“A Sales manager’s job is to move sales people to do what works.” This is Part III of the key elements – “Move” (I), “Do” (II), and “What Works” (III)
A very wise sales guru once told me, “If a sales person is unruly, not conforming to policy, etc., but really selling well, keep him (or her) ... Views: 7
An Ever-Growing Gap Between Managers And Employees In The Information Age
When we first started on the path of the Information Age in the early eighties, we had no earthly idea where it was going to take us. Ironically, here in 2014, we still don’t know the answer ... Views: 10
At the core of every successful company is a high-effective team. As a business leader, one of your main responsibilities is working with your employees and getting them motivated and able to accomplish the goals that you’ve set out for them. This isn’t a process that’s set in stone, and as such ... Views: 20
It was Boss’s Day on the 16th October. I was listening to the radio as I drove out to do a keynote address to heads of private banks. My mind was systematically going through the points I had to raise during my talk but it was a difficult task as the DJ was getting callers to share how they ... Views: 14
Despite the fact that hourly employees make up the majority of the workforce in most developed countries, employers are still unable to find enough candidates who are qualified for the job. Not only that, companies, big and small, often fail to retain their best workers long enough to capitalize ... Views: 52
On average, dealing with distractions and interruptions at work can consume more than two hours out of your whole workday. It’s no different at home.
The boundaries between work and life are blurred and technology and our fast-paced lives interfere with our productivity and sense of ... Views: 57
Steve, a CEO client, recently relayed a story that captures an important idea for leaders; the need to let go of certain beliefs, habits and approaches in order to create something different. He told me he and his wife were recently cleaning out their basement storage room. There were piles ... Views: 46
Management is a coveted profession both in style and status. Management professionals and graduates are expected to be at par with established standards in their professional lives. There is also a lot of pressure on them to perform regularly and provide some expected quality ... Views: 81
In most circumstances, there's no easy way to go about obtaining a promotion at work. A promotion can really stretch you and show the company you work for what you are really capable of. Sometimes a promotion opens up and you can be offered one in occasional cases, or you have to make yourself ... Views: 64
It started when a Monarch butterfly appeared in my garden, lighting on the only milkweed plant in the yard. My leadership & life lesson was about to begin:
I discover that Monarchs lay tiny, pinpoint-sized eggs ONLY on milkweed. The tiny caterpillars (larvae) emerge and begin gorging ONLY on ... Views: 81
Engaged leadership requires a high degree of self-awareness. Leaders who learn that the way they are being impacts every single interaction, conversation and relationship are ahead of the game. It may sound obvious, but it is the first step towards truly engaged leadership.
The first ... Views: 122
He marched down the hall towards me. He wore a black suit, white shirt, and a gray tie that matched his silver hair. Oh no, I thought to myself, it's Mr. McNulty, the executive director of this entire YMCA. Ten yards from me, he stopped and bent down to pick up a candy wrapper that had escaped ... Views: 100
As busy entrepreneurs we juggle a lot of balls. Client requests, team member demands, family demands…the list goes on and on and on.
When you have so many balls in the air, eventually you’re going to drop one. It happened to me today. I received an email from a client asking me if I sent a ... Views: 108
In our complex and ever evolving world, another crisis is just around the corner. Just turn on the news and witness much of the “breaking news” within local state and federal governments and in the private sector business community. Crisis leadership consists of leadership skills and techniques ... Views: 143
In addition to the Chief Executive Officers using the information presented here, Boards of Directors are also encouraged to apply the following content as the basis for either CEO evaluation or for CEO selection; a task that Boards are finding themselves having to make more frequently. ... Views: 130
20 Writing Tips for Better Results
By Bill Cottringer
Excellent writing has never happened by chance. It takes open-mindedness and an insatiable drive to continually learn how to improve what you are trying to say and the hard work that goes along with that challenge. Excellent writing ... Views: 148
The impetus for this article comes from the thousands of miles I have traveled and the many places I have stayed in my work as a leadership consultant and professional speaker. Depending upon the city and the client, the range goes from residential inns to five star resorts, from boutique ... Views: 100
"I'll get back to you on that." I uttered these famous last words to a graduate student at UCLA way back when I was selling for Siemens Medical Systems. I never did get back to him. I became busy and forgot about his request. Not a big deal, right? it wasn’t as HE was the person buying the ... Views: 119
Working as a virtual assistant for the past seven years, I’ve worked with a wide variety of clients. Different industries, personalities and managing skills can either make for a good relationship or a bad one.
Having a team of my own, also allows me the opportunity to see things through the ... Views: 129
Can you guess the name of the leader described below?
A new chief executive, one of the youngest in his nation's history, is being sworn into office on a cold and cloudy day in January.
He was raised a Catholic.
He rose to his new position in part because of his vibrant charisma.
He is ... Views: 105
Sales managers are the key to a company’s selling success. Their job is to move sales people to do what works. This is a three part article that reviews the key elements of the previous statement about a sales managers role – move, do, and what works.
In the book Drive by Daniel ... Views: 153
In a survey of 359 corporate officers and 6,900 managers from 77 firms, the McKinsey organization reported that only 7% of respondents agreed that their companies had enough talented managers. (1) Even more alarming was the mere 3% who agreed with this statement: "We develop people effectively." ... Views: 96
Being an entrepreneur is an amazing journey. At some point in this journey, you’re going to need a team. Your industry, size of business and future goals will determine what kind of key players you need on your team.
Now when I say team, I don’t mean a dozen full-time staff members or ... Views: 185
In a study of over 1,000 mid-level leaders, Professor David Antonioni concluded that the best juggle three roles -- managing, leading, and coaching. (1) Middle leaders are those one level above supervisors and at least two levels below the CEO. Do you ever feel as if you’re stuck in the middle, ... Views: 108
Consider these glum facts: Only one in eight workers worldwide are engaged at work, but according to Gallup's new 142-country study on the State of the Global Workplace, engagement varies considerably according to the region and country in which these workers live and their economic and social ... Views: 118
There are times when you shouldn’t tell the truth.
I value honesty and integrity. You do too! Yet there are times when you shouldn’t “tell the truth”.
“Really?” you may ask.
Yes, really! Whether you’re an executive, entrepreneur, coach, consultant or other leader, don’t get caught in ... Views: 217
My first job after graduate school was coordinating research at the University of California at San Diego (UCSD). I had the privilege of working with an extraordinary team led by luminary leader, Dr. Victor Froelicher. In the four years that the nucleus of our small, productive, and highly ... Views: 116
Emotions are a feedback mechanism. The dictionary defines feedback as ‘information returned to the source.” Thus, emotions contain information for us. They are meant to help us manage our attention. If you do not manage your emotions and pay attention to the emotions of those around you, you ... Views: 125
Leaders are the target of a lot of writing. Blogs, articles, courses. I know. I’m one of the perpetrators. Executives, coaches, consultants and entrepreneurs are leaders - of small to large teams and organizations. If you are one, the writing targets you.
Much of the advice is useful. ... Views: 244
Traffic lights are also called signals because they provide information that directs our future action. They “signal” us to stop, go, or in the case of yellow… hit the gas and race through the intersection. (Maybe I don’t have that last signal quite right.) Emotions are signals too. They contain ... Views: 122
"Whenever you find yourself on the side of the majority, it is time to pause and reflect." ~ Mark Twain
What makes you different?
One thing that makes humans amazing is that there are not (and never have been) two people that are exactly alike. Try matching your fingerprints or dental ... Views: 137
This week I had an opportunity to reflect about gratitude, both for my clients and for myself. It was not an exceptional week, except for one thing; every single client took the time to acknowledge the positive impact our coaching work was having on them, professionally and personally. I ... Views: 245
Bill is gone? I thought to myself. I shouldn't be surprised. He was great at putting a project scope together. He had the most elegant project charts in the company. He was even a good guy… once you got to know him.
I later learned that Bill was fired from Siemens because he was not a "people ... Views: 148
As an online entrepreneur we're always looking for new ways to innovate and create businesses we love. We don't settle for the status quo, if we wanted to do the same thing day in and day out, and make the same salary ever year we'd get "real jobs". But that would be lame.
A big problem ... Views: 141
Ethics is defined as the "standards governing how human beings ought to act in various situations." Would you describe yourself as an ethical leader? If so, what values drive your ethics? How do you apply those values in your everyday decision-making?
Whether you think about values or not, ... Views: 147
The Model and The Opportunity
We learned about marketing. We learned about sales. We even understood a little about personal branding.
We post on Facebook, advertise events, tell the world about our virtues and yet, big opportunities do not seem to present themselves.
We go to a job ... Views: 212
Aristotle said “We are what we repeatedly do.” As a leadership coach, I am always curious about what my clients are practicing. The challenge is to realize that although we have all been practicing something, some of those “practices” aren’t getting the results we are looking for ... Views: 251
If you’re like a lot of business owners out there, you may have struggled with making sales at some point. Here are four fundamental tips to get more conversions on your sales calls.
Know which questions to ask: Some people have an image of a salesperson as someone who will go to any ... Views: 322
“There are three things extremely hard: steel, a diamond, and to know oneself.”
Benjamin Franklin, Poor Richard's Improved Almanac (1750)
The decisions we make every day are based on our impressions of our skills, knowledge, talents, values, leadership styles, and so forth. For example, ... Views: 133
A business school professor once told me that, "the job of a leader is to remove stress from his or her employees." I disagreed by saying, "I think one of the jobs of a leader is to help his or her employees manage stress for optimal performance."
How well do you help your team manage stress ... Views: 139
According to Wikipedia, connection is “a relationship in which a person, thing, or idea is linked or associated with something else.” This directly relates to a fundamental leadership skill: the ability to connect.
Everything a leader does, requires connection. Vision, strategy and ... Views: 211
The 2014 Global Human Capital Trends survey published earlier this month by Deloitte University Press points out critical gaps in organizational leadership.
In a paper examining the findings, authors Canwell, Dongrie, Neveras and Stockton point out that:
learn lead 2 300x199 What Are You ... Views: 194
Several years ago, I was invited to present at an association meeting on the topic of "staying positive when things seem negative." Since it's a topic I've studied for decades and tried to practice almost as long, I agreed. As I reviewed the old notes recently, it occurred to me that I could ... Views: 138
According to an About.com poll referring to stress and clutter, only 6% (846 people) of the pollsters say their home is clutter free. What else does the poll reveal?
About 20% (2725 people) have a little bit of clutter but nothing too personally embarrassing.
In the rest of the ... Views: 218
My Dad spent 30 years working toward retirement, and he retired with nothing. There are many reasons why his company shut down. Near the top of the list was lack of leadership. Specifically, the inability of political, company and union leaders to understand that managing the tension between ... Views: 147
A virtual team is one that has members in different physical locations (e.g., buildings or countries) or working at different times (e.g., shifts). One of the major trends in business is to get work done, projects accomplished, or goals achieved via virtual teams. Yet studies have shown that ... Views: 164
I am writing this week’s tips and tools from 30,000 feet. Literally! I find that I can often achieve inspiration and speed while in an airplane. From up above the clouds the landscape looks entirely different than when I am earthbound. I notice my perspective affords me a feeling of ... Views: 243
A leader knows that he or she may be the smartest person in the room, but isn't smarter than the entire room. Use your team for good ideas.
Leaders have a combination of intelligence, charisma, character and experience. These are very difficult to define and even harder to teach. Which is ... Views: 244
Amid the impersonal busyness of the airport, I feel drawn to his warm oasis. My shoes don’t need shining, I think as I take a seat to have my polished shoes shined at Nacho’s shoeshine stand in Terminal 1 at the LA airport. Nacho (his real name) looks up and smiles. I rationalize my decision, ... Views: 184
The two FBI agents stared at me from across the table. The woman’s blue eyes narrowed and her forehead wrinkled as she aimed her next question, “If you teach leadership, maybe you can tell me how important all these leadership tests the FBI makes me take really are?”
Me, “Depends how they use ... Views: 173