Warning: Powerlessness May Be Dangerous to Your Brain – and Your Business

I remember reading an article another scientist sent me, essentially describing some research in the Netherlands. They conducted three ex­pe­ri­ments, putting Dutch uni­ver­s­ity stu­dents in dif­fer­ent sce­nar­i­os de­signed to make them feel ei­ther dom­i­nant or sub­or­di­nate in ‘rank’. They were then asked to perform think­ing tasks, such as solving puzzles.  The ‘pow­erless’ ones had trouble […]

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Dear Sales Leader, Please Answer ASAP

What does your sales support staff do for you? Fill out forms, route paperwork, fax, make you coffee? If all you’re thinking about are tasks, you’re missing the most important reason for having great support people: increasing your productivity. If you’ve chosen your sales staff well, they are the creative equivalent of an active volcano. […]

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