People
June 8, 2018
“Why are we here?” I asked the young salesperson I was coaching, as he sat next to me in my car.
“To make a sale?” he replied tentatively.
“What did you tell the prospect when you set up the meeting?”
“I told them we just wante...
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June 1, 2018
One of the challenges of being a manager is that you are the communication point between senior leaders and your team. Poor communication has a high cost. Clear expectations are critical for leading a team. As a new manager, I learned this important ...
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May 22, 2018
What is the impact that different generations have on business succession? The Family Firm Institute found that 88% of current family business owners believe the same family or families will control their business in five years. Succession statistic...
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May 8, 2018
We are embarking on an exciting, yet challenging time in our organizations; for the first time in history, five generations will be working side-by-side.
Each of the five has its own general traits and characteristics. Core values, work ethic, c...
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May 7, 2018
The next sales person you hire will likely be a Millennial. In order to successfully integrate new, younger individuals into the sales team it is important to put aside popularly held biases about the Millennial generation and recognize the talent an...
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April 30, 2018
21st century leaders are facing unique challenges. There are currently four generations in the workplace and the fifth generation is coming soon: leaders are looking for innovative ways to manage this generational mix of Traditionalists, Boomers, Gen...
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April 20, 2018
I don’t know why so many people are uncomfortable with silence. They feel a deep-seated need to fill any gap in the conversation, even if their comments aren’t well considered or useful. They can’t seem to help themselves if the other person is...
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April 16, 2018
On a cool spring morning with the sun just breaking through the early morning mist and a loon calling to welcome the day, I asked my dad, “When will we start catching fish?” He put his finger to his lips and my uncle leaned over and whispered, ...
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April 2, 2018
The value of silence is an important topic we discuss with leaders who are seeking to improve their ability to engage others. Typically, they are quick to recognize the benefits of direct reports experiencing increased trust, empowerment, and self-mo...
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March 26, 2018
Do you have your eye on customer service? As you prepare to sell or transition your business, you may be tempted to take employees or customers for granted, even if they have traditionally been quite important to you. You may feel you have bigger fis...
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