The Importance of Frequent Business Assessments

While speaking with many small to mid-size businesses throughout my career, I have come to find out that many don’t have an updated understanding of where their organization fits within the Healthcare IT arena. Sometimes they rely on their business partners to help educate them but often times these partners may have conflicting business interests […]

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Chaos in the Industry

Something is in the air…and it is bringing about massive changes. I see healthcare like I see the weather. There are experts out there who claim to know everything and predict everything but often times they get things wrong or a wind sweeps in and changes the day. Some of the biggest players in our […]

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First Quarter Results

Every sales professional in the U.S. knows the importance of first quarter results. If you do not hit your numbers in the first quarter, then your probability of hitting your numbers for the year drops dramatically. At that point, you are fighting an uphill battle the rest of the year. Not good if you report […]

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Hiring and Providing a Career Path for Your Employees

In today’s world, it is relatively easy to find good employees….however, it may be difficult to keep them if you don’t mentor them, grow them and offer career opportunities. When I look at building entry-level sales teams, I always use my friend and preferred college resource network. For entry-level positions, this is often times the […]

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Importance of Manners and Sales

Often times in the sales world it is so easy to get bogged down with prospect outreach, constant internal/external communications, reports, calls and trying to hit your quota.  Many sales reps have the constant pressure of making the next sale and moving on to meet revenue goals of the company.  Often times being overwhelmed leads […]

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Behavioral Assessments

One thing I have come to know through the years is that people love to learn and talk about themselves. Most people enjoy reading horoscopes and usually enjoy taking tests about their personalities.  Don’t believe me, hop onto Facebook for a while and you will see tests measuring your personality,  IQ, math skills, etc.  You […]

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Early Preparation for 2016

It is never too early to start preparation and planning for 2016. It is common knowledge that if a company has not hit their sales targets by first quarter and definitely second quarter, then it is highly unlikely they will finish out the year above quota.  If this has happened to your company, then you […]

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“Availability” Behavior Burnout

Over the past several decades, technology has exploded in corporate America. Cell phones, smart phones, e-mail accounts, Wi-Fi access points, laptops, tablets, apps, cloud services have all been introduced in the past 20-25 years. These technologies are available to everyone and to all businesses 24×7 … in our hands. They have transformed how we all […]

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Servant Leadership

I have been in Corporate America now for almost 25 years and had the opportunity to work for several different types of companies-public/private, large/small.  Each has their own Pro’s and Con’s. However, when the dust settles, there are some companies that stand out and the reason is quite simple.  They adapted a pro-employee, Servant Leadership […]

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