Posts Categorized: Leadership

Chaos ensues…

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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

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  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

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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….

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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….

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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 »

Lessons in Leadership

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As I work with companies, I find that many managers focus on completion of tasks, oversite of metrics, inspection of processes, and fire fighting. While each of these are important to the job, people are often overlooked as the day to day pressures cause most managers to be consumed with the urgent tactical matters at… 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 »

What Is a Sales Coach and How Can They Help Your Team?

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All professional athletes benefit from the help of a good coach. Coaching isn’t only about the physical or mechanical aspects of performing a sport well; it’s also about helping the athlete develop the mental and emotional toolbox they need to make those mechanical aspects work correctly under pressure. Composure, confidence, focus, stress and planning are… Read more »

Are Your Top Performers Masking Management Shortcomings?

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Outstanding sales staff can do more than simply meet sales goals. They can surpass them. When your best staff are doing their best work, things can seem to be going very well. But the standout work of your superstars can also disguise other problems with the organization, including poor management. Here, we’ll explore some of… Read more »

Lesson learned by a New Sales Manager

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It was sometime during 1994 that my Sales Director came to me and asked me to take on the role of sales manager.  For over 7 years I was a top performing sales rep for  MCI, a fortune 50 company.  My Director felt that since I was a strong salesman, I must automatically  have what… Read more »