Carl Eidson
Carl Eidson博士，Wilson Learning业务发展和经销商网络的副总裁。他领导和辅导着一个由100多家独立分销商组成的虚拟团队，从多伦多延伸到布宜诺斯艾利斯。为了远程影响结果，他利用创新的通信技术和虚拟领导技能为销售能力发展、营销活动和以客户为中心的推广活动创建系统。他拥有工业和组织心理学博士学位，并在《应用心理学杂志》、《绩效表现》、《国际挑选与评估杂志》、《商业与心理学杂志》等学术期刊上发表过关于选拔顶尖人才的论文。他经常在专业会议上发表关于绩效改善的研究和实践的演讲。
Written By Carl Eidson
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文章: 3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude
If your organization is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. 了解更多
文章: 8 Tips for Team Survival in the New Economy
With shifting consumer demands, disruptive new technologies, and unpredictable financial dynamics, today's organizations have to be more agile and work faster to adapt if they want to thrive in the new economy. While senior leaders need to always be looking forward, anticipating trends and making decisions just ahead of the curve, the unit of the organization responsible for flawlessly executing these complex, ever-changing strategies is the team. 了解更多
博客: Building Cultural Competency (8 October 2010)
A culturally diverse project team breaks down because team members can’t make a key decision that is core to the team’s mission. Some team members claim others are spending too much time off task and failing to share critical information. Other team members say the team leader is forcing decisions too quickly without allowing time for conversation, thought and consideration of alternatives. The executive sponsor is mystified. She wondered: “What’s the problem with this hand-picked team of high performers and how do I get them back on track?” 了解更多
文章: Burned Out and Stretched Too Thin: Tips to Re-Engage Your Team
It seems there are two types of disgruntled people in our current economy: those who don't have jobs and those who do. Why? Because for each person who has left an organization, the ones left behind are working harder, feeling overworked and underappreciated, and often being underpaid. 了解更多
博客: Can Your Sales Managers Answer the Critical Questions Burning in the Minds of Salespeople? (8 October 2009)
In these tough economic conditions, it’s easy to believe that most sales forces are doomed to poor results and low morale until the economy turns around. But is this really the case? My informal observations across 10 companies and 8 industries would suggest—NO. 了解更多
博客: During Growth Mode, Don’t Neglect Your High Performers (31 July 2013)
As organizations begin to hire and onboard new talent, it is easy for managers to make the mistake of spending all their time bringing new hires up to speed and redirecting those who are off track. This is a classic mistake that often leads to neglect of those high performers who appear on the surface to be highly engaged and self-motivated. The problem lies in the energy continuum where, at one end, those with low engagement underperform and “rust out” as they wait and see what is expected. At the other end of the energy continuum are the highly motivated team members who work so hard they are at risk for burnout, yet no one is checking in on them – or worse, managers are delegating even more to them without engaging them. 了解更多
文章: Getting Back to Growth Mode: Tips to Re-Engage Your Workforce
Things are looking up. Businesses are starting to grow again, and new opportunities are cropping up slowly but surely. Many companies are adding staff carefully, building the resources necessary to manage this new activity. New business calls for organizations to change their approach and their attitudes around engagement. 了解更多
博客: Leading by "Remote Control" (5 November 2009)
One of our managers just had a group of employees move to home offices. As he described the situation, he acknowledged some worries. “What if they’re not as productive?” he asked. “How do those who are not used to working independently keep from getting distracted? How do I keep them motivated and focused?” 了解更多
文章: Learning Transfer Made Easy: 4 Lessons Learned from Experience
If you ask a busy learning professional about learning transfer, you'll likely hear two things: First, it's very important; second, it's very hard. So what is it about the process that makes learning transfer so challenging? 了解更多
博客: Let's Stop Handling Objections! (11 January 2011)
Consider this scenario: The customer says, “The competition has the same thing you have, but the price is lower.” What does the sales rep do? Possibly point out differentiators and highlight the value to the customer. If that doesn’t work, free value-adds might be thrown out to entice the customer to buy. And what if the customer continues to maintain a hard price position? In my experience, the salesperson will often end up giving in to the customer’s demands, lowering the price or margin or both, sacrificing profitability to save the sale. 了解更多
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