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Constructive confrontation in the workplace

To successfully navigate workplace conflict, managers must be able to confront team members in a positive, productive manner. Whatever the situation, whether two people are actively quarreling, or whether one person’s behavior is impacting the entire work culture, a manager must be able to step in, take charge and do so in a way that does not contribute to the drama.

Business

The importance of traditional follow up

Many working professionals are exchanging established means of follow up, such as phone calls and face-to-face meetings, for quick messages over social media or e-mail, and it is impacting their business relationships and bottom-lines. They sacrifice professional courtesy in an attempt to appear casual, and regardless of the many ways we can now communicate, when it comes to follow up, the best practices are the traditional practices.

Business

Six tips to creating peerless value at work

Given the rapid pace of change in most organizations, it is likely that you have—at least on occasion—considered the value you add (and what you have invested in it). Value is the return on investment benefit that your company enjoys because of your unique contribution to clients, colleagues and work product. It also includes things like how you enhance the company brand, introduce innovative approaches or facilitate breakthrough solutions that impact the bottom-line. The degree of value you uniquely bring to your company is directly correlated with your irreplaceability.

Business

Use improv to improve your business skills

Susie and Ron had been working together for eleven years and had been managers for the last three. Ron was struggling with the challenges of getting his organization to perform at a high level. He had noticed that Susie consistently stayed within budget and not only met—but exceeded—her goals.Ron saw Susie in line at the company cafeteria and asked if he could sit with her at lunch. After some small-talk, Ron shared his struggles with Susie and jokingly asked what her secret was. Susie mentioned that she had been taking improv classes for a few years and not only were they a lot of fun, they helped her overcome her fear of speaking in public and make a bigger impact in meetings.

Business

Team accountability: Harsh or helpful?

Every turn of the calendar people make New Year’s resolutions. Every election politicians say that the government leaders need to be held accountable. And every year organizations tell their leaders, “We need to hold our people to their words and actions.” Yet—just like New Year’s resolutions—these scenarios for accountability fall drastically short, as the mirror of accountability is often blurry with ego. This means that as leaders we see ourselves as actually holding our people accountable and feel that it’s the others that are failing or not following through.

Business

Leading in crisis: Four decision-making traps

Leadership in crisis is ultimately about decision making. Other critical steps, such as recognizing and isolating the crisis prepare you to make decisions, while the deployment of resources are based on the decisions made by the leader. The pivotal point in any crisis is the making of the decision about how one will deal with the crisis. Unfortunately, without recognizing the four traps of decision making, it is too easy to make the wrong decision.

Business

Three steps to keep a sale moving forward

Steve was frustrated because he was encountering the same problem over and over. He had a successful meeting with a prospect that expressed interest in his products. The prospect asked lots of questions about the product line and seemed genuinely interested in doing business with him. At the end of the meeting, the prospect told him to reach out in a few weeks when things have settled down. Steve called the prospect several times over the next month, but the prospect never responded. Steve, like so many salespeople, is left waiting and hoping that eventually the prospect will return his calls.

Business

Five sales obstacles and how to overcome them

Veteran salespeople know that while every customer is unique, the obstacles to a sale are predictably the same and occur rather frequently. Once you understand these obstacles and the strategies to overcome them, you will have all of the tools you need to make the sale.

Business

Hunting in a farmer’s world

Everyone in business is either a Hunter or a Farmer. The working style that fits you best isn’t really a matter of choice, nor is it determined by your job description. It is ingrained by eons of cultural evolution. The working styles of a hunter and farmer are markedly different. Hunters are linear. It is their nature to focus on the kill. A hunter moves toward a goals, and on reaching it begins to immediately look for another objective to accomplish. A farmer’s work is cyclical, tracking the seasons from planting to harvest. Their evolutionary traits apply to an office environment as well as the outdoors.

Business

The five steps of successful team building

The NFL has 32 teams, not groups. Teams. All teams are groups, but not all groups are teams. Calling a group a team doesn’t make it one. That’s the team myth. Too many business owners and executives think of “team” as a label. It’s not. A “team” is an achievement; a dynamic process that includes talent, focus, motivation and sacrifice. It has a personality, preferences, and a unique culture.

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