Save the Date - Spring Summit
your plans to attend the
Spring 2010 Chief Executive Summit
at Eaglewood Resort & Spa, Itasca (Chicago), IL. This is one of the
best-rated CEBI Summit venues, at lower rates than last year!
Plan to arrive Wednesday, April 21 by 6 pm for a welcome reception and bowling
night. The Summit begins at 8:30 am on Thursday, April 22 and wraps up by
3:30 pm on Friday, April 22. (Plan return flights at 5:30 or later)
Having Trouble Finding Sales
You're not alone. Perhaps the most difficult job to fill
today is in sales -- particularly if you're selling an intangible
service. Actually, it's nothing new. The population of really
capable, self-sufficient sale professionals is extremely small, while those
posing as sales people -- "order takers" -- is reasonably
It's interesting. Many people believe selling is the
easiest thing in the world. People who believe that can't
sell. Just like any professional, a sales pro knows what he (or she) is
doing and why. Specifically, they know how to find and qualify prospects
on their own.
For some good ideas on finding and developing sales
Have All the Sales Professionals Gone?
Tip of the Month -- Planning and
As 2010 unfolds, a new and different business climate demands
new and different plans -- and new solutions to old problems. There are a
lot of good new ideas and solutions to old problems lurking in the minds of your
employees. The challenge, of course, is to get those out into the
How many times have you been in a staff meeting and asked,
"Anybody got any suggestions for how to improve our business?".
Silence. "What do we need to do to solve this problem?"
Silence. "What's the problem here?" Silence.
The problem? The questions themselves. Each of these
questions require that the employee first determine the root cause of the
problem -- not easy to do on the spot. If they get that right, they have
to sort through the several possible solutions and present the best one -- not
easy to do on the spot. And, finally, they have to avoid stepping on
toes of co-workers, other departments and your own. A minefield, to be
The solution? A non-threatening, non-judgmental,
no--solution-required question that gets you where you want to go. What's
#1 Planning and Organizational Troubleshooting Question
Sales People Whining?
happens. Sales is a tough job that sometimes reduces the most tough-minded
sales people to whiners. When that happens, try the "SW5"
Getting Disentangled from the
A lot of business owners
have told me recently, "I'm back to doing everything again."
Many businesses have been forced to cut staff deeply enough in this recession
that the owners and executives had to step back into doing the
work, rather than planning, organizing and designing the work.
Working a lot more in their businesses than on their businesses.
It's easy to get stuck
in that rut, and easy to again become the "go-to guy" during times
like these. And dangerous -- letting your employees lapse into dependency
upon yourself is a comfortable and easy trap to fall into. It distracts
you from your best and highest use, which is probably getting the company back
on its growth track.
For some ideas on how to
get yourself out of the "go-to" guy role, see:
Your Employees to be Independent Thinkers?
And, as always, we're
interested in your ideas for newsletter articles. Would you perhaps write
a guest Editorial? Please let us know if you have ideas or material you'd
be willing to share with others.
Chief Executive Boards International
Chicago North LB
Northern KY LB
* LB =
Local Board Meeting
2010 Local Board Dates
to Donna & Barry Sylvester (Chicago Board) on the birth of their first
child, Olivia Rose, born December 2 -- 10 lb. 2 oz., 21".
Dad and Olivia
all doing fine
Does CEBI Work?
Ever wonder why CEBI works for so many
members? I've summarized a few of those reasons, and we're interested in
your own points of view.
Perhaps these are some "talking
points" that might be useful to help friends understand why they ought to
give this a shot.
Fall Summit presentations & videos are
available on the Summit
Library page (user name & password required)
Mark your calendar
April 22-23, 2010. Plan to arrive April 21 for Bowling
Night at the Eaglewood Resort & Spa,
Itasca (Chicago), IL
Not Yet a
Miss a CEBI
are available here
Nominate a Member
has grown at a record pace over the past year, in part due
to CEBI members nominating friends & associates as new
we've had multiple members nominate identified successors or
purchasers of their businesses.
Do you have an
acquaintance who could benefit from membership in Chief
Executive Boards International? If you need an
email to share with a friend, try these "talking points"
Use this Nomination