By ATCEN How are your sales people selling today? Customers today are bombarded with advertisements that offer all kinds of products and services, and usually all at reasonable prices. In return, the typical salesperson today is merely telling their customers about their product or service, what its features are and ultimately asking them to buy it. [...]
By ATCEN Business Executives always complain about 80/20 performance, where 80 percent of the sales are produced by 20 percent of sales people. In order for a sales person to move into the top 20%, there are some sales skills that can be learnt by asking “Who” “When” What” “Why” “Where” and “How.” When we use [...]
By ATCEN Many people are confused with the terms business development and sales. Business development is the effort to identify business opportunity by researching, analyzing and introducing a new product or a new service to the market. It focuses on the implementation of the strategic business plan of financial, technologies, products and services, companies, and the [...]
By ATCEN Many people are confused with the terms business development and sales. Business development is the effort to identify business opportunity by researching, analyzing and introducing a new product or a new service to the market. It focuses on the implementation of the strategic business plan of financial, technologies, products and services, companies, and the [...]
By ATCEN Have you ever heard a doctor after delivering a baby exclaiming “Nurse, looks like we have another Leader born…” in the operating theater? This, ladies and gentlemen is the myth of the‘natural-born leader.’ Should this be true, just for arguments sake these individuals can have no interaction whatsoever with any external elements and can [...]
By ATCEN Employees today are extremely sophisticated in their desires working for an organization. As a matter a fact, high performance individuals are inundated with so many different types of rewards and recognition that it becomes difficult to determine what is important and what is not. We have however, identified the following 5 key important factors [...]
By ATCEN Learning how to give feedback takes a lot of discipline, control and gumption. Giving feedback is not just about going to a person and telling them what we think of them, we should go through a systematic thinking process prior to giving them feedback. Let’s learn the 9 steps to giving feedback based on [...]
By ATCEN Feedback when given with good intentions is a highly useful tool for personal and team self- improvement. However feedback is a highly under-utilized tool in Malaysian corporate culture as it is deemed culturally insensitive to give someone ‘negative’ comments due to its directness. Herein lie the catalyst of rumor mongering and the creation of [...]
By ATCEN Organization which implements a Quality Management System (QMS) is required to carry out an Internal Quality Audit exercise. Majority conduct this exercise annually though some organizations do it twice yearly. Internal Quality Audit is a systematic examination to determine activities carried out in the organization are accordance to the documented quality procedures and processes. [...]
By ATCEN Many organizations recognize the merits of quality. On the contrary, there are doubts and concerns on the success of quality efforts. In most instances, organizations implement quality initiatives for the sake of doing it, or just because their competitors are doing it. In order to obtain the desired results in all quality efforts, the [...]
