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    How To Boost Sales Channel Performance
    Let's talk about how many companies use third party distribution channels to leverage their overall organizational resources to increase sales. In today's day and age, a lot of companies are using third party channels for reselling and supporting their products. Those channels include OEMs, system integrators, value added resellers, manufactures reps, agents, and distributors, among others. And they are used both domestically as well as internationally to push product out through multiple channels to their target markets. Yet many companies view this channel activity as being something that's free and easy to attain and don't necessarily focus the right resources on really developing and managing the right channels that would optimize their sales performance.We see a lot of companies that set up and sign up third party resellers for their products, but gain very, very little actual sales performance from them. The reason for this is really twofold. First of all, without a very rigorous selection process, signing up a third party channel doesn't necessarily lead you to su
    y to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not

    The Right To Be Rich
    There is nothing wrong in wanting to get rich. The desire for riches is really the desire for a richer, fuller, and more abundant life; and that desire is praise worthy.There are three motives for which we live; we live for the body, we live for the mind, we live for the soul.No one of these is better or holier than the other; all are alike desirable, and no one of the three--body, mind, or soul--can live fully if either of the others is cut short of full life and expression.It is not right or noble to live only for the soul and deny mind or body; and it is wrong to live for the intellect and deny body or soul.We are all acquainted with the loathsome consequences of living for the body and denying both mind and soul; and we see that real life means the complete expres- sion of all that people can give forth through body, mind, and soul.Whatever you can say, no one can be really happy or satisfied unless their body is living fully in every function, and unless the same is true of their mind and their soul. Wherever there is unexpres
    Have you ever experienced an unhealthy work environment? While most of us have, the majority of us does not or can not find ways to improve the toxic situation. I have a few suggestions on how we can, individually, change the landscape of the corporate world.

    Like a lot of women who found themselves in corporate jobs over the years, I never planned on a business career. I was either going to be an operatic soprano or a Broadway star, so I didn't look too closely into the whole business thing. My dad took the train every day to his job as a magazine publisher, and I saw him bring home a briefcase full of papers every night. That was about the extent of my exposure to the business world. When I was in music school in New York, I would pop into my dad's office every now and then to borrow ten dollars. I got out as quick as I could.

    Ten years later, I was a corporate person myself and working hard at my fast-moving, fast-growing technology employer. One day, a bunch of us twenty-something's were brainstorming in a conference room, throwing ideas around and having a great planning session. We were all peers and contemporaries, so it was easy to get some great collaboration going. All of a sudden, the company's CFO - a really lofty guy several levels up the organizational chart from any of us in the room - opened the door and walked in. He asked a question of one of us, and the guy, John, jumped out of his seat. "Uh, yes, I've got those figures right here," he says in a yes-sir-anything-else-sir! kind of voice. I was amazed. The guy's whole demeanor, body language and tone of voice changed. All of a sudden, Mr. Collaborative Peer Interaction turned into Mr. Corporate Brown-Noser right in front of our eyes. After a few moments, the CFO left and I turned to John. "Whoa," I said. "That was weird! What happened to you? Are you afraid of that guy or something?"

    That was a lesson for me. The whole room went silent. I had committed a sin - I had pointed out something that was embarrassing to admit. A lot of the people in the room would have done just what John did, in the face of big authority. I didn't mean my question as an insult, but it came across that way; I wounded John by suggesting that he was one person to his peers, and another person to one of the company big shots. It was true, but it was hurtful too, because nobody likes to think that they kowtow to authority. No one likes to acknowledge it, but a lot of people do it. It wasn't even necessary for him to act that way - it was automatic. The CFO walked in, and he jumped up and played the subservient role. He probably wasn't even aware of it. It was habitual. It was part of the corporate fabric. I wasn't supposed to mention it - bad form on my part.

    This is one of the things that corporate folks buy into, little by little and without meaning to, as they settle into corporate workplaces. You suck up to your boss, just a little bit, or for some people, a lot. You aren't authentic. You don't even know why. Maybe because I was an opera singer who wandered into the corporate arena, I stayed an outsider and observed things like this - a junior anthropologist. I thought that these corporate-get-along behaviors were weird, and sad. I'm happy to act a part if someone's doing a theatrical production, but otherwise, very honestly, I'd prefer to be myself.

    And so I would talk to people about this. "Why do you think Joe said what he said to John in that meeting?" I would ask. "Everyone knows Joe wants to run John's department, can't John see it?" Oh man, they would say to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not s

    Managing is Like 50 First Dates
    If you saw the Drew Barrymore/Adam Sandler movie, 50 First Dates, a few years ago, Drew's character lost her memory each night so when she woke up, her boyfriend, played by Adam Sandler, had to make her fall in love with him every day.Perhaps managers and franchise owners should take a page from the script. No, we don’t want employees to fall in love with managers or owners personally, but we do want them to fall in love with working for the concept. We want our guests to fall in love with us so they return everyday.Each day you get started, you need to do whatever you can to make both the employees and guests fall in love with you again. For employees, start with basics such as greeting them when they arrive; having all the tools they need to do their job; having high standards and a clean, well-maintained facility; appreciating their efforts; providing ongoing training, cross-training or development; and thanking them when they leave.As often happens in personal relationships, these things are taken for granted and people leave. Hence, think 50 First
    lf and working hard at my fast-moving, fast-growing technology employer. One day, a bunch of us twenty-something's were brainstorming in a conference room, throwing ideas around and having a great planning session. We were all peers and contemporaries, so it was easy to get some great collaboration going. All of a sudden, the company's CFO - a really lofty guy several levels up the organizational chart from any of us in the room - opened the door and walked in. He asked a question of one of us, and the guy, John, jumped out of his seat. "Uh, yes, I've got those figures right here," he says in a yes-sir-anything-else-sir! kind of voice. I was amazed. The guy's whole demeanor, body language and tone of voice changed. All of a sudden, Mr. Collaborative Peer Interaction turned into Mr. Corporate Brown-Noser right in front of our eyes. After a few moments, the CFO left and I turned to John. "Whoa," I said. "That was weird! What happened to you? Are you afraid of that guy or something?"

    That was a lesson for me. The whole room went silent. I had committed a sin - I had pointed out something that was embarrassing to admit. A lot of the people in the room would have done just what John did, in the face of big authority. I didn't mean my question as an insult, but it came across that way; I wounded John by suggesting that he was one person to his peers, and another person to one of the company big shots. It was true, but it was hurtful too, because nobody likes to think that they kowtow to authority. No one likes to acknowledge it, but a lot of people do it. It wasn't even necessary for him to act that way - it was automatic. The CFO walked in, and he jumped up and played the subservient role. He probably wasn't even aware of it. It was habitual. It was part of the corporate fabric. I wasn't supposed to mention it - bad form on my part.

    This is one of the things that corporate folks buy into, little by little and without meaning to, as they settle into corporate workplaces. You suck up to your boss, just a little bit, or for some people, a lot. You aren't authentic. You don't even know why. Maybe because I was an opera singer who wandered into the corporate arena, I stayed an outsider and observed things like this - a junior anthropologist. I thought that these corporate-get-along behaviors were weird, and sad. I'm happy to act a part if someone's doing a theatrical production, but otherwise, very honestly, I'd prefer to be myself.

    And so I would talk to people about this. "Why do you think Joe said what he said to John in that meeting?" I would ask. "Everyone knows Joe wants to run John's department, can't John see it?" Oh man, they would say to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not

    10 Trade Show Tips
    Ten Ways to Increase Leads at your next Trade Show1. Research the show carefully before you decide to exhibit. You can save yourself a lot of heartache by knowing exactly what size and type of trade show you are attending.2. Start planning well in advance of the trade show. Poor planning can result in unexpected costs and a poor showing.3. Make a list of measurable goals. If you do not know what you are aiming for, you will never do well at a trade show.4. Make sure your display offers attendees of the trade show with a unique way to view your products and services. You need to stand out in order to be memorable.5. Listen to your attendees, do not just bombard them with your sales pitch.6. Be sure your booth is adequately staffed. Trade shows are long events (often lasting three or four days in a row at eight to twelve hours a day). Unless you have super-human endurance, chances are you'll need some help to stay fresh and alert.7. Find out who you are talking to. You need to quickly assess whether you are talking to a decision
    Whoa," I said. "That was weird! What happened to you? Are you afraid of that guy or something?"

    That was a lesson for me. The whole room went silent. I had committed a sin - I had pointed out something that was embarrassing to admit. A lot of the people in the room would have done just what John did, in the face of big authority. I didn't mean my question as an insult, but it came across that way; I wounded John by suggesting that he was one person to his peers, and another person to one of the company big shots. It was true, but it was hurtful too, because nobody likes to think that they kowtow to authority. No one likes to acknowledge it, but a lot of people do it. It wasn't even necessary for him to act that way - it was automatic. The CFO walked in, and he jumped up and played the subservient role. He probably wasn't even aware of it. It was habitual. It was part of the corporate fabric. I wasn't supposed to mention it - bad form on my part.

    This is one of the things that corporate folks buy into, little by little and without meaning to, as they settle into corporate workplaces. You suck up to your boss, just a little bit, or for some people, a lot. You aren't authentic. You don't even know why. Maybe because I was an opera singer who wandered into the corporate arena, I stayed an outsider and observed things like this - a junior anthropologist. I thought that these corporate-get-along behaviors were weird, and sad. I'm happy to act a part if someone's doing a theatrical production, but otherwise, very honestly, I'd prefer to be myself.

    And so I would talk to people about this. "Why do you think Joe said what he said to John in that meeting?" I would ask. "Everyone knows Joe wants to run John's department, can't John see it?" Oh man, they would say to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not

    Business Partnerships: Negatives and Positives
    An individual diving into business ownership is a risk. An individual has to deal with all of the decision making regarding hiring and finances. Furthermore, individual business owners also have to attempt to overcome their weaknesses and present them as strengths.Due to the difficult decision making needed and the incredible amount of skill involved in owning your own business a lot of people like to involve themselves in partnerships but just like any other relationship, business partnerships have negatives and positives.1. One positive of a partnership is an increased amount of contacts. 2. Another positive is that one persons strengths can make up for another ones weaknesses. 3. An additional positive is that having financing coming from multiple sources is a great asset to any business. 4. Partnerships also allows for more ideas to develop. Two heads are better than one when it comes to creating ideas and problem solving.Below are some negatives involved with business partnerships. 1. The profits have to be split. With a partner you are
    ate fabric. I wasn't supposed to mention it - bad form on my part.

    This is one of the things that corporate folks buy into, little by little and without meaning to, as they settle into corporate workplaces. You suck up to your boss, just a little bit, or for some people, a lot. You aren't authentic. You don't even know why. Maybe because I was an opera singer who wandered into the corporate arena, I stayed an outsider and observed things like this - a junior anthropologist. I thought that these corporate-get-along behaviors were weird, and sad. I'm happy to act a part if someone's doing a theatrical production, but otherwise, very honestly, I'd prefer to be myself.

    And so I would talk to people about this. "Why do you think Joe said what he said to John in that meeting?" I would ask. "Everyone knows Joe wants to run John's department, can't John see it?" Oh man, they would say to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not

    Basic Restaurant Customer Service Do's and Dont's
    Once you have started out on a new restaurant venture, luring many customers isn’t too difficult, but in order to ensure that your business stays profitable, you have to strive for repeat customers. Which means, you have to make first time customers happy so they will come back and also tell others. It is here that good customer service holds the key as it forms the essence and lifeblood of any business irrespective of the industry.So it follows that good customer service is the most important aspect of your restaurant business as well, perhaps even more important than the quality of food served. And in good customer service, the SMILE is the most important element. The essential attributes of cordiality, warmth and affability are all enshrined in the radiance of a "SMILE". The smile sets precedent to smooth communication between you and your guest, allowing you to serve him better. Even the food they say, tastes better when conjured by hands of love and served with a smile. Even in a telephone conversation, a smile should be mandatory for it reflects in the tone of voice. I
    y to me. You have a lot to learn. Corporate politics is part of the game. Saying one thing when you mean another is part of the game. And I would say, "Why?" or "That is idiotic."

    In retrospect I guess I was lucky to find employers that would keep me on the payroll, given that I would often call attention to these strange behaviors. It wasn't until a few years later that I first heard the word "dysfunctional" and saw how truly dysfunctional so many corporate workplaces are. People greeting each other with big hugs when one was actively trying to get the other one fired. Back-room machinations to discredit peers, maneuvering and posturing....and at the time, mine was a relatively healthy company, politics-wise. Since then, I've been in corporate environments so toxic you could hardly breathe. And the oddest part is that people in these snake pits would go about their business, not saying Boo about the bad air and the downright evil atmosphere. Why?

    Because it's hard to name this kind of thing. Because you have to find a sympathetic ear in order to even discuss the problem. Because you don't know whom you can trust. Because the same politics that rule the workplace can get you fired if you dare to mention the problem. Because, because, because.

    I don't think that any of us on our own - apart from CEOs and owners in their own companies - can change the state of fear-driven, internally competitive and non-collaborative enterprises. We can't do it on our own, as employees. But there is something we can do. We can make a vow, if we work in such a place, to bring our own selves to work every day. You don't have to make the entire company healthy. But you can create a zone of health around your own desk, or workstation, or office.

    How do you do this? You do it by taking responsibility for adult communication in all of your interactions. So, when someone says to you, "There goes Christine again, acting like the queen of the universe," you say "I can see you're bothered by what Christine said. Have you talked with her about it?" There is no benefit, and tons of harm, in talking about people rather than talking to them. It's hard to confront problems directly. But not doing so not only doesn't solve the problem. It adds to the atmosphere of mistrust, of deception, and undercurrents of hostility. You can fight this by deciding not to participate. You can ever so gently remind other people of the pit that they've fallen into, just by refusing to fall yourself.

    But if you make this change - if you refuse to play the political game - won't you embarrass and thereby anger people, by presuming to be better than they are? I don't think so. You become a Quaker, as it were - you aren't judging, but you're not going to get into the political battles, either. Let's say you heard that Norman has only bad things to say about you. You go see him. "I was sorry to hear that you seem to be upset with me," you say. Perhaps, no one has had this conversation in your company, ever before. "I would like to talk with you about that and get the problem resolved."

    Don't you owe yourself the gift of being who you are, even at work? Especially at work, because if you're asked to engage your brain for eight or ten hours a day, how can you turn your other organs (including your gut, the most reliable sense organ of them all) off?

    In a small way, taking responsibility for your own interactions, being yourself at work just as at home, and for breaking free of the culture of blaming, is a huge step. In a really troubled workplace, you may be called a few names by the people most bought into the fear-driven culture. You can take that. Isn't it more important to know that you get to go to work and be who you are? I would love to see women lead this charge. One of the most discouraging things about the slow movement of women into senior level corporate jobs is the understanding that some of them, to get there, have compromised their integrity more than a little. It pains me when I hear a woman say, "To succeed in business, you just have to act like a man." For God's sake! (or Goddess's sake), what's the benefit of that? So women get to be in the business world only by being something other than themselves? If that's the deal, it's a bad one. Corporations won't benefit, shareholders won't benefit, and women won't have made it until we can come to work AND be ourselves - full of intention and integrity. I hope that we ho

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