Grolistic

Transaction or Investment

by

Bob Schultek Author of The Gauntlet When a customer requests a proposal, how do you respond? If you propose a solution that merely resolves the stated problem, then you may relieve the customer’s immediate pain without ever discovering how your solution could help the customer succeed in the longer term. Your solution is a transaction, a one-time resolution that wastes an opportunity to reveal your organization’s broad experience and competency in a way that differentiates you in the …

Read more

3 Questions Your People Ask About You

by

Bob Schultek Author of The Gauntlet Leaders rely on feedback from their teams as one metric to gauge their effectiveness. Asking each team member what’s going well and what can improve produces some insight, but empathetic leaders seek a more comprehensive perspective that explores how their credibility and intentions are perceived by their teams. To gain this perspective, these leaders suppose that their personnel are asking 3 questions about them: 1. “Do you care about me?” Does …

Read more

When Growth Stalls

by

Bob Schultek Author of The Gauntlet When growth stalls, the need to reassess strategy, people and process becomes urgent. The people evaluation may considers the “right person-right job” question, balancing an individual’s performance against the consistency of actual versus expected behaviors. The process evaluation may challenge best practices. What has worked well to deliver productivity with consistent quality versus what can be improved, by how much and how soon. The strategy evaluation is typically the most comprehensive assessment, often beginning with a review of …

Read more

3 Attributes That Boost Customer Loyalty

by

Bob Schultek Author of The Gauntlet When asked why they are loyal to a particular supplier, customers don’t award the highest grade to outperforming competitors on product or service, or to securing a better price-to-value ratio than the competition. The highest grade is consistently awarded to the sales process they experienced. The primary driver of customer loyalty is the sales experience itself. A salesperson or business that respects the customer’s time by demonstrating urgency and efficiency earns …

Read more

What’s Your Return on Customer Service?

by

Bob Schultek Author of The Gauntlet Increasing activity with current customers is still the most productive, profitable means of boosting sales revenue. And the service level experienced by the customer is a core driver of this increased activity. In today’s market, access to information is so effortless that many products are seen as commodities and the life cycle of a technical competitive advantage is a long weekend. Providing exceptional service, that saves your customer time and money, …

Read more

Inspiring Initiative

by

Bob Schultek Author of  The Gauntlet Leaders are change agents – they are expected to drive productive change that improves results.  There are always processes to be improved and problems to be solved. And since their people are busy doing their jobs, leaders require an investment of additional time and energy from their team to pursue change. This is a commitment that cannot be compelled; it’s an investment of discretionary initiative that can only be inspired. Inspiration …

Read more

Ideas Don’t Drive Change

by

Bob Schultek Author of The Gauntlet We are bombarded with new ideas from all directions. Some are fascinating enough to capture our attention, but usually, they don’t motivate us to change. Our customers share this experience. What does drive customers to consider change is when clearly proposed benefits generated by ideas, products and services go beyond fulfilling a need, to helping achieve a goal. Making the effort to discover why meeting a need is important, how …

Read more

A Time for Why & How

by

Bob Schultek Author of  The Gauntlet It’s a new year, a fresh start. Amidst the resolutions and planning, it’s an ideal time to assess by asking a few basic ‘why’ and ‘how’ questions. Why were you able to accomplish what you did last year? What worked, and what didn’t? How can you be smarter? Smarter about process, about planning, about possible effects, about metrics, about leadership, about inspiring your people to invest in building the business? How will …

Read more

Preparation and Success

by

Bob Schultek Author of The Gauntlet It’s the season of preparation…for the holidays, for the new business year, for your personal progression the coming year. If you’re a big fan of spontaneity, then preparation can be dull and tedious; but to be successful in whatever you do, it is an essential skill that generates quantifiable benefits. Would you attend a meeting unprepared? Or visit a customer?  Or approve an investment? Not if you want to succeed. For …

Read more

Going First

by

Bob Schultek Author of The Gauntlet Credibility is the number one reason people choose to follow their leaders. That credibility is based on the leader’s behaviors, transparency and accountability. How they walk the talk, keep promises, lead from the front. To build a vibrant organizational culture, leaders must go first. They are the first to make sacrifices, the first to take risks, and the first to feel consequences. They are the first to model the company’s values, first …

Read more