Performance
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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October 4, 2019
What benefits are you missing when you make decisions completely on your own? It can be natural to want to make decisions in isolation. It might feel faster, easier, and more effective; but have you considered the results you could achieve if you i...
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October 1, 2019
A colleague once asked if I considered myself a creative person. My immediate response: “Absolutely not!” I thought about the wildly imaginative individuals in my workplace, many of whom annoyed me with their half-baked ideas, and concluded that ...
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September 23, 2019
I have an important question: If you don’t plan and lead the transition of your business who will?
I’ve been beating this drum for several years and sometimes it feels futile. The statistics and the reality of your image in the mirror should...
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