January
2003
Just doing more of what you do best can dramatically improve your sales performance. But knowing that is the simple part. The tough part is finding out how to do what you do best in your present role -- or finding another role that allows your selling talents to shine.
Shortly before filing for bankruptcy, United Airlines announced an ambitious new plan. Instead of promoting discounts, wider seats, double miles, or free movies, the airline would take a different route to emerge from its financial woes: a rededication to customer service. But will this strategy work?
How can managers engage their employees and boost performance? The co-author of Follow This Path and First, Break All the Rules shares six strategies that the world's greatest managers use to manage the emotions of the teams they lead.
Before managers can improve it, they must first understand the key elements that foster -- or ruin -- morale. And short-term fixes, like tweaks in commission plans, new contests, or even giving away BMWs, won't cut it.