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Management & Leadership

“Simple things are always the most difficult.” - Carl Jung

When Corinne Hill became the Executive Director of the Chattanooga Public Library in 2012, she found out how simple, yet difficult, changing internal culture could be. Now the Chattanooga Public Library has been nominated as one of the top 32 libraries in the nation.

After working with Sandler Training, not only did Jonathan Frost see a 300% increase in his company’s revenue, but he also found someone who would invest in his own personal and professional growth.

Reason #1- As we all know, those in sales and business development often take NO personally. Somehow when they hear, “Please send me a proposal” it might be the most positive thing that salesperson has heard in a long time. I’m one step closer to landing a deal, a new client or repeat business. Awesome! At least it was not a no. Reason #2 - For some, working on a proposal is a way to creatively avoid the activity that they dislike the most, prospecting. “Ah, a break from all the stalls and objections; I have to put a proposal together today” is sometimes code for, “I don't have to prospect today.” Reason #3 - The company culture or management supports or rewards this type of behavior...either in some monetary way or verbally encouraging way. "Hey nice job in getting XYZ to send us a request for proposal...we have been trying to crack their lineup for years." Reason #4 - There are some who believe in the old adage of "if at first you don't succeed try, try, again…" Heck I remember...

An interruption is anything that stops the forward momentum of a thought or action. While once limited to a ringing phone or knock at the door, the frequency of interruptions is increasing as workplace communication tools evolve. Although interruptions can be reduced, they cannot (and should not!) be eliminated altogether.

According to an article in The Economist, unsuccessful hiring is “the single biggest problem in business today.” The Harvard Business Review corroborates that, stating that up to 80 percent of employee turnover is due to bad hiring decisions.