Scott Wintrip's Blog – August 2011 Archive (5)

Not All Priorities Are Created Equal

People often talk a good game of working smarter versus harder, yet, quite often their actions tell a different story. Never-ending to-do lists, over-flowing in-baskets, and 10-plus hour workdays are just a few examples.

The first issue to acknowledge is that people in our profession are great at reacting. The two things we often react to first are typically the task that is right in front of us or the one that is easiest to complete. Yet, most of the time, neither is the highest… Continue

Added by Scott Wintrip on August 29, 2011 at 8:37am — No Comments

The Consultative Conundrum

Ask most salespeople and they’ll tell you they engage in consultative selling. When asked how they accomplish this or ways in which they measure the effectiveness of their consultative approach, you’ll often get a convoluted answer at best. The reality is consultative selling has become another of the buzz words that people apply to a sales process that is anything but fully consultative.

To test if you are being a consultant versus just selling, try the following:

1.… Continue

Added by Scott Wintrip on August 15, 2011 at 8:22am — 1 Comment

Bright Spots – The Market Demand Report

As volatilityreigns in the financial and job markets, opportunities exist for candidates and staffing and recruiting firms as hiring demand continues to challenge the supply side of the equation.

Companies are currently looking for the following types of individuals, according to data from WANTED Analytics (www.wantedanalytics.com), and are having difficulty filling these roles due to the lack of qualified individuals:

Office…

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Added by Scott Wintrip on August 10, 2011 at 10:33am — No Comments

Nimble and Decisive

Reaching the final plan to raise the debt ceiling in the United States last week was anything but nimble and decisive decision making. As the dust settles from this fiasco, those of us running companies can learn from the example set in Washington of how not to create compromise, consensus, and buy-in.

Nimble and decisive leadership starts with a clear vision of the desired outcomes and engages input from the key stakeholders who constantly keep their sights tuned and focused on the… Continue

Added by Scott Wintrip on August 8, 2011 at 3:59pm — No Comments

Clearing the Clutter

As I removed some clutter from a closet at home this past weekend it reminded me of the three types of dangerous clutter clogging many companies: under-producing employees, unprofitable clients, and ineffective technology. Under-producing employees are taking up a valuable seat that costs your organization tens of thousand of dollars while unprofitable clients litter the calendars of multiple people in your firm, keeping you from finding and working with better customers. Ineffective technology… Continue

Added by Scott Wintrip on August 1, 2011 at 2:01pm — No Comments