people involved in negotiations behave does not always reflect their true feelings or intentions. We are going to look at negotiating tactics that ..
(January 24, 2007)
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