Image for Improvement by Michael Giuffrida

Do I really need to create a budget for my small business each year?

Let me start by giving you a resounding YES! Now I’ll explain why; When you started your business, you might have done a business plan with a 1/3/5 year projections.  This pretty document immediately got bound and left on the shelf so you could say you did it.  However when you actually started serving the Read more about Do I really need to create a budget for my small business each year?[…]

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How can I use gamification in my company to increase productivity?

Creating fun and competitiveness in the workplace is not a new concept, but with today’s technology tools and systems, it has become more accessible and more real-time. For many years organizations have created contests for sales people to pit them against each other in hopes of increasing sales….because it works!  Sales people by nature are Read more about How can I use gamification in my company to increase productivity?[…]

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How do I determine where my sales people are falling down in the sales process?

While some would argue that sales is more of an art than a science, if you have a struggling sales person, you can definitely apply some science to help determine where the problem lies. As a student of the Sandler Selling System, I look at the sales cycle as if you were moving a prospect Read more about How do I determine where my sales people are falling down in the sales process?[…]

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How do I avoid these latest cyber attacks?

With all of the press about the latest Petya attack on the heels of the WannaCry attack businesses are scrambling to figure out how they can avoid getting hit next.  The latest statistics show that 43% of cyber attacks happen against small businesses and 60% of those attacked go out of business within 6 months.  Read more about How do I avoid these latest cyber attacks?[…]

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How do I know if a company that I want to buy is a good fit?

When growing a small business client by client, it can become frustrating that it feels like you are never reaching that “critical mass” that you are looking for.  When this happens, many business owner look to supplement their organic growth with growth through acquisition.  Making an acquisition to grow your company is a great way Read more about How do I know if a company that I want to buy is a good fit?[…]

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If I am going to sell my business, should I worry about the little problems it still has?

Every business has its challenges and there is no way to avoid that.  Even the companies with the best cultures, compensation plans, and products and services will face issues.  When you decide you are going to sell your business, it can be like a “get out of jail free” card on these problems as you Read more about If I am going to sell my business, should I worry about the little problems it still has?[…]

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Hire slow, fire fast.

In a small business, your people are everything.  Not only do they likely interface with your clients but they also represent you in the community.  And most importantly, they reflect the type of culture you have in your organization when chatting around the water cooler.  This is why it is critical that you have the Read more about Hire slow, fire fast.[…]

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How should I compensate my sales hunters?

First note that I did not title this “how much should I compensate my sales hunters?”.  What you pay will vary based upon your geography, industry, availability of quality candidates, and the experience of your hunter.  This post will focus on how to structure what you pay them to gain the best performance and results. Read more about How should I compensate my sales hunters?[…]

Image by Michael Giuffrida about Teams

When is it time to hire my first employee?

For many entrepreneurs, they believe that the first real outward sign of their success is when they hire their first employee.  Makes sense right?  Now their venture went from “my job” to a “real business”.  However, this decision is not one to take lightly and also not one to rush in to. Having employees can Read more about When is it time to hire my first employee?[…]