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The Leader’s Guide to Motivating Without Money http://t.co/zvyLenuh

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New Certification Workshop - Maximize the ROI of Your Assessment Investment http://t.co/7C3WTs7R

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Reward value in the office, not face time! http://t.co/ud0RblrE

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Use vocal fireworks to put punch in your presentations http://t.co/Qrv0nIYV

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9 bad work habits and how to break them! http://t.co/VJo1AO1H

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How are 94% of sales organizations raising their revenue goals this year? http://t.co/fA6gr3I1

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94% of companies increased revenue goals, learn more facts and best-practices from CSO Insights' webinar TODAY!! http://t.co/6T6EuEgB

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What advice do you have for giving feedback to your boss? (#ProfilesBlog) http://t.co/nKtBt5fr #profilesblog

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Not long now - 11amPST Register for 'Keeping the Sales Momentum Going in 2012', with @jimdickie & #CSOInsights. http://t.co/6T6EuEgB

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Glad to connect! @philipluca @howardvk @andrespach @MentorTheBook @mrand247 @ImprovementZone @MetaFuria5280 @NadiaBlaess @cmphiri

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Who is going to #EVANTA chicago?

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New Certification Workshop - Maximize the ROI of Your Assessment Investment http://t.co/8DaO5fNc

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Live Webinar Today! Join us along with CSO Insights @jimdickie & learn how you can keep the sales momentum in 2012!! http://t.co/6T6EuEgB

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Register for tomorrows webinar on 'Keeping the Sales Momentum Going in 2012' http://t.co/0av8TXh1 #CSOInsights

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Don't call your boss out in public!! http://t.co/nKtBt5fr #profilesblog

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Learn how to 'Keep the Sales Momentum Going in 2012' http://t.co/0av8TXh1 #CSOInsights

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Tell me how you REALLY feel! How to give feedback to your boss http://t.co/nKtBt5fr

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Weekly Recap February 21, 2012 | Leadership & Management http://t.co/o3C1oxlS

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Register now for tomorrows webinar on 'Keeping the Sales Momentum Going in 2012' http://t.co/0av8TXh1 #CSOInsights

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Leadership & Management - Weekly Recap | February 21, 2012 http://t.co/IfV4gXQw

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Facebook accurately predicts job performance http://t.co/j4bmIRkS

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@RTritta Thanks for the RT!

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How to Give Feedback to Your Boss Without Getting Fired http://t.co/xqT7JZDn

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Register now for CSO Insights Webinar! "Keeping the #Sales Momentum Going in 2012" http://t.co/0av8TXh1

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The use of #assessments in the #healthcare industry http://t.co/txf8F1CX

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New Certification Workshop - Maximize the ROI of Your Assessment Investment

We are pleased to announce that April 25-26, we will host a certification workshop for clients at our campus in Waco. The program will cover 4 assessments: ProfileXT Checkpoint 360 Profiles Performance Indicator Profiles Customer Service Profile Although certification is not required to use our assessments, our certification programs have been extremely valuable for our...
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Weekly Recap February 21, 2012 | Leadership & Management

In case you are catching up on your reading or just joining us, check out the hot topics in Leadership & Management. This Week's Top Articles in Leadership & Management How to Give Feedback to Your Boss Without Getting Fired You have concerns about something at work. Who would you be more inclined to speak to about it, your supervisor, manager, vice-president or CEO? The topic of giving feedback can be quite a sensitive one, as the issue may be about how...
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How to Give Feedback to Your Boss Without Getting Fired

You have concerns about something at work. Who would you be more inclined to speak to about it, your supervisor, manager, vice-president or CEO? The topic of giving feedback can be quite a sensitive one, as the issue may be about how your boss is conducting himself. No one likes to tell the person that pays their salary that they are doing something wrong. However, a true leader and fair boss will appreciate your feedback considering it is fair and true. Leaders receive less feedback the...
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Profiles International Sponsors CSO Insights’ Webinar “Keeping the Sales Momentum Going in 2012”

According to Gallup weekly reports, the U.S. economic confidence is the best it’s been in a year. We’ve seen moderate improvement in unemployment and job creation, and 43 percent of Americans say the economy is “getting better.” So what does this mean for sales? CSO Insights, a research firm specializing in sales analysis, conducts an annual “Sales Performance Optimization Survey” that covers industry trends, outlooks and best-practices. In the past two...
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Strategic Workforce Planning in 6 Steps

Strategic workforce planning is a process that ensures that your business has the right people in the right jobs at the right time to achieve your expected results. This discipline helps organizations understand their current state, forecast talent gaps, and take the necessary steps to close those gaps. It is a core business process that is often handled by HR, but it is so important to the success of an organization that its leaders should approach strategic workforce planning proactively and...
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3 Unconventional Programs that Enhance Sales Force Productivity

As we discussed before, extreme customer focus is crucial to increasing sales productivity. But is it enough? Research from the America’s Most Productive Companies: Large Sales Force Analysis suggests there is more to successful sales than just good customer service. Focusing on the customer is great, but to be the best, top sales organizations have to take it to the next level. They must carefully analyze customers’ high priority needs and then align their products, services and...
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Free Webinar: Using Assessments to Improve Performance and Measurable Bottom-Line Business Results

We are very excited to announce a complimentary webinar series to help our clients use Profiles assessments to support their leadership development and succession planning initiatives. Many of our clients initiate an assessment program to support their hiring efforts. Our assessments do a great job of helping you select candidates who will fit the job, the manager, the team and the organizational culture. But, our assessments also provide a wealth of knowledge about a candidate and about...
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Free Webinar: Using Assessments to Improve Performance and Measureable Bottom-Line Business Results

We are very excited to announce a complimentary webinar series to help our clients use Profiles assessments to support their leadership development and succession planning initiatives. Many of our clients initiate an assessment program to support their hiring efforts. Our assessments do a great job of helping you select candidates who will fit the job, the manager, the team and the organizational culture. But, our assessments also provide a wealth of knowledge about a candidate and about...
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You Made it to Management - Now What? 10 Tips for First-time Managers

You have a new management position opening up in your organization and you are responsible for selecting someone to fill that position. On your team, you have a pool of determined hard working candidates that have been working hard for years to deserve such a position. They are high performers and you have assessed that they would fit such a position. Clearly it’s a win-win, right? Wrong! Leading other employees can be a significant adjustment for most. Just because someone is high...
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Valentine’s Day: Minimize Conflicts of Interest from Office Romances

Jeffrey Meyers researched and edited this article. Coworkers and colleagues spend so much time together, often more time at work than at home. As we celebrate Valentine’s Day, it’s helpful to recognize that office romances are difficult to avoid – it’s hard to intervene when there’s a spark. The most important concerns resulting from office romances are conflicts of interest and work distractions. The extent to which you can manage and minimize these problems...
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4 Tips for Motivating Sales People with Recognition and Praise

When it comes to motivating sales people, there is the common misconception that money is the only driving factor, but studies have shown that motivation comes from more than dollar signs and fat paychecks. In fact, employee recognition and rewards are essential to keeping employees happy, engaged and motivated.   Giving positive feedback and praise simply makes people feel good! When someone receives praise, their brain physically ignites a “feel-good” high, which in...
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5 Tips on How To Manage Conflict Within Your Sales Team

What every great sales leader needs to know To have great sales effectiveness, you have to have a great sales team. Within all teams, whether they are NBA players, the neighborhood little league or the company softball team, there is always opportunity for conflict. The same goes for sales teams. And for independent, results-driven sales people, keeping the team in mind may not be their number one priority. So it’s important that sales leaders know how to effectively manage team...
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5 Strategies for Leaders to Ride the Social Media Wave and Boost Performance

Researched and Edited by Jeff Meyers Social media is at the center of 2 big headlines in the business press in early February. The first is the much-anticipated IPO filing by Facebook. The second is the announcement that Procter and Gamble (P&G) is laying off 1,600 marketers as a result of slashing its advertising budget. These two stories have a tremendous impact for all employers: embrace social media for your business or risk fading away. The rise (and maturity?) of the Internet has...
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What to Look for When Hiring Recent College Graduates

According to U.S. News and World Report, things are looking up for the class of 2012. Employers say they plan to hire 9.5 percent more graduates this year than 2011. With the steadily increasing number of college graduates entering the workforce, Reagan Consulting conducted “The Young Producer Study” to investigate the recruitment and selection of younger men and women for sales positions. This study specifically deals with the insurance industry, but the findings can apply to...
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5 Tips to Minimize Job Distractions: Lessons Learned from Super Bowl 2012

Researched and Edited by Jeff Meyers By now we know that the New York Giants defeated Tom Brady and the New England Patriots in the Super Bowl. No matter which team you were rooting for, there’s no denying that Super Bowl opponents face incredible pressure to perform under an intense spotlight. When the big game’s on the line, the extent to which you can minimize job distractions can mean the difference between victory and failure. How can you keep your employees on track, on...
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The Top 10 Emotionally-Intelligent Fortune 500 CEOs

Guest post by Chip Conley www.emotionalequations.com I entered Stanford Business School twenty-nine years ago as a naive twenty-one year old, the youngest in my class. One of my classmates immediately sized me up, asking "So, what did you specialize in before coming to get your MBA?" I said, "Growing up." Not satisfied with my answer, he continued, "No, seriously, what's your area of expertise and why'd they let you in here?" I paused and sheepishly said something absolutely true, but somewhat...
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Ensure an Effective Hiring Process in Healthcare - Part 1

Original material sourced from Bersin & Associates 2011 Approximately one in every seven new hires in the healthcare industry leaves his/her jobs within the first twelve months - Bersin & Associates, 2011 In today’s economy, even the most complex and profitable healthcare organizations are in a constant state of flux. Despite high growth and booming profits, turnover levels and ineffective management can have a significant impact on even the strongest companies. In the...
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How to Avoid a Rut: 3 Lessons for Leaders from Groundhog Day

Researched and Edited by Jeff Meyers Groundhog Day is a famous ritual in rural Pennsylvania that dates back centuries to the days of the Roman Empire. It was also the subject of a comedy movie in which the main character is forced to relive the same day over and over again. Both the day itself and the movie offer several lessons for business leaders: managing by fact, work climate, employee engagement and motivation, training and development, innovation, and managerial...
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10 Important Questions to Help Identify High Potential Sales Leaders

According to research from the Corporate Executive Board, 40% of internal job moves made by people identified by their companies as "high potentials" end in failure. When hiring sales leaders, many organizations make the mistake of looking simply at ability when assessing an employee for a management job. Think of the hot-shot sales rep or the genius software engineer. It is incredible how often high producing individuals get promoted into management jobs that require a totally different...
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6 Common Talent Evaluation Errors by Even Experienced Managers

Edited by Christina Krenek One of the most important aspects when interviewing a potential job candidate is giving an accurate talent evaluation rating. Unfortunately, this is not always an easy task. Other factors besides performance often get in the way and influence the interviewer to rate too low or too high. Don’t make that mistake! When it comes to evaluating talent, here are the most common errors to avoid: 1. Rater Bias It happens way too often that an interviewer allows...
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The 20 Top CEO's of America's Most Productive Sales Organizations

What do Larry Page, Tom Georgens, Steve Ballmer and Mark Parker all have in common? These outstanding successful leaders are all CEO's of America's Most Productive Sales Organizations. The Profiles International Research Institute(PRI) recently launched Americas Most Productive Companies Large Sales Force Analysis Report for 2011. The report outlines the “Best-in-Class” organizations and details on what sets them apart from the rest. Profiles Research Institute...
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5 Lessons in Employee Motivation and Why the NFL Pro Bowl Falls Short

Do your rewards provide the proper employee motivation? Recognition, incentives, and other rewards are supposed to drive employee motivation. When they work as planned, they provide opportunities for organizations to honor outstanding performance and achievements while reminding everyone what the company values. But if left unchecked, reward programs can also miss the mark, costing the company money and wasted effort while failing to motivate as intended. The annual NFL Pro Bowl provides a...
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Got Diva Sales Reps? - How to Manage Difficult High Performers

Managing a difficult high performer is like raising a rebellious teen Edited by Christina Krenek I’m sure at some point in our lives we have all been forced to deal with that difficult person – whether they’re the always-negative type, the stubborn and superior know-it-all, the passive-aggressive one, or the hostile and argumentative bully – we know who they are. And in sales, it’s fairly common that these difficult personalities are also the top...
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Bah Humbug! 4 Business Lessons from Ebenezer Scrooge

Everyone knows the story of Ebenezer Scrooge, the famous character in Charles Dickens’ A Christmas Carol, who defined stingy and had the coldest of hearts. This classic holiday tale is not only entertaining, but it is a parable that can teach us quite a bit about ourselves and how we conduct our personal and professional lives. Here are 4 business lessons we can all learn from Ebenezer Scrooge: 1. Strive to be successful. I’m not praising how he earned his money or his attitude...
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Weekly Recap January 24, 2012 | Leadership & Management

In case you are catching up on your reading or just joining us, check out the hot topics in Leadership & Management. This Week's Top Articles in Leadership & Management Sales Productivity: Who are America’s Most Productive Companies? Profiles International is proud to present the 2011 Large Sales Force Analysis of America’s Most Productive Companies . The report features a list of America’s most productive companies in sales and...
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7 Crucial Considerations for Hiring Top Performing Sales Reps

“Our character is what we do when we think no one is looking.” – H. Jackson Brown Jr., New York Best Times bestselling author. Good character: that is what sales managers need to keep in mind when hiring top performing sales reps. It’s important to hire sales people who have the right competencies and characteristics, and who will perform on the job even when you’re not looking over their shoulder. With sales people, it’s their job to sell and they’re...
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3 Essential Steps to Coaching Sales Reps

Effective sales managers need to A.C.T. – Assess, Compare and Train So you hired a new sales rep. He seems highly qualified: great resume, very personable, relevant work experience, and he nailed the interview. Now months go by and he just isn’t delivering the numbers. What’s going on? Is it time to let him go? Or can he be coached? Recent research from CSO Insights' sales survey shows that coaching sales reps is the number one key to helping them rev up their sales. So, a...
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4 Ways to Stay Relevant Through a Culture of Innovation

One of the highlights at this time of year has become news from the Consumer Electronics Show (CES) in Las Vegas. This annual tech fest gives manufacturers and developers a grand stage from which to unveil their latest gadgets, gizmos, and you-need-to-have-this products. Not all of them succeed, but the pervasive theme throughout the show is innovation. Consumers have an appetite for the latest and greatest products, even if there’s really nothing wrong with the ones they currently have....
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How Assessments Help with Hiring Great Sales Managers

Edited by Christina Krenek When you’re looking to fill a sales management position, it’s easy to just take the top performing sales person and bump them up to a leadership position. They have an outstanding sales record, they have that vibrant, go-getter attitude, and they deliver results; so obviously they’ll succeed as a sales manager right? Wrong, when it comes to hiring great sales managers, that is a common misconception.  Nearly 60 percent of frontline managers...
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Curious Insight into Employee Motivation and the Pygmalion Effect

Great Performance Starts with Great Expectations No, by “great expectations,” I’m not referring to the Dickens book. Presumably when you hire or promote someone, you expect great things from them. You don’t think, “Yes, this warm body will be adequate enough, I suppose.” If so, then you’re probably not reading this article. Studies based on the Pygmalion Effect have shown that people will perform up – or down – to the level of expectations...
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Sales Productivity: Who are America’s Most Productive Companies?

Profiles International is proud to present the 2011 Large Sales Force Analysis of America’s Most Productive Companies. The report features a list of America’s most productive companies in sales and identifies best-practices for sales success. The research covers 230 companies across 17 different industries. The wide range of industries makes this research valuable and applicable to any organization. Based on revenue growth and profitability, the report classifies organizations as...
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3 Steps to Help Sales Managers Prepare for Difficult Conversations

During times of budget challenges and uncertainty, supervisors might be experiencing an increase in the number of difficult conversations with their sales people. These could include delivering bad news about an employee’s job, informing staff about work restructuring, or discussing other complicated and stressful work situations. 1. Preparing for the conversation Before going into the conversation, ask yourself several key questions. Consult with Human Resources, peers and other...
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Interview Tips: 6 Common Interviewing Mistakes

Selecting and hiring the perfect employee is a difficult task, but if done right, it is one of the most important moves you can make for your business. In an economy like todays, there is no room for bad hiring decisions! And the interview process plays a key role in hiring the best candidate for the job.     Interviewing is an art, but few people are artists. We’ve all been there: as anxious job candidates, we researched the prospective company, prepared resumes,...
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Growth, Performance and Sustainability of Talent in 2012

Wednesday, 11th January saw the official kick off of our client summit titled: 2012 Growth, Performance and Sustainability of Talent Conference. The event is being held at the Hyatt Regency, in downtown San Antonio. The 2012 GPS of Talent Conference is hosted by Dwight Crain and the enterprise solutions team at Profiles International. With a jam-packed agenda full of training sessions and presentations by industry experts, this year boasts the...
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Management Tip: See Yourself Through the Eyes of Your Employees

If a stranger asks you to rank your management team on a scale of one to ten in areas such as communication, delegation, etc, what would you say? Most people would rank them unrealistically high for fear that their answers would get back to their boss. How many of you can say that you would answer 100 percent truthfully in your own opinion? Despite all the trainings and coaching that management personnel can put employees through, a true manager also knows that...
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Case Study - Using Assessments to Increase Sales Rep Productivity by 28%

In a sluggish economy, would you rather boast a good sales force or a great sales force? Managing a sales force can be trying at times, but remember just because employees are producing good results and the company is making money, don't settle! Why be good, when you can be great? Many hiring managers have fallen subject to the misconception that a good sales person will thrive in any sales environment. When in fact, a sales force must be selected on the basis that they...
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3 Remedies for Manager Derailment

Keep managers on track and employees productive Times of change present many challenges for organizations, particularly for front-line managers whose people will be responsible for implementing the change. But equally challenging can be managing through trying or monotonous times. Pressure to perform is high, as are emotions, and everyone is expected to do more with less. The risk of manager derailment can be high. Ironically, the times when you need your managers to perform at their very...
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The Annual Performance Review Doesn't Have to be Painful

Some people would prefer a visit to the dentist rather than endure the annual performance review. If you’re one of them, then you might be anxious about your own assessment, about having to give a bad review to one of your employees, or about the marathon pace to complete the process from beginning to end. Performance reviews require a lot of work. From workers, peers, and managers to HR and senior management, a considerable amount of time is invested in documenting each employee’s...
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Understanding Validity and Reliability: 2 Critical Aspects of Employee Assessments

Profiles International is hosting their 21st Annual Global Conference this week in San Antonio. The five-day event, themed "Winning Together," brings together Profiles International clients, partners, and national directors from over 120 countries including the US. One of the main highlights of the event is certification training conducted by Profiles International headquarters staff, in particular, the scientists responsible for designing our solutions. At these sessions, hosted by Dr....
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What have we learned from 2011? 4 New Year’s Resolutions for 2012

As the calendar turns to a new year, it is time to reflect on successes and failures of the past year in order to grow and improve in the next. New Year’s resolutions are infamous for being abandoned before the goals are met. They sound good, but are often unrealistic. Some people’s goals are too lofty while others set too many. The same could be said of year-end “advice” lists such as this one from Fast Company. I do agree with everything on the list, but it’s...
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Start Engaging and Motivating Your Employees Today!

Be a part of the solution, not the problem Companies have made significant cuts, which almost certainly weigh heavily on those employees who remain. To get the job done, companies rely on a core group of employees whom they trust and believe in. How can you keep these people motivated and engaged to perform – and for how long? A recent survey by Gallup reveals a sobering but unsurprising finding that more than two-thirds of employees aren’t engaged in their jobs. The effects of a...
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Weekly Recap January 5, 2011 | Leadership & Management

In case you are catching up on your reading or just joining us, check out the hot topics in Leadership & Management. When 2 Employees Hate Each Other: 6 Tips for Managing Coworker Conflict Contrary to the popular phrase “Ignorance is bliss,” it’s not – especially if you’re the manager of two workers who genuinely don’t get along. When 2 employees hate each other, their animosity can turn a healthy working environment into a cancer ward. Coworker conflict...
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Guest Post - Growth Principles for Leadership Skills: Stay in the Zone

Guest Post by Ali Schwanke Growth is a constant topic of conversation these days. Executives want to grow their leadership skills. Health conscious folks want to grow their own food. Bodybuilders want to increase the size of their muscles. Companies desire to exponentially grow their sales numbers. But, in our fast paced society, do we really understand what it takes to grow? When I was in high school my family moved to a small town in southeastern Nebraska. The school I attended was...
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4 Key Benefits of Using Pre-Hire Assessments in Your Organization

Assessments are valuable tools that provide insights into candidates for managers, especially when used in the pre-hiring process. Pre-hire assessments can determine how an individual will fit in a specific job, identify their thinking and reasoning styles, and highlight relevant behavioral traits. The job market is showing signs of life, with a few key sectors fueling the growth. These include manufacturing, retail, healthcare, leisure and hospitality, and professional services. With so many...
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Weekly Recap January 10, 2011 | Leadership & Management

In case you are catching up on your reading or just joining us, check out the hot topics in Leadership & Management. The Annual Performance Review Doesn't Have to be Painful Some people would prefer a visit to the dentist rather than endure the annual performance review. If you’re one of them, then you might be anxious about your own assessment, about having to give a bad review to one of your employees, or about the marathon pace to complete the process from beginning to end. Read...
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Profiles International 21st Annual Global Conference- News from Day 1

This year marks the 21st Profiles International Global Conference. The event is being hosted in the luxurious Grand Hyatt Hotel in downtown San Antonio. Over the week, we will be posting daily blog articles to keep you up to date with the goings-on at our client, partner and national director events. We want to hear from you! Make sure to 'Like us' on Facebook and 'Follow us' on Twitter to get instant updates and see pictures from the events. You can also 'Tweet with us', use the hash tag...
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The Inevitable Truth - Why Motivating Employees is a Must!

Motivating employees can be one of your biggest challenges as an employer, but learning how to inspire your workforce is the key to a successful organization. Constant pressure to increase productivity, profitability and revenue growth can often overshadow the importance of how an unengaged workforce can negatively affect corporate performance. This article will provide you with tips for motivating employees that will help your organization unlock human potential.  Whether you're an...
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