by Shaun Heuerman | Dec 16, 2010 | Employee Motivation, Employee Training, High Performance, Profitability and Growth, Workplace Culture
If I had a nickel for every call I’ve received over the years that went like, “Well, we spent about $250,000 on sales training. It helped for a month or two, but to be honest, we didn’t receive any return on investment,” I could bail out the...
by Shaun Heuerman | Dec 2, 2010 | Profitability and Growth, Sales & Marketing, Sales Process
Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?...
by Shaun Heuerman | Nov 18, 2010 | Effective Leadership, Employee Motivation, High Performance, Profitability and Growth
Last week I made a new friend—Tom Voccola, author of The Accidental CEO. Tom took something I’ve talked about for 20 years and put it in context with a picture—a pyramid with six levels. I’ll describe it for you. At the bottom of the pyramid is the...
by Shaun Heuerman | Oct 28, 2010 | Customer Success, Profitability and Growth
This is YOUR time. Never has there been a better time to pick off your competitor’s top clients. Here’s why: 1) Your competitors are napping. They are consumed with asset quality. They think they have a pause button that says, “All else on hold while we clean up this...
by Shaun Heuerman | Oct 21, 2010 | Profitability and Growth, Strategic Planning
There is speculation that the Mongolian goat rodeo in the economy is over. It may be. And for many banks, it was the best time ever—a time of extraordinary breakthroughs and results. And what a time of opportunity! Think about it this way. Imagine that none of your...
by Shaun Heuerman | Sep 30, 2010 | Employee Motivation, High Performance, Profitability and Growth
How do you get people to do what they’re supposed to do—not sometimes, not sorta, but consistently and for real? This month I met an executive who said something that shocked me. He said that only 40 percent of their people are meeting their goals. FORTY percent!!!...
