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June 30, 2006

Google Wins The Battle For AOL

Filed under: Internet-and-Businesses-Online — Rick Hendershot @ 11:06 pm

It looked like Microsoft had a deal with AOL to replace Google as the AOL search engine of record and provider of online advertising services. This looked like a fantastic coup for Microsoft — one that would make them a serious Google competitor on the search engine and online advertising front.

But that deal fell apart last week and culminated in a phone call on December 16 in which AOL told Microsoft the deal was off.

Google sweetened their offer and AOL went for it. Under the new deal, Google will pay $1 billion for 5% of AOL — about twice the market value — and will continue to share advertising revenue with AOL.

The stakes couldn’t have been much higher for both companies. AOL accounts for about 11% of Google’s revenue, and to have lost to Microsoft would have meant a significant shift in the search engine wars. Microsoft would have gained overnight credibility for both its search and advertising services.

On the AOL side, this deal stems recent criticism that the company is floundering with nowhere to go. Not only does this represent a re-valuation of AOL, but bolsters its efforts to diversify its services and move towards being something other than just a glorified ISP. For instance, Google has committed to promoting AOL’s services in sponsored links, including a valuable collection of online videos that have been languishing.

As for Microsoft, it is back to the drawing board. Time will tell whether the AOL deal helps or hurts Google. But in the meantime Gates and company have been effectively blocked from using AOL to help them cut Google down to size.

==>Microsoft working on another deal?

Meanwhile, in a classic Microsoft move, the company let it be known they are in discussions with another ‘tier 1 internet company’ to form an alliance to counter the Google/AOL deal.

In his blog, Ian McAllister, an MSN program manager wrote, ‘At the end of the discussion one of the people I was meeting with threw out a blanket offer to brainstorm other ways in which our companies might work together,’ McAllister wrote in the blog posting ‘He then stated that his company was willing to entertain ideas for working with Microsoft that would help our search and/or advertising business, with one of the goals being to prevent Google from dominating those spaces even more than they are now.’

Nobody is saying who this other company is, and what they can bring to the table. Yahoo has been mentioned, but that is unlikely since they have little to gain from helping Microsoft win market share in an area in which they are so active.

Some industry analysts think it is likely the other company is a large high-speed Internet connectivity provider such as Comcast or AT&T Inc. Joe Wilcox, senior analyst with Jupiter Research suggests this is the logical move for Microsoft. ‘Microsoft would certainly benefit if say a Comcast or some other broadband providers with popular portals chose MSN as the default search,’ according to Wilcox.

These broadband providers are the very companies that are eating away at AOL’s market share. As dial up subscribers shift to broadband they ultimately end up with a major provider like a cable company or telco. So it makes sense for Microsoft to pursue alliances with these providers.

Either way, it is not wise to count Microsoft out just yet.

About The Author
Rick Hendershot publishes Linknet News in article and RSS format ==> http://www.linknet-news.com/news — To get your text link on relevant articles, see http://www.linknet-promotions.com/news.php.

The H5N1 Bird Flu and Flu Virus Basics

Filed under: Health-and-Fitness — Evangeline Siri @ 10:32 pm

What is a Flu virus?

Definition:
1: Acute viral infection involving the respiratory system;
2: An acute febrile (fever causing) highly contagious disease.

Influenza A virus refers to a series of virus subtypes infecting various animals and humans world wide. These subtypes differ on the molecular level because of changes to one of two proteins on the surface of the virus. Currently there are 16 variations of the HA protein (Hemaglutinin) and 9 variations of the NA protein (Neuraminidase). These variations can be combined in carious ways to create many different virus subtypes. Currently all viable subtypes of the influenza A virus can b found in birds.

Human influenza virus refers to subtypes which can spread widely through humans. Currently there are 3 circulating virus subtypes, H1N1, H1N2 and H3N3 (the letter referring to the protein and the number referring to the variation type of that protein). The Avian or Bird flu which has become much talked about in the media since it’s outbreak in 2003 is subtype H5N1.

What Symptoms should I expect?

Headache, fever, chills, sneezing, runny nose, nasal inflammation, blocked nose, dry cough, sore throat, sweating, body aches, loss of appetite, exhaustion, fatigue, weakness.

Human symptoms of the H5N2 flu virus have also included eye infections, pneumonia, and severe respiratory distress.

How Can the Flu be Transmitted?

Depending on the virus subtype, transmission methods vary. It can be airborne or come from bodily fluids. In the case of the current human flu virus airborne transmission is most common but body fluids will pass on the disease just as effectively. This is why the virus is so easily spread during flu season.

The Avian flu is passed through body secretions and excretions from bird to bird or bird to human. These fluids include saliva, nasal secretions and feces. Direct contact with these materials or surfaces covered in these materials is need for transmission to occur.

Who is most Vulnerable?

Old, young and immune compromised individuals are more susceptible to flu viruses. Also those with respiratory issues such as emphazema as well as smokers. Most cases of human infection of the H5N1 virus have been in otherwise healthy adults so the same criteria seems not to exist.

How do I prevent the Flu?

Depending on the subtype, vaccines are available (i.e. for human subtypes). However no vaccine has been developed for the Avian Flu as yet. For human subtypes the best time to get vaccinated is October to early December. Flu season often lasts until late spring.

Other habits of good heath can decrease your risk of flu infection:

1. Cover your nose and mouth with a tissue when you sneeze.
2. Wash your hands often with soap and water or alcohol based cleanser.
3. Avoid close contact with sick individuals.
4. If you are sick stay home until you are well.
5. Try not to touch your eyes, nose or mouth
6. For the Avian flu. Avoid all contact with birds, domestic or wild.

How do I know I have the Flu?

Often tests must be done as diagnosis based on symptoms alone is difficult. Blood tests must be done within 2-3 days of symptoms occurring in order to give results.

How do I treat the Flu?

Four antiviral medications are currently approved for flu treatment. Amantadine, Rimantadine, Zanamavir and Oseltamivir. Plenty of rest, lots of fluids and avoiding alcohol and tobacco will help along with acetaminophen to relieve muscle aches and fever.

Currently the Avian flu has been shown to be resistant to both Amantadine and Rimantadine however, it’s resistance to the other two drugs has yet to be determined.

Overall the flu is a common illness which affects millions each year. It is rarely dangerous to normal healthy adults. However if ever in doubt, if you are in any of the categories listed in the “who is vulnerable category” or if you have come in contact with birds which may be infected with Avian flu, consult your physician immediately.

Evangeline Siri, B.Sc. is studying near Bangkok, Thailand. Her information website on the Avian Bird Flu Virus is http://www.AvianBirdFluDefense.com

BVI - New Memorandum & Articles of Association for Old

Filed under: Business, Strategic-Planning — Peter Beighton @ 9:33 pm

On 1 January 2007 all BVI companies formed under the Old Act (International Business Companies Act (Cap 291)) will be automatically re-registered under the New Act (BVI Business Companies Act 2004). There is an opportunity to re-register under the New Act during 2007. This means that it will be necessary to consider adopting new Memorandum and Articles of Association….more

On 1 January 2007 all BVI companies formed under the Old Act (International Business Companies Act (Cap 291)) will be automatically re-registered under the New Act (BVI Business Companies Act 2004). There is an opportunity to re-register under the New Act during 2007. This means that it will be necessary to consider adopting new Memorandum and Articles of Association relevant to the applicable laws. It’s important not just for good housekeeping reasons but the M&AAs will need to be up to date under the new legislation when an institution such as a bank requires sight of them.
Whilst reviewing the M&AAs there is also the opportunity to remove bearer share provisions if they are not required, a move which will ultimately save US$750 in annual Government Tax.

We recommend the above action so that every BVI company’s M&AA does not contradict and is fully consistent with the law that now applies. ILS can effect these changes efficiently and cost effectively.
Visit www.ils-world.com

Peter Beighton is the Sales and Marketing Manager at ILS, a company which establishes and administers onshore and offshore companies and trusts.

9 Questions to Ask Before You Build an In-Ground Swimming Pool

Filed under: Recreation-and-Sports, Swimming — Ugur Akinci @ 8:24 pm

1) Are you willing to devote time regularly to maintain your pool since an in-ground swimming pool is a high maintenance item? Please be aware that, if you are planning to sell your home one day, for some buyers an in-ground swimming pool is not an asset but actually a liability due to its high-maintenance nature.

2) Do you have or are you willing to have a high fence all around your pool, complete with a locked gate?

3) Are you willing to change your pump and filter at least once in every 15 years?

4) Are you ready for the possibility that you may have to change your underground circulation pipes and skimmers perhaps once in every 15 years?

5) Are you willing to devote a regular part of your budget for the amazing variety of chemicals that your pool will need regularly to keep it sparkling clean?

6) Are you willing to vacuum the bottom of your pool on a regular basis (perhaps once a month) when your pool is in use?

7) Are you willing to spend around $1,000 to buy a good spring-lock pool cover for winter which allows the rain and snow water seep through but keeps the debris out?

8) If you live in a wooded area, are you willing to clean your pool off the rodents, garden snakes and other animals that will eventually find their way into your pool?

9) Are you willing to take the necessary legal precautions (like obtaining a written release form from the parents of your children’s friends) to protect yourself against the various accidents that can and do occur in and around swimming pools?

Ugur Akinci, Ph.D. is a Creative Copywriter, Editor, an experienced and award-winning Senior Technical Communicator specializing in fundraising packages, direct sales copy, web content, press releases, movie reviews and hi-tech documentation. He has worked as a Technical Writer for Fortune 100 corporations since 1999.

He is the editor of PRIVATE TUTOR FOR SAT MATH SUCCESS web site http://www.privatetutor.us

In addition to being an Ezine Articles Expert Author, he is also a Senior Member of the Society for Technical Communication (STC), and a Member of American Writers and Artists Institute (AWAI).

A true movie fan since he was a child, Akinci provides FREE MOVIE PLOT IDEAS every day of the year at SCRIPT BOILER. Visit http://scriptboiler.blogspot.com today.

You are most welcomed to visit his COPYWRITING WEB SITE http://www.writer111.com for more information on his multidisciplinary background, writing career, and client testimonials.

Make Money Online By Selling Information

Filed under: Internet-and-Businesses-Online — William Lee @ 7:10 pm

The Internet has been dubbed The Information Superhighway and it certainly lives up to the name. Everyday, millions of people use the Internet and the World Wide Web to seek out information; whether it’s reviews of a new dishwasher, cheapest deals on package holidays, what’s on at the local theatre or tracking down old friends. Chances are, if you’re looking for information, it can be found somewhere online.

Whilst the Internet is undoubtedly a rich sea of data, not all of it is useful information, relevant to the consumer. This, combined with the desire for instant gratification that the Internet instils in its users, builds up a demand for the right information - right NOW!

Despite the hype about making money quickly, easily, out of thin air or the dot com boom there is money to be made on the Internet. It’s a simplification of the process, but if you’re someone with the capability to meet some of this demand for information then you have an opportunity to make money online. As a supplier of information, you have the ability to help make the Internet more useful for the consumer by delivering what they want, when they want it. You can, of course, charge a fee for providing this convenience.

Whether or not you actually make a sale is another matter. Just like most other purchasing decisions, if the consumer considers the value of your offer as being greater than its cost (or the pain of not purchasing) then you’re likely to make a sale. Get the balance wrong and they’ll likely move on.

Whilst a lot of information is freely available online, it’s widely accepted that the age of the commercial Internet has arrived. Some may argue that there shouldn’t be any cost associated with information and whilst you may be able to find the same information at no cost somewhere on the Internet, often the time saved and the convenience of getting exactly what you want is considered worthy of the expense. As an example, you could try and borrow someone’s copy of a newspaper or you could pay to access the latest breaking news from the comfort of your own desk. Unsurprisingly, a large number of people chose the latter when the New York Times switched to a subscription model back in 2003.

There’s a great demand for information online. If you’re one of the people who can supply to this demand, especially if the information is specialist or niche, then there’s little to stop you from charging for your services. With a suitable marketplace to pitch your offer, there’s nothing to hold you back from trying is there?

About The Author
William Lee (www.wlee.me.uk) helps to distribute content freely from United Articles (www.unitedarticles.com). He also offers a free desktop XML feed generator tool (www.internetmarketingfool.com/xml_feed_generator) to help others distribute their content.

Before You Were Born

Filed under: Home-and-Family, Parenting — Sally Bacchetta @ 6:10 pm

Someday you will know that the world existed before you. You will discover that Daddy and I were people before we were parents. You may refer to that time as ‘the olden days’.

By the time you’re curious about who I was before you were born, I may have forgotten, so this is for both of us:

Before you were born I spent money on myself.
I drove with one hand and tried to beat the light.
I had my own bathroom.
I wore earrings.
I was always on time.

Before you were born I had long, interesting conversations with your father several times a day.
I expected parents to be objective about their kids.
I secretly thought Mother’s Day was overrated.

Before you were born I didn’t know the fastest route to the hospital.
I didn’t know how long I could run on a packet of oyster crackers and a handful of smoked almonds.
I had never fallen asleep while standing in my closet.

Before you were born I thought my floors were clean.
I subscribed to magazines.
I sometimes sat and thought about nothing in particular.

Before you were born I thought getting licked by someone with a mouthful of pureed squash was gross.
I wondered why mothers never ran out of things to talk about.
I was sure that most kids had too many toys.

Before you were born I thought I was busy.
I listened to talk radio in the car.
I imagined you with blond hair and blue eyes.

Before you were born I ate sitting down. At the table.
I left the door open at the top of the basement stairs.

I wanted twins.

Before you were born I had more time, more space, and more money.
I thought that mattered.

Sally Bacchetta - Freelance Writer/Sales Trainer

Sally Bacchetta is an award-winning sales trainer and freelance writer. She publishes articles on a variety of topics, including parenting, selling skills, motivation, pharmaceuticals and RFID.

You can contact her at sb14580@yahoo.com. Read her
Mommy Blog and her latest articles on her website.

Put Muscle Behind Your Web Site With Web Analytics

Filed under: Internet-and-Businesses-Online, Web-Development — Richard Radcliffe @ 5:18 pm

Your business has a web site. You were careful in selecting a designer who understood how crucial your site is to your marketing strategy, and who had the skills to integrate and present your content in a way that fulfills that strategy. It’s well designed and optimized. Now you can just sit back and wait for the profits to roll in right? Wrong!

A well designed web site is just the beginning. A good marketing strategy never stops improving, and your web site is a vital marketing tool. How do you improve its effectiveness in bringing in more and more leads and turning higher and higher percentages of those leads into conversions?

You do this by understanding everything you can about the people who visit your site. How did the visitor find your site? Did they find you from a link pointing to your site, a search engine? What keywords did they use for that search? How long did that visitor stay at your site? What did they look at? What didn’t they look at? How far into a payment process did they get before they abandoned the purchase? What prevented them from becoming a customer?

Knowing the answers to questions like these is extremely important in order for you to refine your web site. You want to to use more of what is working for you and get rid of content that doesn’t work for you. It will also keep your site up to date in an ever changing marketplace. Now how do you get this information?

The answer is ‘web analytics’. Web analytics gathers information about what visitors do when they are at your web site, and then organizes that data into reports you can customize to suit your needs. Analytics can either be hosted online by a provider of the service or can be purchased as a program that you own and manage. There are many different venders of web analytic services.

Analytics packages can be hosted for as low as $30 per month and this price goes up as the amount of data tracking increases. Programs, on the other hand, will vary in cost from free trial versions with very few features, to costing thousands of dollars for complete, full spectrum tracking. Knowing what you need to know about your visitors, will help you decide the level of tracking features you need to get the most out of your web site.

It is important to look at the information gathered in these reports, at the very least, on a weekly basis, and to make changes to your web site based on this information. Trust the data, not your expectations of what your potential customers want. Web analytics is a powerful marketing weapon and sets apart those who are serious about having a web site that significantly enhances their business, from those who are not.

About The Author
Richard Radcliffe is a Web Designer/Consultant, writer, and father of a 6 year old son. He is the owner of Renshaw Design which specializes in web design and web marketing consultation for small businesses, nonprofits, clubs, and professionals with a private practice. Visit his site at http://www.renshaw-design.com.

Forgiveness-Again and With a Bit More Understanding Than the Last Time

Filed under: Self-Improvement, Spirituality — Dennis Diehl @ 4:51 pm

Three years ago, our collective family lost a nephew, 13 years old, to a encounter with a train. Matt was walking along an active track wearing the headphones of his CD player, probably thinking about the loss of his grandmother that morning. The engineer, doing all he could to warn Matt, simply could not get his attention in time.

In the course of all the trauma and drama that unfolds in the aftermath of such a tragedy, it only took the distant sound of a train whistle, or the sight of a train passing by to set off all the emotion and painbody that such an event produces. Even the word ‘train’ sets off the chemistry that was produced by the initial shock of the original event, and the emotions and pain returns. I imagine that those who have lost family in plane crashes experience the same pain and emotional responses whenever they see a plane overhead, or have to make a trip to the airport. I imagine that some never look up or ever go to the airport again. Ah…I hear a train in the distance as I write this, but it does not set off the pain that my sister and her daughter and immediate family of Matt would feel. I might not even hear it, but they would pick that sound out of a busy rush hour and feel the pain all over again. In time, they will have to make peace with trains and all things associated with them.

An so it is with all perceived painful and emotional experiences in life. All it takes is a word, or a sound, a title or a face, and the same chemistry that the original pain caused to course into our blood and set off those portions of the brain that experience and deal with such things, are ignited again. That chemistry gives one that kicked in the stomach feeling that lasts for hours. In short, we relive the pain or we experience again the anger, guilt, shame, fear or embarassment that those original chemicals, now again released by merely thinking or hearing or seeing that which reminds us of a past event. It’s drama and pain through the miracle of chemistry. Can you imagine how different our lives would be if we were simply unable to recall events that traumatised, hurt or angered us? I suppose we would never learn anything from such events without the memory and feel of them. Sometimes I get jealous of my cat, because somehow I know that they simply don’t care about the events of the past, or even remember them. I get sharp with the cat for taking a bite of me, and four seconds later I get the look..’what?’ from the creature. As somone once said, ‘everything spiritual teacher I ever had in life was a cat.’

I have words in my mind that set off my drama/trauma chemistry and cause me to have to deal with anxiety, which is a fear of what the future will bring or perhaps mild depression, which seems to be caused by repression of anger that we feel we should not express, or have no productive outlet for. All the words that provoke my brain chemistry to bless me with sometimes minutes and sometimes hours of anxiety, anger, fear, guilt and such are generally related to the topics of organized religion and fundamentalist and literalist Christianity. I have a small pill I can take when I simply do not wish to deal with those emotions. It races to the receptors those emotions want to attach to and blocks them.

Thus it prevents the drama/trama event for now. Cool stuff! Isn’t it amazing that another chemical can derail a negative emotion caused by chemicals released in the brain by the mind! But I’d rather have the mental perspectives that accept the feelings for the moment, an act which also can disarm them. Deep belly breathing, I have found sends the message to the brain that all is well and there is no need for the molecules of emotion carnage to be released at this time. Shallow high chest breathing or even breath holding, which many people do when concentrating, sends the message that something is wrong and there is stress and so the brain sends out the fight or flight chemistry and we experience stress and anxiety. See what I mean! We are a spirit trapped in limited five sensed, carbon based, chemical soup based wetsuit!

My choice to pursue what at one time I felt must be the only way to be, way to think and message to encourage humans with, has blessed me with a need to recover from it all. There are Biblical concepts that, when I hear of them, set off emotions I then have to deal with. There are human names that set off my resentment and anger. There are ideas that, when I hear them repeated, set off my sarcastic, hurt self. None of this serves me very well, but in the past, I lacked the skills to divert the chemistry the original events, people, faces and ideas are set off. I don’t like how it feels. When you fight life, life fights you. When we embrace it, somehow it flows better, even the unpleasant parts.

There is one solution that seems to be the last one we really want to employ. Somehow, we inherently know that if we apply it and mean it, it will free us from all the drama/trauma. Mostly we don’t know how to do it and find that what we intend to be a permanent solution to the painful life experiences we have, is merely temporary. The ultimate solution to our perverse chemistry of reliving, over and over the negative emotions that hurt mainly ourselves is FORGIVENESS.

Forgiveness is either the easiest thing on earth to do and we just don’t get it, or it is the most difficult. I sometimes feel that if I forgive whoever or whatever it is that still plagues my mind at times, they or it will be getting away with something. If I forgive them, they will for sure! If I FORGIVE, they will win. So not forgiving ensures they don’t. My ego, my ‘little self’ will want to get even, or be right, or get an apology or just keep on fighting on and on what is or was. On the other hand, allowing things to be as they are is really what we call GRACE. The rest is all just memories and chemistry in MY head. It is not real.

I remember when a past Pope forgave, very publically, the man who put a near fatal bullet in him. I remember thinking that since the Pope is a professional forgiver, or has to be, it was not the magnificient example it was meant to be. The Pope has to forgive you! Now if the father of Nick Berg, the first American beheaded in Iraq, forgives that evil act done by those evil men, that is real! I undestand that Mr. Berg is just such a remarkable person, or wants to be inspite of the pain of those events. If you offend your pastor , or friends in the church in some way, just tell them ‘well forgive me.’ They have to..hehe.

I want to forgive for my sake. Of course, there are a few things in life I want to be forgiven for as well as there is a chemistry of guilt or shame set off when I think of those things and don’t stop and accept myself as just human like everyone else. Many ministers feel they have to give the impression they are past all that and do no wrong, or admit to little wrongs to appear human, but everyone has ‘the other side.’ Every minister I know wears at least one mask…

Forgiving comes in stages. I suppose it can be instant and final but mostly it comes in increments in practical fact. We forgive so that what eats us doesn’t destroy us. We forgive because somehow we know that we all can be just as foolish or hurtful as we feel others have been towards us. We forgive because what else is there is to do and have a real life. We forgive to see how life can bless us for doing so and that things do work out exactly as they should for us.

Forgiving has to be specific and not generic. You can’t forgive an organization or an all encompassing Church denomination. Abused Catholics can’t forgive the Catholic Church or even the Pope. They must forgive the specific abuse, priest or member. I can’t forgive the Worldwide Church of God. I have to forgive the players who created it, took advantage of my good intentions and spiritual seeking and changed it from something I could relate to, when I took the Bible as literally true, and returned me to a theology I found wanting as I grew up with it. I have to forigve them for the idea that reinventing the wheel, for me, was new and exciting. It was not and I lost my heart for it all.

Our forgiving others cannot depend on whether others forgive us first. If that is true, then we are at the mercy of others and probably dead in the water on this topic until others give us permission to forgive and move ahead in life. We can only do our part and we can only do it when we are able and understand deeply the benefit of forgiving to all concerned. That can take time, or not, depending on how willing we are to let it go and get out of the past into a more real and loving present.

So here goes…again, with a bit more understanding than the last time!

I forgive The World Wide Church of God, past and present and Herbert W. Armstrong for his perspectives, ideas, feelings, needs, abuses real or imagined, ignorance and loss of touch with how things really are in the lives of real people who trust those who take authority upon themselves in the name of God, Jesus and the Bible.

I forgive Garner Ted Armstrong for the same…

I forgive Joseph W. Tkach Sr. for the same……

I forgive Joseph W. Tkach Jr. for the same…….

I forgive ________________ for the same……

I forive myself for being a butt a times too…….

I have needed my pain for some perverse reason along with the anger at myself for making poor choices which at the time seemed so right. I realize I had to be there and I am sorry it took so long for me to realize that I really didn’t. I do believe that nothing is for nothing. Everything is always as it should be for our ultimate good and that my ego needs give it’s self preservation a rest. I’m tired of opinions, ideas, squawking and complaining about how things were or even how that how things that were have now influenced how things are. I’m tired of my day being disrupted by DEAD people or the living who don’ care. I forgive, again at a little deeper level than the last time, so I can be content again with life as it is and not as I thought or think is should be. I don’t want the sound of trains to resurrect the pain body over and over. I like the sound of trains in the night….

Red Flags Of Sales Recruiting: No Need To Take Action (Don’t Hire Them In The First Place!)

Filed under: Business, Sales-Management — Thad Greer @ 3:34 pm

If you’ve seen the movie adaptation of David Mamet’s stage play “Glengarry Glen Ross”, no doubt you’re familiar with Alec Baldwin’s infamous scene in which he delivers one of the most memorable motivational sales speeches of all time. If you’ve worked in sales at any time during the last 14 years since the movie was released, chances are either yourself or someone you know can recite chunks of Baldwin’s speech, or at least some of the key takeaway phrases (“coffee is for closers!”). For those of you who haven’t seen the movie, Baldwin portrays a real estate shark (albeit briefly: he’s only onscreen less than 10 minutes) brought in by fellow brokers Mitch and Murray in order to rally their sales team and roll out the guidelines for the monthly sales contest. The top two salespeople get to keep their jobs while everyone else is canned. At the end of his tirade, Baldwin responds to Ed Harris’s question of why he’s there. “I came here because Mitch and Murray asked me for a favor,” Baldwin sneers. “But I said the real favor is follow my advice and fire your (rear-end) because a loser is a loser.” Meeting dismissed. Harsh? Absolutely. Motivating? Without question it motivated the unproductive reps to take action, just not the actions Mitch and Murray would have hoped for (you’ve got to watch the movie to find out what truly desperate people in these circumstances will do). The first five minutes of movie blatantly establishes that the entire sales department, with the exception of top-producer Al Pacino (nominated for an Academy Award for his role) has already begun the downward death spiral many salespeople go through once industry burn-out has begun to set in. For those of you with a background in sales management who have seen the movie, you probably recognize that the intent of the sales meeting at the fictional Rio Rancho Properties was not to motivate the reps to sell; it was to motivate them to leave. Mitch and Murray’s reasoning: turn up the pressure to an unbearable level and the ensuing war of attrition will weed out the ones that can’t take the heat, thus saving the management team from the unpleasant tasks of either confronting the reps regarding their lack of production or terminating them in person.

For many sales managers across companies of all sizes, turnover is a way of life. Dealing with performance issues comes with the territory: either you address it with your reps individually or someone will be addressing yours with you. Whether a sales rep leaves voluntarily or is escorted to the door by security, it’s a painful process to watch someone go from excited candidate to promising newcomer to frustrated rep to underachiever to latest casualty. I have yet to meet a manager who wouldn’t rank firing people at the bottom of the list of “most rewarding aspects” of their job. Looking back at the interview process, most sales managers will admit they recognized the red flags that ultimately led to the undoing of a particular candidate once he or she became an employee, but for whatever reason chose to overlook or downplay them. I’ve spoken with sales managers and business owners who, after an exhaustive parade of unsuccessful hires and terminations, have come to the conclusion (incorrectly, I might add) that it’s virtually impossible for them to predict whether or not any one candidate will be successful in their organization based on a handful of interviews. “Salespeople are professional interviewers, right? Aren’t they trained to tell you exactly what you want to hear?” So they devise a recruiting strategy that consists of establishing some rough hiring guidelines (ie., Bachelor’s degree, minimum of 2 years sales experience) bring on the first person that looks presentable, throw them a bunch of dead leads and/or disgruntled customers, point them to a phone and if they fall to produce in the first 90 days, get rid of them. Recruiting the RIGHT people is no easy task, so it’s understandable how one could adopt this scattershot philosophy. My advice would be that if you want to make every working day feel like a week while ushering in your own demise, then adopt this strategy immediately.

While this is an extreme example, most hiring managers would concede there have been occasions when they have overlooked critical flaws in a candidate’s background, character, etc. simply because they were desperate for someone to step into the position, only to watch it blow up in their face down the road. If you are the type of manager who is swift in taking action upon the realization you have made a bad hiring decision (and by that I mean terminating the employee), then I applaud you. There is nothing worse than watching someone toil away just to collect a paycheck. But wouldn’t life have been easier if you hadn’t hired them in the first place? One of the keys to successful recruiting (particularly in sales, where the candidate criteria can be more subjective than with other roles) is to pay close attention to your gut instincts and if something about a candidate doesn’t sit well with you, move on to another candidate! If you’re an individual with a lot of pet peeves, then you’d better do your best to determine early on in the interview process whether or not a particular candidate has the potential to drive you crazy. You can save yourself a lot of frustration by recognizing those subtle indicators of future “termination-worthy” actions. Here is a handful that I watch out for when interviewing sales candidates:

The Inaccessible Candidate. It bothers me when I am unable to connect with a sales candidate on their cell phone after 2 or 3 tries. If I’m not able to get through to them after a reasonable number of attempts, why should I assume that one of their prospects or customers would be able to? I can appreciate not answering calls from blocked numbers, but I don’t think refusing to answer because they don’t recognize the phone number is a legitimate excuse. Who’s to say I’m not a referral from a client?

The candidate who gets too personable, too quickly. Like many of our clients, sales reps in our industry are essentially consultants: we do not sell a product and the services we provide are highly customized based on the needs of our clients. In addition, our firm operates on a retained basis (whereas the majority of our industry is comprised of contingent firms), so in order for us to justify an up-front engagement fee it’s imperative that we establish credibility and capacity very early on in the relationship. Our clients look to us as professional consultants and solution providers, first and foremost. If a personal relationship develops beyond the scope of our obligations, great, however, our clients to do hire us to discuss deep-sea fishing, my nephew’s wedding and whether or not the Marlins can pull a rabbit out of a hat this Saturday against the Cubs. If this is the route a candidate takes in an attempt to immediately try and establish rapport with me, what makes me think he or she is going to act any differently with one of my clients? There is a time and place for those conversations: just make sure they’re not in the first 15 minutes of our initial conversation (that is, of course, unless I happen to mention the Marlin’s current winning streak).

The Agreeable Candidate. It always bothers me when someone sits across from you, looks you in eye and agrees 100% with everything you say. It’s one thing if I’m at a cocktail party making small talk with my co-worker’s spouse with whom I’ve just met. It’s another thing when I’m having a serious business conversation with an individual I’m either considering recommending to my client or adding to my own team. If you’re interviewing a candidate that appears to be in agreement with everything you say, you’ve either got a “yes man” on your hands or you’re talking way over their heads and they’re too intimidated to say so. There’s an old business cliché that says if you have two people within an organization that think exactly alike, you have one too many people. Either way, you need to keep looking.

The Blame Game. The majority of people leave their jobs either because they do not get along with their immediate supervisor or they simply do not like what they’re doing from the hours of 8 to 5 each day. That’s understandable; I think all of us have been there at one time or another. The problem I have is when a candidate consistently points the finger at someone or something that stood in the way of their success, thus forcing them to look for a new line of work. This is particularly troubling when you have a candidate with a less-than-consistent work history (more than 2 jobs in the last 5 years). “The job was not as described,” is a way of saying “I didn’t fully investigate the opportunity.” “The company was not financially sound,” in the candidate’s mind is better than saying “I failed to do my due-diligence and research because I was desperate for work.” “My boss had unrealistic expectations.” They probably should have figured out what those expectations were before they accepted the position.

Thad Greer is the Business Development Manger for Priority Recruiting Solutions, Inc. a retained executive search firm headquartered in Hollywood, Florida (just north of Miami). Thad contributes to the Priority Recruiting Report, a bi-monthly newsletter containing topics related to the recruiting and staffing industry. He can be reached at 954-920-8814 or thad@priorityrecruiting.com.

Leadership – Do You Use or Abuse Power?

Filed under: Business, Management — Graham Yemm @ 2:03 pm

The dictionary defines power as “control and influence exercised over others”. With positions of management, and leadership, comes power and it seems to sit more comfortably with some than others. It is increasingly recognised that organisations need good leaders if they are to go forward successfully. Their people will feel motivated, empowered and want to contribute. Leaders who are not using their power positively and abusing will act in a way which will be coercive and, in extremes, could be bullying. This latter situation is one which appears to be on the increase and is creating further problems in the workplace such as stress. This article will look at what is “power” and how it can be used productively. We want to consider how leaders can become more confident in their positions and with their power and explore the benefits for all parties when they do.

Power tends to corrupt, and absolute power corrupts absolutely.
Lord Acton

There are two elements of power in an organisational context – “position power” and “personal power”. The leader has “position power” given from the organisation. This comes from the authority which the job role has to do things or make things happen. The “personal power” is about the degree of influence the individual has and is given by the followers. The two are interlinked to an extent. People will look to the leader’s “position power” and give them a degree of “personal power” based on how they perceive the leader might influence them. Equally, when organisations are looking to promote someone, the more aware ones will look to see how well individuals can seem to influence others around them – and give them some “position power”.

Problems arise when people are put into roles where they have considerable “position power” but feel out of their depth and under-confident. What starts to happen is that they feel a need to cover their discomfort and they begin to do this by abusing the power they hold. Over my years of working with organisations, I have heard and seen so many examples of poor or inappropriate behaviour from various levels of management and leadership. This is despite the amount of training which many of these people have participated in! I wonder how many times you have been on the receiving end of such behaviour? More to the point, how many of you have been guilty of using them? Sometimes, these abuses of power are obvious:

  • shouting, screaming even, at staff;
  • threats being used;
  • unreasonable demands;
  • intimidating body language;
  • being a time-stealer to staff;
  • setting unreasonable levels of expectation, etc.

The list can go on beyond this – and could expand to include some less obvious behaviours. Why is it that so many previously reasonable people can start to behave so unreasonably? Experience suggests that one factor is that they are often merely carrying on a trend from their bosses! If there are not good role models, it can be difficult to behave correctly. However, this is something of an excuse. What is really going to be achieved with abuse of power? The daily reports of problems with bullying in the workplace, increasing stress-related problems in the workplace are clear indicators of that this is an on-going issue.

The consequences for the organisation, and the leaders, can be significant. There are probably issues with productivity and effectiveness, absenteeism (or just presenteeism!), and possibly staff retention is also a problem? If these things are happening, there as a potential for a vicious spiral – the manager feels under more pressure and passes this on with even more inappropriate use of their “position power”.

The flip-side is to consider what can happen when the leader is able to use their power in a constructive manner. Why are they able to do this? Partly it is because they are comfortable with their “personal power” and adjust to the additional “position power”. Maybe they have the right role models, or suitable training. They do recognise that they can get more from their people by supporting and encouraging rather than coercing!

Power does not corrupt. Fear corrupts… perhaps the fear of a loss of power.
John Steinbeck

For me, this quotation says a great deal about the two types of leader – the abusers of power are frequently out of their depth in their role. They fear losing their position and the likely loss of face, status and money. They do not feel that they can ask for help or support to improve the way they operate. Possibly, they believe it will be seen as a sign of weakness and so they aim to compensate with what they think is a show of strength.

Leaders have a right to ask things of their followers. There are many different ways they can go about this and there is no, one right way. At times a leader may need to be more directive and authoritative – at others more inclusive and supportive. Whatever the situation, the leader still operates from “position power” – and the good one, remains aware of their own “personal power”.

When you are in a position of leadership, stop and think about how you behave with those you are leading. You will gain far more “personal power” by treating people with respect – and earn it in return. Accept that with your position comes responsibility. Regardless of how your bosses may treat you, or colleagues treat their people, it is no excuse for you to abuse your power. Remember, the most effective way to engage people and to get them to work with and for you is to treat them as they want to be treated!! Pay attention to your behaviours and notice if you have any tendencies to make unreasonable demands or revert to authority to get things done. How difficult is it to think about the other person first and then ask for what you want in the most appropriate way?

As a leader, you have a choice about whether you abuse or use the power you are given. Many who are abusing their power do not always realise that they are doing it, or why. The reason is usually that they are struggling in their role. If you find yourself slipping towards this, do something about it! Think about what is making you feel like this and identify what areas you want to improve or develop. Now go and find out how you can get the support or training you want and go and ask for it. Learn to be comfortable with your power, both “position” and “personal” and you will be pleasantly surprised what you can achieve as a leader!

Graham Yemm is a partner in Solutions 4 Training and has over 20 years experience working with organisations, internationally and in the UK to help them develop their leadership skills and behaviours. He can be reached through the website or +44 1483 480656.

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