Amount of time spent on call should equal sale value

I am often asked how many appointments or conversations per day or per week should a salesperson make to be successful?

Modernize programs supporting small business

I’ve always believed that every crisis offers opportunity.

DEI and data governance: maintaining a fairer work environment

Debates involving data governance typically center around issues of privacy. What user data can be shared? Who should it be shared with? How do we keep our private data secure? These are uniquely human concerns — ethical problems no machine was designed to solve.

Indiana’s policies present a tale of cautionary woe

An important new report, entitled “Indiana's Poor Economic Recovery, 2010-2019,” from Michael Hicks, director of The Center for Business and Economic Research at Ball State University and professor of economics in the Miller College of Business, chronicles the failure of Indiana’s low-tax economic development strategy.

Engage in goal-setting for personal improvement

I like the idea of setting goals for personal improvement, not only with my salespeople, but for my own growth and development as well. But be specific in the types of goals you are creating.

Pay attention to restrictive covenants — or pay the price

Mr. Rogers likely wasn’t thinking about restrictive covenants when he sang “Won’t you be my neighbor?”

Talent wins the war and leaders win the talent

Power dynamics have shifted in the business world over the past 30 years. It was shifting slowly until 2020, and then the pandemic created a massive acceleration. As a result, attracting, landing and keeping talent is now the great challenge and fundamental game for any successful organization.

Expanding EITC supports state’s residents and businesses

The Earned Income Tax Credit (EITC) is a proven method that benefits low- and moderate-income households in retaining more of their hard-earned wages, keeps workers in their jobs and boosts local economies. There is no better time than now to expand this tax credit in Michigan.

Holland can get better internet without taxpayer risk

In August, Holland voters will decide whether to approve a new tax increase that would support the city’s building of a government-owned internet network.

Three tips for investing in a volatile market

Over the past 10 years, the U.S. market has held relatively strong with a steady upward trend.

Van Andel Institute: Crafting a new vision for science education

Despite all the advancements in technology and all the exciting discoveries happening in science, I’m amazed that science instruction in schools across the country still looks much like it did when I went to school.

Becoming mobility industry ‘minnows’ is terrifying

The New York Times, in an article entitled “Jim Farley tries to reinvent Ford and catch up to Elon Musk and Tesla,” writes: “Yet Wall Street still thinks that Tesla, which is worth more than $1 trillion, will dominate the industry and that companies like Ford, worth $62 billion, and GM, $58 billion, will become relative minnows.”

Rule change would devastate workforce system

In an incredibly ironic move, the U.S. Department of Labor has proposed a rule change that would drastically reduce workforce services and support at a time when employers and job seekers need it most.

Sickle cell patients need action to promote cures

When our country comes together to solve a public health crisis, we can do remarkable things.

The Charter: Catholic Church reaches a milestone

This month, the Diocese of Grand Rapids welcomed more than 150 diocesan safe environment coordinators and victim assistance coordinators for the annual Child and Youth Protection Catholic Leadership Conference.

Are there best practices for salespeople?

One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job and eventually become good at their jobs.

Economic incentives can fill gaps in project financing

The rising cost of raw materials. Supply chain issues. A tight labor market. Increasing interest rates. The struggle is real for developers, who are watching their construction costs skyrocket — even as demand increases.

Begin planning early to save the family business

Ready or not, someday every business owner exits their business. But it also is likely unexpected problems may ensue.

Achieving big dreams, especially as a woman, requires great sacrifice

When I imagined being a top executive with a six-figure salary, PTA mom and owner of a spacious home and new car, I did not imagine it would be messy, emotional or lonely.

State needs to better protect migrant workers

Have you ever stopped to think: “Where does my food come from?” or “What did it take to get that nutritiously delicious produce perfectly stacked in our grocery store aisles?”