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 | 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 14, 2010 | High Quality Loans, Sales & Marketing, Sales Process
We’ve seen easier times. Remember when loan requests just walked through the door? That was nice while it happened, but you may not want to hold your breath waiting for the “good old days” to return. This may be the new “normal.”...
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!!!...
by Shaun Heuerman | Aug 12, 2010 | Employee Motivation, High Performance, Purple Cow
“WHOOOOOO’S HOT?” I shout this into the microphone at ballrooms full of bankers in city after city. After I yell, “Whoooooooo’s HOT?” each table of ten goes nuts trying to get my attention. They shout, they whistle, they cheer, they...
