Posts Categorized: Talent

Lead, Manage or get out of the way….

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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 »

Good Supervisors? or Great Leaders?

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Are your managers acting as leaders or supervisors? How much time do your managers spend on truly developing their people? To what are your managers really accountable and which areas of focus drive the greatest return? The most effective leaders hold their managers to 5 role responsibilities to maximize results. Certainly their are tactical responsibilities… Read more »

Leadership Lessons from a Rookie Coach…

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“The Drought…” Buffalo fans had lived with the playoff drought for 18 years! I will spare the details, but as many lifelong Bills fans will attest, it has been a disappointment and embarrassment as we employed nine head coaches over that time to rescue a listless franchise. We threw millions of dollars at premiere players,… Read more »

“But they had experience!”

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… Famous last words of a FORMER  top sales executive… Top performing sales organizations have a robust process in place to Find, Obtain, Develop and  Retain top flight sales performers.  They do several things very well, and have adopted systems and metrics to measure and improve all aspects of the sales and marketing  processes. The best… Read more »

Quit rolling the dice when you hire sales people

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How many of your sales people are meeting their Quota?  Why is it that some excel while others falter?  In the years I have been training and developing sales teams I have tried to identify the key attributes that great sales people share.  Sales people are an extremely challenging interview as they are trained to… Read more »