Tagged as: Solomon Vijayanand

Reasons Customers Buy

Buying decisions are continuously the outcome of a change in the customer’s emotional state. People buy for many reasons that include – avoiding pain, reducing risk or loss, prestige or ego, money, enjoyment, pleasure or comfort. It is the reciprocity of the emotions that is crucial, more than the information.

Herein are the three prime forces why customers buy –

1. Basic Needs

Customer’s often will buy your products to fulfill what Maslow describes as the bottom of his hierarchy; things like food and shelter.

2. Brand Recognition

When purchasing products/services your customer is unfamiliar with, branding plays a big role.

3. Prestige

Sometimes your customer might buy from you for an esteem-related reason or for personal enrichment.

One last thought, your customer is convinced …

3 Fashions To Deliver First-rate Customer Service

Words alone are very formidable and they have an enormous impact what your employees and customers think. Only when you set both these group’s expectancies candidly, your organization will be able to excel in both internal and external customer service.


Herein are the 3 most crucial fashions you must focus on –

1. Enablement.

The best is when you provide adequate training to your employees so that they learn to make decisions on their own to resolve a customer’s issue without talking to “the boss”. This needs to happen 99% of the time. The boss must only manage exceptions.

2. Kick the Cat.

What employees do when they take their vexations out on their irate customers? Find another creative way for your workforce to vent by …

Leaders are Made, Not Born

Whether you feel the best boss is more of a facilitator among equals or a director who leads from the front, to succeed in any multi-national conglomerate, you need the flexibility to adapt your fashion to your cultural context.

The other day we spoke to a CEO of a prosperous start-up about the crucial makings for triumph. We concurred that leadership is the chief imperative constituent of constructing a blossoming conglomerate. And we unearthed that there is a cosmic variance between a middling leader and a self-aware or progressive leader. Consequently, then the question arose: what are the key characteristics of a progressive leader?

Herein is the answer –

1. Character

Who you are…

As well said by young entrepreneur Tony Hsieh – “For individuals character …

Using the Balanced Scorecard as a Strategic Management System

Ever try to keep a scorecard at a little league football game? Eventually, you will learn to track what is most crucial, ignore the inconsequential errors and just make sure there is a snack at the end. Most well-managed businesses–large and small–use a similar method of employing the Balanced scorecard.

What is Balanced scorecard?

Balanced scorecard has been around awhile – a strategy performance management tool used to improve the level of visibility of strategy implementation. Its originators were Robert S. Kalpan and David P. Norton, and it was introduced into the public arena in their publications.

What are the chief characteristics of Balanced Scorecard?

1. Its emphasis on the planned outline of the organization concerned. 2. The assortment of data items …

Seven Steps to Successful Brainstorming

Even in the best ingeniously booming of small businesses, there are times when you hit ideas well. Every business experiences a time when the best of creative thoughts dries up – the best and the brightest also face creative stagnation.

In this situation, group brainstorming is always effective as it uses the experience and creativity of all members of the team. When individual members reach their limit on an idea, another member’s creativity and experience can take the idea to the next stage. Therefore, group brainstorming tends to develop ideas in more depth than individual brainstorming.

To run a group brainstorming session effectively, do the following –

1. Define the problem you want solved clearly, and lay out any criteria to be met

2. Keep the session focused …

How to Proofread Effectively – Three Tips

Whether you like it or not, writing is part of your everyday life once you are in the corporate world. In our previous blog, we discussed “3 Key Tips for Better Business Writing” – and how only with effective business writing skills, you will be able to enter the realm of effective, always-in-demand businesses.

The process of crafting a multi-page document can be daunting, to say the least. In the business world, woefully not everybody has Shakespearean writing skills and you need to tweak your writing skills to fit in with the corporate fashion of corresponding.

As a professional, you must proof-read all your written communication – be it the two paragraph email or a multi-page document for your client. The enemy of good proof-reading …

The Progression of Performance Management

Mention the idiom “performance review” in practically any workplace, and you will perchance hear a collective moan. No! We are not telling that annual performance reviews are an entire bust. What we are telling is that yearly appraisals divulge merely a slice of the real value that employees deliver.

Yesterday is ancient history. As a manager, what value can I add tomorrow?

1. Highlight the positive

Acknowledge the employee’s contributions and positive efforts. What to say: “There was some improvement in the area of…”

2. Let them talk too

Acknowledge their explanations, even if you do not intend to change your conclusions. What to say: “I invite your input in the review. I want to hear how you see it…”

3. Be a mentor

Be a …

How Good Are Your Presentation Skills?

Presentations are an intrinsic part of today’s workplace. From sales pitches to why you expect more incentives this quarter – your goal is to educate and convince others.

Herein are primarily three levels of presentation skills that you will use in your career –

1. Business Presentations

Business presentations not necessarily always involve public speaking; oftentimes they take place during one-on-one conversations. Most sales pitches and business negotiations, even training lectures –requires you to possess great presentation skills.

2. Public Speaking

In our previous blog post, we discussed on “How to inspire audiences?” – whether you are a CEO, a small business owner, entrepreneur, corporate trainer or simply a sales manager; oratory skills always helps you sell your ideas the incredible way. The archaic rule of the …

Creating The Culture Of Learning

Most of the multinationals spend millions a year in corporate training and employee development programs. Well, our years of training professionals from all walks of life, has shown that one of the most important sources of competitive advantage is your entire corporate learning strategy.

It is crucial, especially when you are in the management to spend enough time consistently on training and development of your own employees. Your employees would sure look back and thank you in their imminent years for enabling them with corporate training, mentoring and coaching – things they often value highly.

We have been working with multinationals and researching this area for nearly twenty years, and looked at nearly every possible area of corporate training. As Peter Michael Senge in his book “The Fifth Discipline: The …

Good Decision Comes From Experience

Making sound decisions is a skill set that needs to be developed like any other leadership skill. We have trained professionals from all walks of life and can tell you with great cert that all professionals are not created equal when it comes to the competency of their decision-making skills.

The most important single factor that assays your leadership mettle is – your ability to make good decisions.

Herein are three tips for making good decisions –

1. Think prudently

A decision can solve a problem, but not every problem can be solved by a decision. You must rely both on sound analysis and obtainable data while making apt decisions.

2. Create a ‘Plan B’

Great leaders believe in having a back-up plan. Most decisions are made up …

Create a Happier Team

In the era of speedily moving technology, teams can make us smarter and faster. Human-beings do not grow at the rate of Moore’s law; we are the slowest-moving parts in any complex organization.

Creators of the Egyptian pyramids too valued teams. Leaders with an extensive memory or a desire to read back through the decades of management literature, will know that terms such as “teamwork” did not begin seeping into organizational jargon until the third millennium.

Oddly, why these appeared in the third millennium? Reasons are turbulent economy + the fracturing of social cohesion – conditions that exist today – caused management theorists and world leaders to look deeper into why some teams fail and others succeed.

Over the years, we had the privilege of training professionals from all walks …

3 Secrets To Motivate Employees

We will put it as modest as we can: recent research shows that one in 9 employees is fully engaged (solely motivated and productive). This shows that there is ample room for enhancement.

Employees who are fully motivated always achieve at their best when the milieu is conducive to growth. And since a leader’s relationship with his or her direct report is the single most important factor influencing employee engagement, the responsibility beckons to enhance motivational levels.

Herein are three secrets to motivate your employees –

1. Career Growth

There is an archaic oldie but goodie – ‘Employees want to succeed, not merely survive’. In our management experience, we found most professionals are highly motivated by …

How You Should Be Setting Your Goals?

Like every professionals, we have been spending a good amount of time reflecting on past progresses and thinking about what we would like to achieve in our imminent years. Although we have never been one for resolutions (too limiting and cold), we love making lists of achievable goals. Setting realistic targets helps in clarifying your priorities for the next 10 or even more years.

You often wonder about the goal setting process. What makes for a good realistic goal? Yes, you have learnt about the SMART goal moniker many times, but besides that what should you know?

Herein are three secrets on how to set life and business changing goals for the forthcoming years –

1. Being Positive

We encourage participants to begin in a positive and confident …

3 Secrets To Improve Your Communication Skills for Sales

Selling is ubiquitous. Great salespeople are forever in demand. We have been fortunate enough to train executives on professional selling skills. This solely has provided us with a window into so many amazing organizations and a better understanding of business as a whole that we would not have necessarily have in another field or narrowly defined role.

Great communication skills are the key to successfully sell your services, products or ideas. You must learn the art of asking right questions, the art of listening quietly and the art of carefully providing apt answers to your customers. Often you try too hard to convince customers to buy, instead of discovering what your future customer really wants, needs and desires from you.

Herein are the preeminent ways to …

3 Secrets to a Stress-Free Work Life

The average business professionals have 50 to 100 projects on their plate. The ability to manage your emotions and remain calm under pressure has a direct link to your performance. Modern employees are interrupted seven times an hour and distracted up to 4.5 hours a day.

In a recent research conducted with more than a million professionals across the globe, it was found that 7 out of 10 professionals working in multinationals are experiencing a major corporate restructuring, and therefore facing uncertainty about their future. 90% of the top performing managers are skilled at managing their emotions in times of stress in order to remain calm and in control.

Stress at work is one of the topmost reason among millennial for melancholy in their personal life …

How to make SWOT analysis more meaningful?

An effective process that most multinationals use to assess themselves and their competitors – and to formulate their strategies is an analysis called “SWOT”. It helps businesses and individuals carve a sustainable niche in the market. It can be helpful for professionals who are looking to climb the career ladder, too. Here is how the process works…

Once you have clearly defined your career aspirations and goals, the next step is to understand more about yourself and your external environment. What makes SWOT powerful is that, with a little thought it can help you uncover opportunities that you are well placed to take advantage of. This is where the SWOT analysis is helpful. It stands for:

S = Strengths (internal) W = Weaknesses (internal) O = …

How to Be Assertive?

Successful leaders understand that their time is their most valuable commodity. Cultivating assertiveness is one primary way to protect your most esteemed finite resource – Time. Assertiveness is best described as standing up for your own rights without interfering with the rights and beliefs of others – and it is a quality universally associated with influential leaders.

Assertiveness is useful while handling a conflict situation at workplace that might be difficult but requires that you put your own viewpoint forward. Professionals are assessed for their ability to confidently state opinions and ask for what they want. Most of the management training programs emphatically teach strategies to boost assertiveness in their personal development courses.

Herein are three secrets to become successful assertive professionals –

Connect and communicate with everyone:

Why employees need management training?

All organizations must train their employees, and most companies train their staff in areas such as performance management, communications, leadership skills, creative problem solving, decision making and the likes.

We will get straight to the point. Why it is crucial for companies to invest more in management training? If something needs to be done, it often needs to be done immediately – so your motivated employees will jump in to fill the breach and the next thing you know they will be managing a team of their own.

Herein are 3 most important reasons –

Motivation. A manager’s relationship with his or her direct reports is the most important single factor in employee engagement. Motivated and engaged employees are happier and more productive. Disengaged employees are frustrated and more …

How to make performance appraisal effective?

As the world changes at an increasing rapid rate, modern day organizations need to be more agile and change friendly. In order to be change friendly, there are a number of key factors that a performance management system should have.

Let’s look at the three most important factors, and identify the features of an effective performance management system in a rapidly changing organization. Putting your best efforts into performance appraisals will result in benefits exponential to the time spent during the process.

Here are three secrets to make performance reviews more meaningful to you and your employees –

Plan well. Performance appraisal is not just a one-time meeting, but something to applicably plan and prepare for. Lack of preparation could negatively affect how you are viewed …

Get a Promotion By Delegating

Entrepreneurs are ambitious people. When they see a problem, they want to be the one to fix it. But it does not always work. To use a baseball analogy, if you are trying to cover all the bases by yourself, you are going to give a lot of runs. Learning how to delegate and build an effective team around your vision can be the most important lesson you would learn in your career.

The first few months when you launch your company, you may micromanage to some extent but as you scale your business, there comes a time when micromanaging actually damages your organization. It also makes running and working in your business a lot less fun.

The real growth in your organization comes in realizing when to simply let …

How to inspire your audiences?

There are three basic essential components of all successful presentations. Being successful in presentation means to accomplish your intended effect – to get audience’s attention, cater to their interest, meet their desire, and move people to action – to close a sale, to get business, to receive a project funding and the likes.

Herein are three basic secrets of all successful presentations –

Understandable. If you want to become a successful presenter, you must keep your presentations simple, eloquent and understandable. When you prepare your presentation, you must ask yourself, “What is the one idea I want my audience to take away from my presentation?” If you are presenting to your client, what is the one thing you want your …

3 Unwritten Rules of Email

Communication skills – both verbal and written, are the most important skills that you need to succeed in your professional life. There is an epidemic out there – an epidemic of bad emails. Some emails have horrible grammar errors, embarrassing spelling mistakes, plain old bad writing and the likes. It is not that writers of these emails are incompetent, but often they are not putting the care into their emails that it deserves. The care, an editor might give to an article.

So, to help you improve professional communication at workplace and with your clients, here is a guide to writing emails that will earn you respect (and responses). Keep these ideas in mind next time you are going through your inbox – and see what …

The Era Social Recruiting Matters

The recruiting market is very large and there is a lot of opportunity for new business. And this has turned most human resource professionals to technology and social recruitment. The reality is that technologies – and social recruiting in particular – are already playing a foremost role in most companies’ hiring process. The days when recruiters relied on newspaper classifieds, job fairs and employment exchanges are long gone – 95% of recruiters globally use social media to recruit talent.

What is Social Recruiting?

Social Recruiting is when companies and recruiters use various social media sites, the likes of LinkedIn and source right talent for employment. The most common delineation used for social recruiting is that, it is a process of sourcing and recruiting candidates through use of contemporary …

Work Ethics and its Importance

Initiatives to enhance employee work ethics are widely used by most CEOs and management leaders in attempt to heighten productivity and employee morale in the organization.

What is Work Ethic?

Work ethic is value based on smart work and diligence. It is also a belief in the honorable benefit of work and its ability to enhance professional life. Work ethic includes being creative, loyal, taking initiative, or pursuing new skills.

3 crucial ways to increase employee work ethics –

1. Reward: Rewards to encourage a work ethic can take the form of financial remuneration, public recognition and promotion to a designation with a higher profile and greater responsibility. Ambitious employees respond well to reward …

Increase Productivity

Productivity is the amalgamation of intelligent planning and focused efforts. People are the most valuable resource an organization can have. In many cases people are the most under-utilized resource in an organization. If you can keep your employees motivated at work, productivity of the organization can be continuously improved.

Here are 3 tips to increase the productivity at work –

1. Create an Action Plan: In your professional life, there are tasks that are simple and  there are ones that are complex. You must finish the easy ones first and then tackle the complicated ones after. Putting a timer on these tasks is worth considering so that you do not lose focus on other items on your to-do-list.

2. Take Regular …

Are you managing your suppliers lucratively?

Supply chain management, a proving ground for senior leadership roles, is attracting more interest among the millennial. While this opens up possibility for more millennial in senior roles, it may not happen in a meaningful way without them recognizing the necessity for core leadership experience and broad functional expertise.

There is a whole world of opportunity out there, especially for small business. New markets. New resources. It’s the best time to expand business globally – this fact is attracting more interest among the CEOs across the globe to grow into international business. It may call for expansion, and may ramp up its offline and digital marketing efforts. Executives and staff will eventually begin to make trips overseas. Even the clients would expect to see these highly …