People
June 17, 2019
It is important to build diversity into your strategy and there are great examples of both success and failures when companies attempt to do this. We’ll focus on four types of diversity: gender, ethnicity, disabilities, and age to understand how ea...
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June 11, 2019
Diversity presents amazing opportunities and we need to be aware of how it can influence selling in today’s markets. There are many aspects to diversity, and in this article we will look at four: gender, age, culture and language. As we review each...
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June 3, 2019
In her 1987 book, That’s Not What I Meant Deborah Tannen highlights how where we’re from, our life experiences, culture, generational and other factors contribute to the way we communicate. Rather than creating a culture in our organizations wher...
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May 21, 2019
A theme of the play, Cat on a Hot Tin Roof is mendacity, an interesting word that means lies and untruths. The play reveals an intricate web of lies within a dysfunctional family and examines the discrepancy between who people pretend to be and who t...
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May 7, 2019
What comes to mind when you picture a salesperson? Is it the unflattering image of the used car salesman depicted in popular culture? If it is, you are not alone. This stereotype persists…even among sales professionals. It is, of course, an image w...
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March 18, 2019
Synergy is defined as the whole being greater than the sum of the parts. It is clear that the extent to which employees buy in to your strategy is a big factor in determining how close you will get to achieving productive synergy.
What happens whe...
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March 1, 2019
Peter Drucker, the famed business consultant, coined the phrase “knowledge worker”[1] in 1959. He contended that highly educated workers would not be content or motivated simply by following orders or instructions. Drucker’s teaching still reso...
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February 1, 2019
Your customers have specific needs when they do business with you. Meet those needs and you will have happy customers; fail to meet those needs and the reverse will be true.
It is the same with those who work in the organization. When their needs ...
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January 21, 2019
What are your expectations for 2019? Your employees’ expectations? Are they aligned? If not, it will be like driving a wagon with one horse pulling in a different direction from the others. It doesn't work very well.
Suppose you expect to guid...
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January 14, 2019
Everyone has expectations. Whether explicit or implied, there are certain things we assume will or should happen. As employees we expect a safe workspace; we want to have fun (December’s articles); and we expect fair remuneration for our efforts. A...
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