The way forward… life after lock-down

Posted

What a difference  a pandemic can make! The way forward is uncertain.  We are now in the middle of the initial corona-virus impact.  It has been a trying series of weeks and  unfortunately we are no where close to the end of this journey.  We are at the end of the beginning, as we painstakingly… Read more »

Chaos ensues…

Posted

and What Leadership can do about it… We are in the midst of an unprecedented business environment.  None of us have found ourselves in such a fluid business climate as this. The situation changes by the day or even hour. So what does leadership do in these challenging times? A few practical suggestions to mitigate your… Read more »

Why strategy fails… and what to do about it

Posted

  This article assumes you HAVE a written strategic plan. If you do not have a WRITTEN strategic plan,  all that can be said is “BUILD  ONE” and build it NOW. If you are still with me, let’s talk about why strategy really fails: Strategy generally does not fail when it is built.  You can… Read more »

Building a World-class Sales enterprise

Posted

Great Sales organizations share some common traits that set them apart. the key attributes which distinguish them from the pack are: Focus Accountability to ACTION versus results regular and effective coaching and feedback Great selection and development processes At the heart of every great sales team is great leadership. Learn the 8 characteristics that GREAT teams share:… Read more »

The reality of Entrepreneurship….

Posted

As an entrepreneur, do you find yourself going home every night feeling like you didn’t get your #1 priority completed that day? Do you feel as though you spend your day fighting fires and running on a treadmill? Are you feeling that the processes and tools which have served you so well over so many… Read more »

Lead, Manage or get out of the way….

Posted

Managers today are overwhelmed with the speed and quantity of information crossing their desk each day. In addition, the pure volume of issues they are required to manage combines to create a frenetic approach to their day. Often times when I ask managers if they accomplished their top 3 tasks for the day, I am… Read more »

Key components of a great strategic plan

Posted

So, its that time of the year again.  Time to do our planning for next year.  An ambitious undertaking… but to what end? Strategic planning can create tremendous competitive advantage, or, it could end up being a huge waste of time.  The sad reality is that few companies do it well. Still fewer execute their plan… Read more »

Characteristics shared by great sales organizations

Posted

Characteristics of great sales organizations  Having spent the better part of my career building sales teams, I have seen my share of great sales teams. Unfortunately, I have also seen my fair share of “less than great teams” as well. Over that time, I have compiled a list of those areas that the great sales… Read more »

Common Habits Successful People Share

Posted

 Ten lessons learned from successful people (from TTI success insights research) Successful people may have the ability to juggle many tasks, but instead they identify their most important task of the moment and focus solely on that task. The key to success is dedicating a specific amount of time to this task every day, avoiding… Read more »

Is there a  connection between Golf Mastery and Sales Excellence?

Posted

Absolutely!  Top competitive athletes generally make very good sales people. What are some of the common traits that great golfers and great sales people have in common? Among the common traits that are the critical success elements shared by top professionals are: Discipline Perseverence Focus Personal accountability and Self awareness   I have been a… Read more »