Relationship Economics® Newsletter

April 2008

One Vision. One Mission.  One strategy with all of the firm's resources behind it. One Team with a deeply rooted belief in themselves and each other that they can accomplish – simply anything.  The willingness and ability to collaborate and execute quantifiable results.  Individuals, both within as well as external to the organization who leverage one another’s strengths to overcome strategic and tactical barriers. 

I wonder how many people can say that about their organizations?  How would you describe yours?  Here is ours… 

Stay tuned for more…

Adaptive Innovation to Retain Gen Ys

I struggle to put what I believe is an extremely diverse group of individuals in one bucket and paint them with a single, broad brush. But because the common practice has become to call them “Gen Y” or the “Millennium Workforce,” we’ll address them as such in this article.

Think about what defines this group. Most surveys suggest that they want to work faster and better than their peers. In particular, many seek assignments with clear set goals and manageable deadlines. But there are also some dangerous trends emerging such as the assumption that they are ready for a far greater level of responsibility than they realistically are on their first day on the job.

As Rod Beckstrom writes in his book, The Starfish and the Spider, the traditional pre-WWI command and control organizational structure is simply too much of my grandfather’s mentality for this group. Many tend to have a very short attention span. They get restless quickly, and similar to the notion of “if they don’t like your movie, they can get up and leave,” they are likely to do the same with any job.

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The 10 "Musts" to Enhance Your Sales Compensation Plan

Is your sales compensation plan working? How do you know? Can you drive better performance by improving the plan? How can you adapt to more effectively support your strategic goals with the least amount of disruption to your business?

Often, the sales compensation program is the weakest link between an organization’s strategic goals and its sales results. Poorly designed and grossly overlooked, the compensation plan can dramatically move the organization in the wrong direction. This translates into missed critical objectives with a high recovery cost. Conversely, if designed and implemented well, the sales compensation plan can motivate exceptional sales professionals and drive exponential performance of the company’s goals and objectives.

So, what are some of the fundamental issues in sales effectiveness and compensation?

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Relationship-Centric Team Building

I have yet to find anyone who will argue with the value of relationships or teamwork.  But as the traditional, often hierarchal command and control management models give way to more decentralized approaches, a new focus on socially networked and emotionally intelligent leadership is quickly emerging.  Many leaders are finding themselves as members of a number of teams including those that are virtual, autonomous, cross-functional and sometimes even focused on pre-mortem; hence the need for a much more relationship-centric approach.

As the need to build highly liquid, dynamic, effective teams increases, the available bandwidth to build and nurture these teams diminishes. Rapidly changing market dynamics coupled with limited resources, demand re-engineering, streamlining, and an increased demand for service, all makes most leaders feel certain that they must continue to do more with less.

Over a decade ago, the Peter F. Drucker Foundation surveyed thousands of participants, illustrating how focused feedback and follow-up can increase leadership and customer service effectiveness. A parallel approach can help leaders build effective teams without wasting critical resources.

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We've Moved!

Hope you found this month's Relationship Economics newsletter of interest and value.  We also hope you will use the "Forward to a Friend" button at the top to share these articles with others.

By the way, we recently moved our offices!  Here is the updated information:

BeOne Now, Inc.

3565 Piedmont Road, NE

Two Piedmont Center, Suite 318

Atlanta, GA 30305

P 1-888-339-1333 or 404-419-2115

F 404-419-2116

Best,

David

David Nour - CEO | Author | Social Networking Catalyst

Relationship Economics - Atlanta
404-419-2115 x9101
dnour@beonenow.com