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.
People Management is a term widely used in the business world, by managers, their employees, by Human Resources, and by academics. We’ve gotten awfully comfortable with the term. Performance appraisals/reviews/plans by managers of and with their staff are among the tools they have to “manage” their people. I wish to tender the following argument; run screaming to the exits and let’s abandon the concept of people … Read More
Leadership continues to surprise and inspire me. It's like the metaphorical onion... the more you peel back the layers, the more you discover, that enhances your understanding and perspective. And unlike the onion metaphor; it smells ever so sweet. Leadership can be a vague and mis-understood concept. It means different things to different people. Much has been written on leadership characteristics and behaviours, yet … Read More
As the profession of Coaching gets more press, more and more people from all walks of life, not just executives and senior business leaders, want to know more about what it is, how it works, and how it benefits them. No surprise there's a lot of confusion as it's a relatively young profession compared to other growth/knowledge tools such as Training. A common misconception of Coaching is that it's therapy. Far from it! … Read More
Many of us subscribe to the philosophy that life-long learning is a wonderful thing for us personally. We grow, improve performance, make a bigger impact, and generally have a higher level of fulfillment in our lives. But adopting this philosophy as a corporate strategy? Where's the payout? How does one measure performance? Many thanks to Earl Robertson of Quota for providing the following from a recent study by the … Read More
It seems that Coaching’s become something of the new rage in a variety of applications, and especially in the world of performance improvement with senior managers. The Coaching approach to equip employees, leaders and business owners, to enhance their performance isn’t new… managers have been, or were supposed to have been, doing this coaching thing for years. In sales management especially, field coaching using a … Read More
"I can't seem to effectively manage the complexity and ambiguity of my business. It's a moving target, and just when I think I've got matters under control, it gets away from me." What's really being said here? The pivotal word is... control. Managers are generally successful because they are in control of their business. They become proficient at the technical requirements, sharpen their decision-making capabilities, … Read More
What got you here? Strong capabilities or expertise in your field, long hours, personal drive, your problem-solving, your network and alliances, great results, or maybe your management style? Executives realize that what worked for them early in their careers, often aren't the things that will get them to senior roles, or help them be successful when they arrive. I hear executives say things such as "I was promoted to … Read More