Which takes priority in your organization?  The success of the organization, or the welfare of the people within it?

by Dave Kahle

t’s a common predicament Every professional and every business executive will regularly confront situations in which they’ll need to sort it out.  Which is more important?   The need to build the organization on one hand, and the responsibility for the wellbeing of the employees on the other.  There is often a tension between these two sides.

            It rarely manifests in such heady terms.  Typically, it takes the form of a decision about terminating an employee.  Should you bend over backwards to try to salvage this employee, even at the expense of an unduly large investment of time and money, or do you make a quick decision to wipe the slate clean, even if it means that employee will be  left with no income and a questionable entry on his/her resume?

            There can be some wisdom to be gained by the Biblical concepts of stewardship and shepherding. How to do you manage the tension between your stewardship responsibilities for the organization, and your shepherding responsibilities for the individuals within it?

Winning the Impenetrable Account

           Every B2B salesperson comes up against large, high potential accounts that seem like they are impenetrable.          

           It’s frustrating and makes you doubt yourself.

           But it doesn’t have to be that way.  In this webinar, Dave Kahle will share with you a proven four-step process for winning the impenetrable account.  You ‘ll learn:

• The four key steps to winning the impenetrable account.
• The five most common reasons why they seem impenetrable.
•  Seven potential strategies to open the door.        
•  How to create an “enticer” – a powerful offer that is too good for them to   refuse.
• Your fallback position – if all else fails, do this.

           Join Dave Kahle as he shares with you the lessons he’s learned over 30 years of working with tens of thousands of B2B salespeople.

           Some of these accounts have the potential to double your sales.  Invest $47 to learn the strategies that will save you years of trial and error.

May 17^th, at 12:30 Eastern time.

Register here

            One of the members of one of my peer groups brought this story.  His company dealt with hazardous materials, and so had evolved a stringent anti-substance abuse policy.  Employees were randomly tested. A positive test led to counseling.  A second positive test was an automatic termination.

            One of his employees had just tested positive for the second time.  What seemed like a simple decision turned out to be considerably more complex, when he shared that the employee in question had been with the company for 15 years, was the owner’s cousin, and was suicidal. 

            What to do?  In our terms, it was classic case of the shepherding responsibility for the employee verses the stewardship responsibility for the good of the organization.

            Our group talked it over and eventually arrived at a recommendation that can offer an approach to dilemma. We recommended that he fire the employee for the good of the business (you can’t have someone under the influence of drugs handling hazardous materials), and for the example it sends to the other employees.  His stewardship responsibility for the good of the organization demanded that.

            We recommended that the process of terminating the employee be done as well as it could be done, with respect for ... READ THE FULL ARTICLE HERE