Monthly Archives: December 2009

Selling to The ‘Attention Economy’

Today, buyers can find out everything – about almost anything – on the Internet. In fact, the Internet, in many ways, has become the great equalizer – creating enormous competition and changing the way entire industries conduct business. Not only can customers’ research companies and their products, they are also deluged with information from a […]

Rate Yourself on These Critical Competencies

Annual reviews are designed as a part of an overall performance management process. During the typical annual review, managers are usually assessed in a number of mission-critical competencies. Unfortunately, though well-intentioned, the typical review contains a number of flaws. First, adequate training in assessment areas is not always forthcoming. In fact, specific competencies are not […]