CHAPTER THREEIgnite the Flame of Personal Performance

“Pretend that every person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales; you will succeed in life.”


Your job as a manager is to get the very highest quality and quantity of performance and output from the human resources entrusted to you. As much as 80 percent of the operating costs of your business are represented by the wages, salaries, benefits, and bonuses paid out to your people. Small, incremental increases in individual performance can have a substantial effect on your bottom line.

To get the very most out of others, you must develop a solid understanding of how you became the person you are today and, ...

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