Absenteeism and presenteeism are ubiquitous in the workplace, making a huge negative impact on the effectiveness of organizations. Absenteeism--when employees have an unscheduled absence--is related to a loss of around $2,450 USD per employee per year. Presenteeism--when employees are physically at work, but they aren’t actually working--is harder to quantify. But scholars argue that this [...]
Wouldn’t it be amazing if there was one universally effective sales tactic that would work on every buyer? Unfortunately this does not exist, otherwise everyone could sell! Effective sellers must determine which of several sales tactics matches each buyer’s current needs. But how do you know what sales tactic to use when? Luckily, research finds [...]
One important aspect that sets apart successful people from the rest is how they deal with setbacks. Imagine that Elon Musk stopped thinking differently just because he was bullied when growing up, or that JK Roling quit writing after she received 12 rejections from major publishers. Imagine that Stephen Hawking, who was diagnosed with one [...]
Sales is a complex, dynamic, and sometimes a frustrating environment. Employees regularly must think on their feet to deal with various obstacles and rejections. Constant setbacks and stress can lead to work burnout, including loss of motivation, exhaustion, and lowered creativity and focus. Sales performance is therefore not only determined by how well you can [...]