Modernizing the Workplace

Flickr CC via  World Bank Photo Collection

Based out of Southfield, MI, KMG Consultants is a sales and business consulting firm built on dedication and success.

Each year, the average American worker spends almost 2,000 hours working. With technology constantly changing, an ever-growing number of opportunities and tools are helping to modernize the workplace. Looking to spruce your office up and bring it into the 21st century? Try these tips:

Save Your Data in the Cloud

Tools like Dropbox allow employees to save their data into the cloud and access it from anywhere. This allows employees to access the files they need anytime and from anywhere with Internet access—from home, the airport, and even the dentist’s office.

Take Advantage of VoIP Services

Working from home is a growing trend in many industries, and making it work today is made much easier with VoIP services. VoIP services like GoTo Meeting and Skype allow employees to join in on meetings from different locations via phone or computer or chat with a co-worker about a project they are working on. And while the majority of telecommuting employees only work one day from home per week, having the flexibility to do so makes it easier for employees to take care of personal matters such as appointments, parent-teacher conferences, or family emergencies.

Keep Your Tools Up-To-Date

You may think you’re saving money by continuing to use the computers that were purchased when the company first started, but a slow computer or outdated software makes it harder for employees to work efficiently and securely. Make sure you have modern equipment that is up-to-date and protected from viruses.

Don’t let your company fall behind technologically. New computers may be a big investment up front, but the money you will save simply by having faster machines and up-to-date software will be worth it. Modernizing the workplace is a constant need, as technology is continually evolving. What are some of the things you have done (or will do) to modernize your workplace?

For more information about KMG Consultants, check out our profile of CrunchBase.

How to Deal with Being Micromanaged

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We are KMG Consultants, a business consulting firm based out of Southfield, MI.

Does it feel like your boss asks you to check in a little too often or hovers over your shoulder? If you have ever worked with a boss (or currently are) that micromanages you, then you are probably familiar with the negative consequences of this type of management. It adds stress to the day, makes things uncomfortable, and wastes time. If your boss is a micromanager, here are a few strategies to make work easier:

Do a Self-Assessment

Sit down and think about your work ethic first. Did you do something that caused your boss to start micromanaging you? Here are a few questions to ask yourself:

1. Do you come in or turn projects in late?

2. Have you been distracted at work lately?

3. Is something going on in your life that is hurting your performance at work?

If you answered yes to one of these questions, then you may want to reevaluate your work ethic before getting mad at your manger. Show them you can do quality work, and the micromanagement may stop.

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Provide Detailed Updates

Send your boss updates on a project before they request them. Showing that you know what you are doing and are doing it on time shows that you are responsible. Continually communicate about projects and deadlines before they come to you. If they see that you are on top of everything, they may back off a bit.

Ask for Input

You may not actually need it, but if your boss is a micromanager, they love giving input. If you are actually the one asking them for advice, then they will see that you value their advice and listen to their input. Asking questions like “How can I make you feel better informed about my projects so that you can focus on the things you need to get done?” shows them that you care about your projects and subtly reminds them that they might have more important things to be working on.

Give Feedback

While telling your boss you don’t like being micromanaged may not be the best idea, if you feel like there is a good moment to mention it, do so. A great option is during a performance review. Start off with the positive, but don’t be afraid to voice your concerns. For example, “I love working with you, but there is one thing that would make it better…”

Be nice while at the same time open about it, and explain how you feel like your work is being negatively effected. On the other hand, if you are working for a manger that micromanages because they clearly love the power, it could backfire.

"If it’s pathological, you should consider transferring to another part of the company or finding another job,” said Jean-François Manzoni, a professor of management at INSEAD and co-author of The Set-Up-to-Fail Syndrome: How Good Managers Cause Great People to Fail. Just remember that each situation is unique, and consider giving these options a try before throwing in the towel.

3 Must-Read Sales Books

Flickr CC via  Corey Templeton

There are thousands of sales books that have been published over the years, but not all of them are very useful. Searching online for sales books or even just glancing at the “sales” shelf at the bookstore can quickly become overwhelming.

If you’re looking to up your sales knowhow through some good reading, you probably want to take more than just the cover design and title into account. Many great books have been published with lackluster titles and artwork, and many terrible books have been published with stellar titles and cover design.

It’s the content inside that counts for books, and KMG Consultants has picked out a few standout sales books that have lasted the test of time and risen to the top of the heap.

1.     SPIN Selling by Neil Rickham is one of the best selling sales books of all time. Rackham uses hard evidence from 35,000 sales to support his advice, proving that some tactics really do work. The book is an easy read, beginning with an introduction to the research before jumping headlong into the meat of the book. An essential read for anyone who sells or plans to sell.

2.     Little Red Book of Selling by Jeffrey Gittomer breaks the complex processes involved in sales down to their very essences. The Little Red Book explains how to understand the essence of and use that knowledge to improve success.  It’s a short read and is perfect for anyone that is just beginning or getting interested in sales.

3.     Secrets of Closing the Sale by Zig Ziglar lays out several easy to understand principles of success, which heavily influenced many of the sales techniques and trainings that exist today. Ziglar wrote twenty-one books on personal growth, leadership, sales, faith, and success in his lifetime—nine of which landed spots on the bestseller list. Touted by many as the only sales book you’ll ever need and the sales book of all sales books, Secrets of Closing the Sale is an absolute must read.

These three books are the perfect start for learning more about sales. Do you have any other sales books you would recommend?

Learn more about KMG Consultants by visiting our CrunchBase page.

Benefits of Team Building Exercises

Most of the time, employees like to stay clear away from team building exercises. These can be seen as a chore, or a way to force friendships that aren’t genuine. Helping the team come together is a big challenge at first, but with a strong effort to foster teamwork, bonds can start to be made. This will only lead to trust among employees becoming the center point of the business.

Read more at http://kmgconsultants.wordpress.com/2014/05/27/benefits-of-team-building-exercises/

Worst Mistakes Salespeople Make

Salespeople are meant to be professional and attentive when it comes to dealing with clients. However, many salespeople are not perfect, and their mistakes can reflect poorly on the company. These are common mistakes that KMG Consultants have seen salespeople make and can be fixed with the right type of preparation and effort. Read more at


http://kmgconsultants.wordpress.com/2014/04/02/worst-mistakes-salespeople-make/.

Creating a Sales Playbook

KMG Consultants utilizes the sales playbook

Being prepared and having a plan is advantageous whenever you’re put in a tight spot. For salespeople, a sales playbook can give an idea of the next move whenever a key moment comes up during a sale. A sales playbook can increase total sales, give advice to new salespeople, and also increase the size of a deal. Overall, sales playbooks are a collection of sales processes that the organization uses to close business. At KMG Consultants, we understand that creating a sales playbook can absolutely be worthwhile.

As a sales firm grows to success, its managers discover what strategies work the best. By putting together this information, it lets everyone play on the same field while still ramping up the sales process. A sales playbook can provide insight into the best practices of the company, something that is crucial for a new sales rep to understanding how things work. Creating a sales playbook is the best thing to do to help new salespeople be introduced to the way the company works.

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The sales playbook captures the best sales practices and should be provided for all salespeople It’s not a substitute for training, but a valuable resource for salespeople that need to work on their sales process. Inside the playbooks are ways to generate revenue, strategies to increase productivity, and other methods to influence behavior. Overall, a sales playbook is a way for the sales teams to figure out where the best opportunities lie, and how they can succeed in them. The process can help a team qualify sales leads and solve tougher accounts, as the KMG Consultants sales team has discovered. If you can make things easier for you team, the sales team should have a sales playbook on hand.

There are different kinds of sales playbooks. For shorter sales cycles, a playbook with low solution prices and email campaigns may be a better fit. There are also playbooks for longer sales cycles that target external research and sell higher-priced solutions. The versatility of a sales playbook can play a key role in keeping salespeople educated and ready for anything. Look at all the options to figure out what kind of sales playbook would work the best for you company. Be prepared for any situation.

Putting together a sales playbook can align sales and marketing teams to reach the potential of their selling skills. The playbook will act as a reference tool that anyone can use, and approach whatever his or her circumstance is with preparedness. Sales playbooks and strategies can change on the whim. Adapting to the situation and updating the playbook will keep salespeople ready for anything. Keeping the sales process effective is important; the playbook can be the first source to go to for a salesperson when a challenge is presented.

Handling Performance Reviews

No one ever looks forward to performance reviews. People get anxious hearing someone tell them what they did right and wrong. A performance review can give you a lot of insight on things you do well, and things you can work on. Try not to dread them; a performance review can give you insight on how you do at work that you’ve never noticed before.

Read more at KMG Consultant's WordPress.