People
October 9, 2018
“I’m not a salesperson; I’m in customer service,” Kelly insisted.
Her manager had asked if I could help her improve her job performance.
“But you get paid a bonus when someone buys something new…” I responded.
“Yes, if I get ...
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October 1, 2018
Selling is not about coercing customers or manipulating others; it is about partnering to come to a mutually agreed-upon solution. This is true of successful leaders; they use sales skills to engage people to work effectively toward common goals. Lea...
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September 7, 2018
In the today’s world, you might get the impression that truth and reality are optional concepts - that winning, regardless of the damage, or the cost to your reputation or that of others in your circle is all that matters. That approach might work,...
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September 1, 2018
Making decisions is an art and a science. Science as leaders acquire specific facts and information, and an art that requires skills to present the decision.
How do you make tough decisions?
Waiting too long to make a decision can be as bad as ...
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August 14, 2018
It’s 8 am, Monday morning. Your adult child comes into your office with a couple cups of coffee, passes you one and sits down.
“Dad, (or Mom) it’s time we had a frank discussion about succession. I’ve been working here for the past ten yea...
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August 13, 2018
Remember The Emperor’s New Clothes by Hans Christian Andersen? Often billed as a tale for children, it tells the story of a vain and rather foolish emperor who hires weavers to create the finest clothes ever made. The unscrupulous weavers convince ...
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August 1, 2018
The VP was delivering a stern lecture about my report. My face got hot and my shoulders tightened. I had been hired by this organization to lead a Human Resources project and received permission from the HR Director to survey all the directors about ...
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July 16, 2018
Trust is an important element of successful strategic planning.
Every year, usually in the last fiscal quarter, senior leadership teams book an offsite meeting to set strategic objectives for the coming year. Perhaps part of that day is spent look...
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July 6, 2018
Have you ever experienced doubt that prompted you to pull away from a deal, which looked right but felt wrong? Perhaps you had decided on a major purchase: done your research and found a vendor who had what you needed at a price you thought was fair....
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July 1, 2018
Trust is fundamental to business success. Every day leaders ask their employees to follow them into the unknown. There is no crystal ball. To achieve success, a leader needs to be able to say to the employee “trust me” and receive an unwavering ...
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