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The Peter Principle in Reverse

Note from the Editor:  Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience.   Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise.  During his career at […]

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Sales Strategy Implementation: Why Culture Matters

Note from the Editor:  Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience.   Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise.  During his career at […]

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Help Them Help You: Good Managers Inspire Good Employee Performance

Gallup released its “State of the American Workplace” report, a comprehensive look at employee engagement and performance in the U.S. The study found that 30 percent of employees are engaged and inspired by their work, and at the other end, 20 percent are actively disengaged and uninspired. In the middle is the remainder: 50 million […]

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Implementation: Turning Sales Theory into a Reality

Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned.  The reader understands the basis of the information either theoretically, conceptually, and/or, as a practical matter, “gets” its significance. But, something might be missing and that something is: HOW do I do […]

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Helpful Resources for Confident Business Decision Making

Ah, company pride. Your business has grown from the one-person startup in your living room’s corner into a rented office space with 20 employees. You’re finally a major competitor in your market segment. It’s time to expand operations. You’ve made all the right choices for your business so far. To expand safely, you need to […]

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10 Principles of Change Management

Think of a Paradigm Shift as a change from one way of thinking to another. It’s a revolution, a transformation, a sort of metamorphosis. It just does not happen, but rather it is driven by agents of change. Change initiators would do well to involve their potential implementers early in the process, perhaps sharing responsibility […]

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How to Best Manage the Effects of Technology on Our Lives

The first two decades of the 21st century has brought upon all of us an array of very perplexed issues and problems which are, by their own nature, very difficult to manage and resolve to any level of satisfaction: Continuing world financial crises; New technical and scientific developments; Starvation of over 1 billion people across […]

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What Is a Chief Content Officer?

According to Wikipedia, “A chief content officer (CCO) is a corporate executive responsible for the digital media creation and multi-channel publication of the organization’s content (text, video, audio, animation, etc.) and is generally the highest ranking creative member of the organization. The Chief Content Officer is responsible for developing the organization’s content strategy, choosing content […]

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Content Marketing Not Working Out? Flatten Your Organization

The advent of social media has contributed significantly to the changing brand and company marketing paradigm.  Marketing speak is quickly being replaced by thought leadership.  A company or brands target audience is not interested in features and benefits of your products as much as they are interested in feeling that you are the expert in […]

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Managing in Times of Austerity: 5 Rules of Thumb

There are several terms not so pleasant to our ears that seem to dominate the news lately, terms like sequestration, spending cuts and most of all – austerity. The abundance of these subtractive terms in the media may well mean that they pretty much define the current situation, and we, as Managers, will need to […]

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Perform Strategic Management Right with a Balanced Scorecard

It’s (relatively) easy to come up with a corporate vision, with a mission statement, with a set of strategies.  But, when it comes to the execution of that vision and strategy, things become much more challenging.  This difficulty increases  as the size of the organization increases.  For proper strategic performance management, a number of methodologies […]

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staff suggestion system

Kaizen and Innovation in the Workplace

When employees leave–especially the good performers–this translates into a higher cost for employers to replace lost staff as well as a loss of talent, knowledge and innovative ideas. One of the things you can do to retain staff is to develop a culture for innovation in the workplace to enhance employee motivation and enthusiasm that […]

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