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3 Steps To Turning "OK" Sales Into Unbelieveable Results!
Have you noticed that 90% of "How To" information about creating and marketing your own information-based products online is basic beginner stuff? Yet, every week we hear from those looking for help taking their business to the next level. ...

Does Your Business Need a Toll-Free 800 Number?
Should your business have a toll free number for customers to make sales, service and billing inquirers? The industry began in the early 1970’s and today most customers expect you to have it. Providing a toll free line can bring in a number of...

Only the Weak Ones Quit!
Only the weak ones quit. Is that true? There is a story of a CEO of a multi-national company who decided to withdraw a product from the market when it had consistently failed for nine months and eaten up millions of pounds in advertising,...

Sales and marketing terminology
Terminology / Acronyms ABC figures: This is the independently audited sales figure for all recognised publications in the UK. By using the ABC figure, you can quickly establish how much the advertising will cost per 1,000 readers. Account...

Why Small Businesses Fail (or Fail to Thrive)
Tammy, a skilled and gifted horticulturist, called me to discuss what she needed to know to start her own florist and landscaping business. She had been in the horticulture industry for 10 years and was incredibly skilled at working with flowers...

 
Army Ranger Reveals How to Control Corporate Stress


"Adopting the right attitude can convert a negative stress into a positive one." Hans Selye - the "father of stress" and founder of the Canadian Institute of Stress.

Every worker in America has heard of individual stress management techniques -- relaxation, meditation, and visualization -- good tools for getting through stressful periods. But if they're so great, why do we still have all this stress?

We're going to need something more than mood music, aroma therapy, and comfortable lighting to get beyond the stress of today's workplace. We're going to need management's attention because stress control is a leadership responsibility.

The US Army has plenty of experience with stress control as front line leaders strive to keep GIs on the job. Traditionally, the US Army has lost as many soldiers to stress as to enemy gunfire - a ratio of 1:1. The most elite units trim this loss to a ratio of 1:10 - one stress loss for every 10 wounded soldiers.

Regardless of the ratio, every front line soldier is critical to winning the battle. Commanders know that controlling stress under fire is as critical as food, fuel, and ammunition. The same holds true for corporate America. You can't get high productivity with high absenteeism.

Combat leaders watch for stress symptoms and take action. They are taught to "Know your troops, and be alert for any sudden, persistent or progressive change in their behavior that threatens the functioning and safety of your unit." (FM 6-22.5, "Combat Stress")

Specifically, front line leaders are taught to help overstressed soldiers in six ways:

Army Step 1. Reassurance

Corporate Solution: Some people need contact with the boss to assure them that things will turn out ok. Spend time to find out worker's concerns. Ask for their observations on recent events. Find out what they think about upcoming changes. Ask for their advice -- they'll admire you for demonstrating your trust. Simple remarks showing your confidence in workers can make a big difference.

Army Step 2. Rest and sleep

Corporate Solution: Its worth your while to offer some additional time off if stress is interfering with performance. Consider giving additional breaks to relieve mental and physical fatigue. Improved productivity will more than pay for the unstructured breaks that over-stressed workers will take on their own.

Find out what's needed to help employees get more rest at home. Bring in experts to teach the importance of rest and relaxation. Take a look at that overtime schedule; the extra work might be taking its toll in absenteeism, illness, accidents, and attitudes.

Army Step 3. Food and fluids

Corporate Solutions: You can influence how people eat by getting experts to teach the importance of proper nutrition. Make sure nutritious snacks are available alongside the junk food in vending machines. Provide healthy snacks mid-morning and mid-afternoon when energy levels begin to fade. The investment will pay off in better performance. Reward good health.

Army Step 4. Hygiene - bathing, clean uniforms

Corporate Solution: A scheduled break to get cleaned up before lunch or after a hard day of dirty work can pay off in a big way. Make sure everyone has the right protective clothing for the job. Extreme temperature and dampness create stress that can be easily relieved by proper apparel and hygiene breaks. And, as surprising as it might seem, some


employees do not have running water at home.

Not all of them have hot water. Not all of them have washing machines. Make these things available at your workplace or find alternatives. One-time arrangements can go a long way in helping stressed workers get their emotions under control and get their productivity up where it belongs.

Army Step 5. Discussion - A chance to talk about what happened, to tell war stories

Corporate Solution: Everyone benefits from a chance to tell about what went on. Some people are more sensitive than others. There is often great value in routine meetings to kick off the shift or explain the day's activities. Scheduling time before or after meetings to talk about what happened can relieve stress for those in the spot light. Team discussions after sales calls can help stressed workers understand the results and focus on what needs to be done.

In times of high stress, some people need to talk about what happened to others around them - family members, community tragedies. Managers can handle the day-to-day conversations and experts are available to address major stressors. Help workers tell their "war stories."

Army Step 6. Restoring identity and confidence with useful work

Corporate Solution: As soon as possible, over stressed workers need to return to their positions of responsibility. They need to see that (a) they can perform well (b) that management recognizes their efforts (c) and that life goes on. Emphasize small accomplishments. Find reasons to reward each person for their achievements.

GIs usually return to their jobs after a short rest, a hot shower, a chat with their supervisor, and a warm meal. Your people can do the same. Most of the time, they can continue in their jobs if you pay attention to their basic needs.

Watch for high stress period in your business cycle and schedule time to work on these six steps. You'll improve productivity and the workplace environment by taking care of your people. Your investment of time and money will be rewarded in better performance and lower costs.

Work with your human resources experts to assist those who are beyond your ability. Let the professionals take care of the severe cases while you take care of your other employees and get the work done.

Can you identify employees who are suffering from stress? Do you know what to do about it? Evaluate employee problems with an eye toward stress control. Send a blank email to toptenstressors@couragebuilders.com for a f`r`e`e article about the top ten causes of workplace stress.

Copyright 2004 - Dale Collie

You may publish this article electronically or in print f`r`e`e of charge. Just include my full byline and add a hyperlink for web postings. When you publish, please send a courtesy link or email to collie@couragebuilders.com.

Dale Collie (collie@couragebuilders.com) speaker and former US Army Ranger, CEO,and professor at West Point. Selected by "Fast Company" as one of America's Fast 50 innovative leaders. Author of "Frontline Leadership: From War Room to Boardroom," and "Winning Under Fire: Turn Stress into Success the US Army Way." (McGraw- Hil) Free newsletter upon request: MailTo:subscribe-956606571@ezinedirector.net


 

SellingPower.com | Solutions For Sales Management
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Journal of Personal Selling & Sales Management
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Manage Smarter - Performance Gateway
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The 5 Biggest Sales Management Blunders
Learn the biggest sales management blunders and how you can avoid them. Spending the necessary time wearing your sales manager hat will help foster a ...
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DEI Sales Management
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Reconnect Sales Management to Profitability - HBS Working Knowledge
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Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin.
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Personal Selling and Sales Management: KnowThis.com
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  • 10 profit boosting tips to increase the success of your affiliate program

  • 10 reasons why companies should start doing business online

  • 10 ways for entrepreneurs to find more time

  • 11 secrets to leadership in sales

  • 11 ways to elevate your sales

  • 3 steps to turning ok sales into unbelieveable results

  • 5 tips for savvy use of your home equity line of credit

  • 6 steps to laying out your competitive strategy

  • 7 explosive strategies to maximize your google adwords campaigns

  • 7 tips for product enhancement to increase your sales

  • 8 procedures to take control of sales and marketing

  • alarming marketing trend

  • are you still broke with 10 000 people in your downline

  • army ranger reveals how to control corporate stress

  • assumptions the hidden sales killer

  • astute pricing by sales representatives can expand profit

  • a new look for business in the future

  • a power technique for boosting sales

  • a profitable growth formula for sales managers

  • a real crm strategy or just tracking customers

  • bankers in denial

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  • boost your business sales with credit card payment solutions

  • building an email marketing list

  • businesses should specialise not generalise

  • business after the iraqi war

  • can a sales leaseback arrangement make investing in orlando investment more safe and reliable

  • cash flow management

  • cash flow profits and the cash conversion cycle

  • celebrating successes the power of compliments

  • characteristics of high performance teams

  • coaching for success

  • commodity sales prospecting ‹¨« how to stand out from your competitors

  • communicating value

  • conducting business through b2b e marketplaces

  • confessions of a reluctant saleswoman

  • create a positive upbeat can do workforce and dazzle the customer with your caring

  • creating your internet marketing plan

  • crm for beginners customer relationship management basics

  • crm sfa that accelerates sales the sales process integration approach

  • customer service and call center outsourcing whats the buzz

  • dialogue the four dialogic principles for successful communication

  • does your business need a toll free 800 number

  • doing business online private b2b exchanges

  • domain name and web hosting hell

  • dont shoot the sales team

  • do you feel overwhelmed running a web business try this

  • do you have a picture of your customer

  • do you need a personal assistant

  • easily slash your comms costs using web conferencing

  • education and outsourcing 2 ways to improve your business

  • einstein definition of insanity

  • entrepreneurship what does it really mean

  • financial services marketing insights a marketing compass

  • finding rest for the direct sales company mom

  • first the key to successful sales

  • five dirt cheap ways to increase sales in your cleaning business

  • five strategies to strengthen your companys financial management

  • five tips for analyzing an income statement

  • five top tips for a prosperous 2004

  • forecasting and surviving a layoff or downsizing

  • gaining business intelligence

  • get coached

  • good bye bobby knight and all the sales managers like you

  • grants loans free credit cards and credit repair the whole truth and nothing but the truth

  • hiring and retaining good employees

  • hiring the best sales athletes

  • how to beat the 80 20 rule in sales performance part 1

  • how to beat the 80 20 rule in sales performance part 2

  • how to build a repeat client base in automobile sales

  • how to create multiple revenue streams for your home business

  • how to create your own successful and profitable affiliate program

  • how to cut duty cost and increase profit as an importer

  • how to decrease profits without really trying

  • how to define your companys sales job part 1

  • how to define your companys sales job part 2

  • how to easily increase your profits

  • how to enhance quality in your business

  • how to find an investment advisor

  • how to get money back for your process and procedures investments

  • how to get rich with network marketing

  • how to identify a problem solver

  • how to improve your management procedures usability

  • how to increase sales with automation improvements

  • how to join the 5 of internet business real money making pros regardless of the products you sell

  • how to maximize account penetration and jump start sales

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  • how to meet quality standards with iso 9001

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  • how to start a business plan

  • how you can learn to be a better manager

  • hunters and gatherers are you serving both their needs

  • hurdles to cross cultural business communication

  • if it was easy everybody would do it

  • if one does not do any planning one is planning to fail

  • increase sales in your home business with these 10 simple ideas

  • increase your income through international trade

  • increase your influence increase your sales

  • increase your pipeline deploying the cost effective sales team

  • increase your sales by 30 using internet collaboration networks

  • increasing sales with customer interaction points

  • index

  • industry pro interview expanding your market reach for more sales

  • internet marketing vs forex currency trading

  • introducing a mystery shopping program employees

  • investors avoid these 5 common tax mistakes

  • iso 9001 compliant program steps to build

  • is it time to hit the reset button on your sales department

  • is your business profitable

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  • keeping your sales team motivated

  • leadership lessons for sales managers

  • leveraging open source technology

  • like it or notyoure in sales

  • lone wolf lead wolf

  • looking for a direct sales party plan company do you know what questions to ask

  • making sales online is easy isnt it

  • making sales online is easy isn t it

  • managing your business cash flow

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  • menu driven business planning

  • money management

  • multiply your sales

  • networking 101

  • network marketing book lovers guide 10 hot reads in 2005

  • no degree no problem

  • online success

  • only the weak ones quit

  • organization tips how to set up your database

  • outsourcing not just for big business

  • overcoming barriers to sales

  • overcoming sales objections for small business networks

  • overcoming small business networks sales objections

  • part 1 of 5 how pipe dreams can become realities

  • part 1 of 5 on the home business set up guide

  • part 2 of 5 how pipe dreams can become realities

  • part 2 of 5 on the home business set up guide

  • part 3 of 5 how pipe dreams can become realities

  • part 4 of 5 how pipe dreams can become realities

  • part 5 of 5 how pipe dreams can become realities

  • paypal dedication can leave your business exposed

  • phone interviews prepare to ace them

  • phone tips to get things done professional phone skills

  • planning to make a decision

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  • sales planning

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  • securing second and third round venture capital financing

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