Coaching To Win: A Systematic Approach To Achieving Productivity Through Coaching

The strategic business plan for any organization is very specific regarding sales force objectives and activities.  Therefore, those responsible for the human capital of the sales function  must be prepared to work directly with their sales employees, in an effort to meet management agreed upon goals, to gain market share, and to continuously improve overall performance.  Over the years, the task of managing sales employees has been varied and undefined.  Managing has been referred to as “the art of getting things done through people.”  For decades, experts have included planning, organizing, staffing, influencing or commanding, and controlling as the systematic way of making things happen.  Recently, this commanding function has been dropped in preference to leading.  It has been proven that coaching is more effective than the old approach of using fear and intimidation to achieve sales management objectives.  This paper focuses on the need for these sales supervisors/managers to change their previously used tactics and embrace a new, proactive approach of “Coaching” their sales employees.  This new approach is described in detail below and will help unlock the mysteries of becoming a viable and proactive sales supervisor.  It will also give supervisors the tools needed to meet the needs of management and create a more productive, independent sales force. “Coaching” is becoming the leading preference for supervisors and managers, because it is proving to be more effective than previous used conventional methods.  Coaching is the art of continually assessing and developing sales people, so they can be empowered to do their jobs well!  Often, the conventional methods included command functioning tactics of fear and intimidation to motivate sales personnel.  By using the “Coaching” approach, supervisors and managers have more control of their sales staff and of achieving their management goals.  By developing a coaching relationship, which includes encouragement, listening, counseling, providing positive feedback, being supportive, resourcefulness, thinking with the future in mind, and modeling, these supervisors can give rise to a foundation where sales employees will be energized, aligned, and collectively mobilized to achieve and sustain customer satisfaction and trust.  In so doing, sales employees will also be empowered to meet management’s strategic goals

License prices for financially constrained firms

It is often alleged that high auction prices inhibit service deployment. We investigate this claim under the extreme case of financially constrained bidders. If demand is just slightly elastic, auctions maximize consumer surplus if consumer surplus is a convex function of quantity (a common assumption), or if consumer surplus is concave and the proportion of expenditure spent on deployment is greater than one over the elasticity of demand. The latter condition appears to be true for most of the large telecom auctions in the US and Europe. Thus, even if high auction prices inhibit service deployment, auctions appear to be optimal from the consumers’ point of view

The effects of financialisation and financial development on investment: Evidence from firm-level data in Europe

In this paper we estimate the effects of financialization on physical investment in selected western European countries using panel data based on the balance-sheets of publicly listed non-financial companies (NFCs) supplied by Worldscope for the period 1995-2015. We find robust evidence of an adverse effect of both financial payments (interests and dividends) and financial incomes on investment in fixed assets by the NFCs. This finding is robust for both the pool of all Western European firms and single country estimations. The negative impacts of financial incomes are non-linear with respect to the companies’ size: financial incomes crowd-out investment in large companies, and have a positive effect on the investment of only small, relatively more credit-constrained companies. Moreover, we find that a higher degree of financial development is associated with a stronger negative effect of financial incomes on companies’ investment. This finding challenges the common wisdom on ‘finance-growth nexus’. Our findings support the ‘financialization thesis’ that the increasing orientation of the non-financial sector towards financial activities is ultimately leading to lower physical investment, hence to stagnant or fragile growth, as well as long term stagnation in productivity

Gli affreschi provenienti dalle terme romane di Reggio Calabria. Dalla conoscenza al restauro

The frescoes at marine thermae discovered in 1886 during the excavation of the small thermal complex dating between the 1th and 3rd century AD, and located on the seafront of Reggio Calabria, have been collected already collapsed. They are currently part of the permanent exhibition of the National Archaeological Museum of Reggio Calabria. This paper illustrates the results of the restoration intervention, carried out in the form of an educational activity in the context of an agreement signed between the MarRC and the University of Calabria, and the results of the diagnostic investigations carried out by the IPCF-CNR of Messina and the STEBICEF department of the University of Palermo

Gender Differences in Russian Colour Naming

In the present study we explored Russian colour naming in a web-based psycholinguistic experiment (http://www.colournaming.com). Colour singletons representing the Munsell Color Solid (N=600 in total) were presented on a computer monitor and named using an unconstrained colour-naming method. Respondents were Russian speakers (N=713). For gender-split equal-size samples (NF=333, NM=333) we estimated and compared (i) location of centroids of 12 Russian basic colour terms (BCTs); (ii) the number of words in colour descriptors; (iii) occurrences of BCTs most frequent non-BCTs. We found a close correspondence between females’ and males’ BCT centroids. Among individual BCTs, the highest inter-gender agreement was for seryj ‘grey’ and goluboj ‘light blue’, while the lowest was for sinij ‘dark blue’ and krasnyj ‘red’. Females revealed a significantly richer repertory of distinct colour descriptors, with great variety of monolexemic non-BCTs and “fancy” colour names; in comparison, males offered relatively more BCTs or their compounds. Along with these measures, we gauged denotata of most frequent CTs, reflected by linguistic segmentation of colour space, by employing a synthetic observer trained by gender-specific responses. This psycholinguistic representation revealed females’ more refined linguistic segmentation, compared to males, with higher linguistic density predominantly along the redgreen axis of colour space

Peculiar Velocity Limits from Measurements of the Spectrum of the Sunyaev-Zel'dovich Effect in Six Clusters of Galaxies

We have made measurements of the Sunyaev-Zel'dovich (SZ) effect in six galaxy clusters at z > 0.2 using the Sunyaev-Zel'dovich Infrared Experiment (SuZIE II) in three frequency bands between 150 and 350 GHz. Simultaneous multi-frequency measurements have been used to distinguish between thermal and kinematic components of the SZ effect, and to significantly reduce the effects of variations in atmospheric emission which can otherwise dominate the noise. We have set limits to the peculiar velocities of each cluster with respect to the Hubble flow, and have used the cluster sample to set a 95% confidence limit of < 1410 km/s to the bulk flow of the intermediate-redshift universe in the direction of the CMB dipole. This is the first time that SZ measurements have been used to constrain bulk flows. We show that systematic uncertainties in peculiar velocity determinations from the SZ effect are likely to be dominated by submillimeter point sources and we discuss the level of this contamination.Comment: Submitted to Astrophysical Journal. 32 pages, 13 tables, 9 figure

The financial fragility and the crisis of the Greek government sector

The purpose of this paper is to develop Minskyan financial fragility indices for the government sector and to examine the financial structure of the Greek government before and after the onset of the sovereign debt crisis in 2009. We provide empirical evidence that clearly shows the growing financial fragility of the Greek public sector in the 2000s. We also assess the effectiveness of the implemented bailout adjustment programmes in Greece and claim that the conducted austerity measures and fiscal consolidation have not significantly improved the financial posture of the Greek government sector. We argue that the implementation of fiscal and wage austerity in an economy that lacks structural competitiveness produces prolonged recession and unemployment with adverse feedback effects on the financial fragility of the government