Uncommon sense, unconventional, possibly controversial, thought provoking and challenging. These posts will equip you to be the best leader you can be, or best Sales leader possible. Categories like Leadership, Coaching, Sales & Marketing, Business Transformation, and Learning offer perspective and insights, provide valuable information, and practical tips and techniques.
Leadership builds people's confidence; Management ruins initiative. A bit harsh? Consider this. One of your people has done something you don't like or agree with, or done it in a way that differs from established procedure. Their intention was honourable; the betterment of the business, and their effort laudable. But there's this nagging thing about it all; they didn't comply with the rules (aka the way it's done … Read More
Would you invite your surgeon to cut into you if they didn't have a PhD? Would you hire an accountant if they weren't certified with a CA, CPA or similar? These designations are intended for us to get the best possible care and service, from people who've diligently earned the right to perform their duties. They've met or exceeded the scrupulous requirements by their profession, so with confidence we can ask them to do … Read More
My grand-daughter Reya is 14 months old, having taken her first steps she's boldly exploring her mobility, and not surprisingly falls a lot. If you're a parent, grand-parent or a family member (I hope that's most of you) you've experienced this. What's our typical reaction? If it was a painful fall, we kiss the hurt and tell them we feel their pain. And we help them back up, reassure them it's OK, maybe hold their hand in … Read More
"We need to be acting more quickly!". You hear this and are excited by the prospect of speed becoming your competitive advantage, but the next moment someone's created another process for approvals or decision-making that adds complexity and consumes more time. You throw up arms in frustration and disbelief but happily don't throw up your lunch. Consider what managers do every day. According to Peter Drucker and every … Read More
How productive were you today? And how do you know? If certain accomplishments were realized I might be tempted to report that it was a good day; but productive? If I believe you when you tell me that time's my most valuable asset, then why am I not measuring how I use my time so I get the greatest value from it and it delivers the greatest impact? By definition, productivity is a formula, and in this case its ACTIVITY … Read More
I can't get away with the claim that I have no needs, because it isn't true. We all have needs. Marketers, salespeople, psychologists, and coaches work with client needs regularly. My contention though isn't with the concept of needs, but with the use of the word. It's a noun, and also a very lame verb that doesn't enable or inspire any action. "I need to lose 5 pounds" is hardly going to inspire me to change my eating … Read More
You only make good decisions with great outcomes, rationally and analytically, having considered the options and probabilities, adjusting for your biases, while fully assessing the other players in the game. Me too. And if only wishes would come true. You make crucial decisions every day; prioritizing important tasks, dealing with problem employees, investing in a customer or business opportunity. And all or most of … Read More