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Table of Contents

Lead Story

Thriving in a disruptive market - MLS strategies


Industry Update

Zaxby's breach under investigation

UBPS acquisitions further ambitious vision

AmEx restructuring, reimbursements force job cuts

Fed assesses Durbin effect on networks, banks


SMEs and important changes to the EU data protection act

Bill Farmer
Mako Networks Ltd.

Research Rundown

Fed analysis of post-Durbin effects on networks

Website mistakes to avoid

Selling Prepaid

Prepaid in brief

Using KYC to boost prepaid usage

Low fees may be lynchpin for tax refund card adoption


Is prepaid usage a valid measure of banking status?

Patti Murphy
ProScribes Inc.

Top five reasons to sell POS systems

Brian Jones

Is m-commerce at a cultural tipping point?

Rick Berry
ABC Mobile Pay Inc.


Street SmartsSM:
Tack like a sailor to strengthen your sales

Jeff Fortney
Clearent LLC

Time to take inventory of your leadership stock

Dale S. Laszig
Castles Technology Co. Ltd.

Distancing your ISO from the pack through partnerships

Christopher Briller and Sean O'Neil
MerchantPro Express LLC

Fraudsters persisting in the new year

Nicholas Cucci
Network Merchants Inc.

Company Profile

Glazer_Kennedy Insiders Circle LLC

New Products

Say yes to global customers

Multicurrency processing
Pivotal Payments

Artificial intelligence pinpoints fraud

Kount AI platform
Kount Inc.


You think you've got it bad


GS 10 Years Ago

Readers Speak

Resource Guide



2013 events calendar

A Bigger Thing

The Green Sheet Online Edition

January 28, 2013  •  Issue 13:01:02

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Time to take inventory of your leadership stock

By Dale S. Laszig

When it comes to measuring performance, many sales professionals look no further than their paychecks. But a paycheck, like a report card or set of financials, doesn't tell the whole story. It's just a snapshot of a moment in time.

For example, if you get a windfall bonus in January but your pipeline is only half full, you may choose to delay a major purchase. If, on the other hand, you bring home a small check but are a heartbeat away from signing a major deal, your angst may at least be short-lived.

Become a better leader

So if our quality of life depends on our closing skills, who can afford to be hit or miss? How can we look beyond our paychecks to improve the way we evaluate ourselves? We can begin by using advanced analytics to help us evaluate ourselves and rate potential customers.

Leadership practices inventory (LPI) - a remarkable 360-degree assessment tool designed by James M. Kouzes and Barry Z. Posner - measures individual leadership skills. An LPI evaluates areas of strength and weakness and prescribes specific remedies for each applicant based on what they call the five practices of successful leadership.

Assess your performance

The five practices are to model the way, inspire a shared vision, challenge the process, enable others to act and encourage the heart. These combined practices are the building blocks of harmonious and forward-thinking work environments.

Implementing them can improve each merchant level salesperson's (MLS's) effectiveness, as well as the overall performance and profitability of our extended, interconnected families of coworkers and merchants.

Following are my thoughts on each of the practices.

The bottom line

Ultimately, we may use any number of analytical tools to evaluate performance, identify challenges and become better at selling merchant services. Some of these tools are scorecards; others ask the harder questions, such as how we're contributing to our industry and to the world in general.

What's your personal bottom line, and how would you like to be remembered by your co-workers and merchants: as someone who made a sale or as someone who made a difference?

Dale S. Laszig is Senior Vice President of Sales in the United States for Castles Technology Co. Ltd., a manufacturer and global provider of smart card, contactless and POS solutions. She can be reached at 973-930-0331 or

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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