Performance
March 30, 2020
It can seem daunting to become an effective leader. You may think that to create an impact you need to work extraordinarily hard, “fake it till you make it,” or become a different person altogether. The reality is that we all have innate leadersh...
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March 16, 2020
“What your employees don’t know can hurt you!’
It is always worthwhile to consider the importance of transparency in your strategic planning.
Generally, transparency in an organization helps to build and maintain trust; its absence lead...
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February 3, 2020
Jack had been working 15-hour days for many weeks. He was dealing with difficult client issues and although his staff were trying their best, they were not getting the necessary results or meeting their deadlines. He was averaging five hours of sleep...
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January 20, 2020
One approach to creating the organization’s strategy is to start by defining its purpose. We often hear about vision, mission and values, but less often about purpose. Sometimes it is promoted as a replacement for one of the other key elements; and...
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January 14, 2020
“What’s the purpose of this call?” I asked the young salesperson before we approached the prospect.
“I’m here to make a sale.”
“Oh, and what are you planning to sell?”
“I expect this guy could use some life insurance.”
...
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December 16, 2019
Strategy and stress often travel together. It is almost inevitable when the organization sets goals and measures progress toward those goals. How do leaders ensure that stress does not hamper the progress of the organization?
A common source of st...
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November 18, 2019
Culture is the shared values, attitudes, behaviours, assumptions, norms, and expectations of the organization. It is the way the organization operates and has a huge impact on its success, influencing the ability to attract and retain great employe...
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November 8, 2019
It is tempting to focus exclusively on the sales team when trying to identify the sales culture of a business. However, since that team operates within the larger organizational context it is important to examine the sales culture of the entire busin...
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October 16, 2019
I’m a firm believer that “nothing happens until somebody sells something.” When you think about it, every human interaction you have in your personal, family, professional and business life, is basically a sales call. Thus, we all use sel...
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October 10, 2019
Imagine you are the leader of an organization facing change. Are you excited about the opportunities that change provides? Or, are you in fear and filled with uncertainty about the future?
If you are excited, you probably have some sense of your f...
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