Jan 19, 2017

Motivation the Sandler Way

Mike Crandall is an experienced Sandler Trainer who works with business owners to create and implement professional development strategies to foster the growth of individuals, teams, and organizations. Mike currently heads a Sandler Training center in Oklahoma City, Oklahoma.

 

Most motivational programs fail for one simple reason: they fail to take into account that people come to work for their own reasons, not those of the company or management, says sales and management trainer, Mike Crandall, in MOTIVATIONAL MANAGEMENT THE SANDLER WAY: How To Get Salespeople And Other Employees To Do What You Want Them To Do... For Their Reasons. Incentives need to be individualized, which means managers need to understand what makes each employee tick.

 

This requires effort, to be sure, but the rewards in the form of a highly motivated workforce can be enormous. “Employees show up at work each day for their own unique reasons, not the manager's," says Crandall. "If you're a manager and your aim is to motivate someone, your job is to find out what that unique reason is."

 

Amazon Book Link: http://amzn.to/2jVj2WL

 

Sandler Training is designed to create lasting "performance improvement" rather than the motivational "quick fix" typical of many seminar-based training programs. Sandler Training is a world leader in innovative sales, management, and leadership training.

 

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Nov 8, 2016

Lean Marketing with Kata

This is the third video of three introducing Lean to Sales and Marketing. It is aimed at mature companies, and even more focused on companies practicing Lean in operations.

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Nov 24, 2014

Lean Mapping Consists of More Than 1 Tool

I found Steven Borris use of Lean Mapping quite different in his book Strategic Lean Mapping. One that included Big Picture Map, Process Mapping, Capacity Mapping, Value-Stream Mapping, and closing with how to use this information for better problem solving and decision making. The tools within the maps are quite common for a Lean Practitioner. Listen and enjoy the Scottish Accent.

Steve is a manufacturing advisor and continuous improvement expert and does this at Productivity Jigsaw.

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Sep 30, 2013

Successful Practices using The Silva Method

I have been familiar with The Silva MethodTM for many years and have not always been a proponent of it. Jose Silva had no formal education and had little in the way of any evidence that what he taught was correct. In spite of all this, he created what we refer to today as an info-product around a practice that had little if any traction in the western world. He practically single-handily brought meditation to the Western World. This program or info-product was contained in one of my first audio cassette programs called The Silva Method: Home Study Course.

I have this on and off-going relationship with meditation for over 25 years. In recent years, I have gravitated back to meditation finding it away to clear my thoughts and, as a result, a better form of engagement. I always attested to the old Zen saying, “to take a deep breath, you must first exhale.” To engage and collaborate with others, you must be willing to first let go. I found the Silva Intuition System based very much on the same principles. One thing that I always liked about the Silva Method is that it was guided meditation versus just a meditative practice. It was a process, and most of you know how I like a process!

A long time trainer of the Silva Methods, Majorie Dearmont was gracious enough to appear on the Business podcast. Marjorie brings insight, understanding, depth and humor to her presentations and has received numerous Awards of Excellence and Special Achievement from Silva International through the years.  She is a member of the Silva International Advisory Board and a Certified Silva Success Coach.

You can find Marjorie at http://marjoriedearmont.com.

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Aug 12, 2013

Framing Big Data, part 2 of 2

Let us say you have Google or even Facebook – you have a billion users. It is almost impossible for Google and Facebook to understand whom their customers are. Intuition or even just like talking to some customers is going to give you an extremely biased view. You are going to basically base your entire description of one billion people based on interactions with what a hundred people? Having the data and the numbers are really important. Like we said previously, completely trusting the numbers and the analysis is also very foolish. You need human intelligence to interpret these numbers. It is really an interplay of the numbers and your interpretation because ultimately, even though the numbers will never give us cause of information – they can never really tell you with certainty that A causes B, it would tell you that A is related to B. It is human interaction that is needed that kind of tie these things all together into a credible story. Forget the notion that you will find one story that is correct, and everything else is wrong. All we are trying to look for is a story that is our best story, given our constraints of what we can and what we cannot.

…says Kaiser Fung, author of a new book, Numbersense a previous book, Numbers Rule Your World: The Hidden Influence of Probabilities and Statistics on Everything You Do and the popular blog, Junk Charts.

Kaiser Fung is a professional statistician with over a decade of experience applying statistical methods to marketing and advertising businesses. He holds an MBA from Harvard Business School, in addition to degrees from Princeton and Cambridge Universities. He is Vice President of Business Intelligence and Analytics at Vimeo, a high-quality video hosting platform for creative people. He previously worked at Sirius XM Radio, American Express, [X+1], Exodus Communications, and Sonus Networks. He is also an adjunct professor at New York University teaching practical statistics.

This is the second of two podcasts with Kaiser. The first one posted last week, Framing Big Data, part 1 of 2.

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Aug 5, 2013

Framing Big Data, part 1 of 2

If you have two sets of researchers who are telling you contradictory things, and they have their own data sets to support it; how do you tell which one is believable and which one is junk. In Numbersense, what I try to do is to give people, as you say, a framework to start thinking about how you would interpret all these things out there.

…says Kaiser Fung, author of a new book, Numbersense a previous book, Numbers Rule Your World: The Hidden Influence of Probabilities and Statistics on Everything You Do and the popular blog, Junk Charts. Kaiser Fung is a professional statistician with over a decade of experience applying statistical methods to marketing and advertising businesses. He holds an MBA from Harvard Business School, in addition to degrees from Princeton and Cambridge Universities. He is Vice President of Business Intelligence and Analytics at Vimeo, a high-quality video hosting platform for creative people. He previously worked at Sirius XM Radio, American Express, [X+1], Exodus Communications, and Sonus Networks. He is also an adjunct professor at New York University teaching practical statistics.

This is the first of two podcasts with Kaiser. The second one will post next week.

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Jul 22, 2013

Uncovering Compelling Insights

Steve Portigal. author of Interviewing Users: How to Uncover Compelling Insights, is the founder of  Portigal Consulting. He has interviewed hundreds of people, including families eating breakfast, hotel maintenance staff, architects, rock musicians, home-automation enthusiasts, credit-default swap traders, and radiologists. His work has informed the development of mobile devices, medical information systems, music gear, wine packaging, financial services, corporate intranets, videoconferencing systems, and iPod accessories.

Steve speaks regularly at corporate events and conferences such as CHI, IxDA, Lift, SXSW, UIE, UPA, UX Australia, UX Hong Kong, UX Lisbon, and WebVisions. His articles about culture, design, innovation, and interviewing users have been published in interactions, Core77, Ambidextrous, and Johnny Holland. He blogs at www.portigal.com/blog and tweets at @steveportigal.

Steve was gracious enough to secure a discount code for the book, IUBUSINESS901 for 20% off,  if purchased through Rosenfeld media, Interviewing Users: How to Uncover Compelling Insights.

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Sep 10, 2012

Lean 3P is PDCA on Steroids

Well said by author Allan R. Coletta of a new book The Lean 3P Advantage: A Practitioner’s Guide to the Production Preparation Process. Development of the 3P process is attributed to Chichiro Nakao, a former Toyota group manager and the founder of Shingijutsu company. The accepted meaning of 3P is Production, Preparation, Process. AllanColetta.jpeg

Allan is a chemical engineer with an extensive background in manufacturing operations, supply chain and engineering, gained while working in the chemical process and healthcare diagnostics industries. Allan is a practitioner more so than an author and I believe you will enjoy that perspective.

Toyota delivers product designs on schedule 98% of the time (as stated by @flowchainsensei on twitter). Now, I am not sure how I can confirm this statement except that I believe this source to be accurate and even if Bob was 50% wrong, it would mean Toyota still exceeds the majority. However, after interviewing Allan and reading the book, I can understand and believe that statement. This is an excerpt from the book:

Lean 3P is a powerful enabler for invention and innovation because it creates a structure and a process for people to create both independently and collaboratively. However, 3P is not presented as a "one size fits all" means of creating brilliant new products that takes us from "blue sky" to product launch. It might work like that in some instances where a new product is a variation of an established product or in organizations where the same team is inventing, developing, and working together to launch a new product. With additional experience the role of 3P in the full product development will likely expand. For companies new to Lean 3P, the question might be how 3P will integrate into existing product development processes.

A recent blog post, Applying Lean in the Lean 3P Design Process contains a written excerpt from the podcast.

I talked to Allan for a rather long time and had to shorten the podcast. I chose to cut his acknowledgments of several people that include Andy Johnson, Maria Stopher, Ken Rolfes and two former Business901 podcast guests, Drew Locher and Ron Masticelli. I apologize to any that he mentioned and I failed to here.

Allan’s Lean experience started while serving as Site Manager for ICI Uniqema’s largest Specialty Chemicals plant in North America and continued to expand is his role as Senior Director of Engineering for Siemens Healthcare Diagnostics. His passion for manufacturing and engaging people in continuous improvement continues to grow through personal application of Lean principles. Allan serves on the Delaware Manufacturing Extension Partnership’s Fiduciary and Advisory Boards, and is a member of the Delaware Business Mentoring Alliance. He is also a member of the American Institute of Chemical Engineers and the Association for Manufacturing Excellence (AME).

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Aug 15, 2011

Games maybe your only chance to attract the best and brightest talent

Games have changed the way we play and the way we work. In the  blog post Salesforce.com's Chief Scientist on Why Gamification is the Future of Work, it says,

Rangaswami outlines how and why gamification will shape the future of work. As a new generation of knowledge workers land in jobs at organizations big and small, they're bringing with them different expectations and are motivated differently than workers once were. One way to motivate those workers is by incorporating game mechanics into the workplace, especially when it comes to rewarding worker performance.

One way to motivate those workers is by incorporating game mechanics into the workplace, especially when it comes to rewarding worker performance. honweb.jpg

I decided rather than discussing gaming with a bunch of 50 year old marketers it might be better to just go to Gemba (the real place). I found one of the top Gamer’s in the world and  discussed with him the art of gaming. His insights into teamwork, respect for people and planning skills are interesting. After listening to this podcast, I think you may find less to worry about in the future generation. In fact, the number one reason your organization needs to understand gaming is it may be your only chance to attract the best and brightest talent in the future.

My guest, Peter is part of a highly rated team (sGty) playing the game Heroes of Newerth, HoN.  Peter can be found @peterpandam on Twitter where he posts the time of his live stream games. The recorded streams are available on Justin TV. His Facebook page is Peterpandam.

Related Information:

Is every Boardroom discussing Gamification? Is yours?

Three more ways to Improve your Marketing!

The Strategy of the Fighter Pilot Revisited

Lean Thinking: Prototype early and often

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Jan 18, 2010

Is Differentiation the same as Business Survival

A recognized senior executive leader and business consultant, Roy Osing knows what it takes for businesses to survive in today s chaotic times and achieve extraordinary levels of performance. With over 30 years experience creating and building businesses, he possesses an in-depth knowledge of what it takes to immunize organizations from failure and catapult their performance to extraordinary levels. Osing is an accomplished speaker and presenter. He presents his ideas in a compelling and entertaining style that captivates and motivates audiences.

OsingWeb.jpgHow is your book different than other business books?

There are three aspects of my work that I think make it unique in the highly competitive business book market.

First, it is a practical ‘how to’ book not just a theoretical approach. My book shows the reader how to implement the concepts that I advocate in very simple terms. It is a book at “playing field” level, not at the 50,000 foot level. From my observation, most other business improvement literature discusses the theoretical appeal of taking a particular course of action but doesn’t really give the reader a specific roadmap to follow to successfully implement them in their organization.

Second, the ideas I present to the reader have been ‘road tested’ in the real world. I have successfully implemented them in businesses varying in size and complexity. As experience shows there is a big different between an idea that conceptually should work in an organization and an approach that actually does work in the human dynamics that pervade every human enterprise. My readers can be confident that if they choose to go down the BE DiFFERENT path success awaits!

Third, my book is different from others in that the BE DiFFERENT ideas I advocate include all of the critical functions of an organization. I offer ideas to thrive and survive in the areas of business strategy development, marketing, sales and customer service. Most books that I have seen focus on a specific area of expertise, like marketing for example, and give the reader a vertical slice of high level guidance. My book, on the other hand, provides in handbook fashion detailed guidance in each of the critical functions of an organization; possible only because of my broad background as a successful business executive.

I hope you enjoy the Business901 podcast.

Related Posts:

Be Different or Be Dead Author Roy Osing Interviewed

Have you Achieved Expert Status?

The Book: Be Different or Be Dead, Your Business Survival Guide

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Sep 23, 2009

Lean Six Sigma Advocacy at Xerox

This week podcast guest was Aqua Porter, a Vice President of the Corporate Lean Six Sigma Strategy at Xerox CorporaAquaPorter.jpgtion. She is an advocate for Lean Six Sigma at Xerox and has led many Black Belt projects including the nomination of Black Belt candidates and the growth of Xerox Team Accelerator. Team Accelerator is a workshop program that utilizes the Belbin Team Role system to help teams draw on the strengths of each team member and work together. I seldom find the enthusiasm that Aqua brings to the Lean Six Sigma world. If you need your Six Sigma team to get pumped up about their next Six Sigma project this might be the podcast for them.

Aqua Porter has been with Xerox since 1984 and has held a variety of positions including Engineering, Marketing, Product Development, Purchasing, and Manufacturing and Supply Chain Management. She is a senior manager with extensive experience in all phases of product development and delivery, and is adept in building strong teams who deliver exceptional business results.

Xerox has made a major commitment to using Lean Six Sigma tools and methodology - both to drive improvements in our own business and to deliver measurable results for customers. Our unique, disciplined approach involves analyzing business processes and identifying ways to eliminate both errors and unnecessary steps. Xerox Global Services looks for ways to deliver improvements quickly and focus on leveraging your existing IT investments. From streamlining paper-choked workflows to automating labor-intensive functions, the results can be remarkable.

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