Values & Qualities
June 7, 2021
How do strengths and/or weaknesses impact the effectiveness of sales professionals?
Organizations strive to hire, train, and retain individuals most likely to succeed. Numerous tools are used to screen and assess potential employees. Sales represe...
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February 19, 2021
What Is Culture?
Culture has an impact on success. And success is fundamental to succession planning. This year I spent two months in hospital with a nasty infection (not COVID) and each of the three units I stayed in had its own culture that affect...
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February 8, 2021
In today’s marketplace a great product or service alone isn’t enough. Success requires managers to cultivate a sustainable, strong, and vibrant sales team. Over 20 years of experience has taught me that the top three factors influencing the deve...
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February 1, 2021
A positive workplace culture is recognized as key to the continued success of organizations and more attention is being paid to working on defining the desired culture, rather than letting it simply evolve. Many resources have been poured into creati...
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January 25, 2021
When I meet business owners who are interested in preparing their companies for sale one of the questions I ask is, “Relative to selling your business, how do you define success?”
How do you define success?
I want to make enough money to re...
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December 22, 2020
If you’ve owned your business for a long time you’ve worked hard. You’re still working hard, possibly harder than any of your employees. At some point, you have to ask yourself, why?
For some business owners it’s financial: unexpected fina...
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November 23, 2020
Beliefs are incredibly powerful. Groups with similar beliefs go to war, move mountains, cure diseases, or create profitable companies. Individually, our beliefs can cause us to follow the recommendations of experts or listen to ‘alternative facts...
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November 16, 2020
There is a strong relationship between belief, attitude, behaviour and results: belief determines attitude, which underpins behaviour and behaviour generates results. An organization needs to ensure the beliefs of its employees align with the resul...
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November 9, 2020
“It was the best of times, it was the worst of times… it was the spring of hope, it was the winter of despair.”
These opening lines from A Tale of Two Cities by Charles Dickens could easily describe our current situation. On one hand, the ec...
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October 26, 2020
Lessons learned in the business setting can have relevance to our personal lives. Recently, a client reflected on the most important lessons learned during a leadership development program. It turned out that asking questions and listening to under...
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