As a salesperson how much time do you spend on issues that do not directly impact your business? Be honest…. Just the other day I had a conversation with one of my mentees regarding a possible management change that could change the reporting structure for herself and her team. This Read more…
FAILING into “Servant Leadership Luck” Because like many of you I’ve failed on more than a few occasions in my life….but I’ve succeeded a lot and not necessarily only financially or career wise but “SERVANTLY WISE”! Prior to venturing out on my own 8 years ago I spent a lot of Read more…
Out of all the blog posts I’ve submitted over the last couple of years or so this one was the most difficult to start for a variety of reasons. The first obvious one is the sensitivity around diversity and how we as a society address diversity and its many complex Read more…
The one thing the Black Panther movie has taught us ALL is that inclusion can be very profitable. Smart business people have preached for some time that the only color acceptable to everyone on the planet is the color of currency…and depending on the country you’re in that’s many hues. Read more…
To all my CEO’s, President’s, Vice President’s, and Corporate Head’s when you give direction to your direct reports do they get it right? Do you find yourself giving that same direction again and again? Well, I would say the majority of this problem falls on you….not your direct reports. Read more…
LISTENING…your way to the TOP! I’ve certainly had my ups in my career and Lord knows I’ve had many downs….so you can say currently I’m in a holding pattern. The journey however to understand that process which has brought me to the present has been a wonderful Read more…
Inspiring a Sales Team…..after failure! It’s been a long year…..for some reason key territories/countries didn’t perform to expectations, important accounts haven’t delivered, market growth decreased, heavy sales rep vacancies, I can go on and on but I think you get the picture. What went wrong…..absolutely went Read more…
Perhaps the most difficult aspect of LEADERSHIP is leading those who are not accountable to you. Have you ever been placed in a situation where you had the proverbial “dotted-line” responsibility of leading a group of people who just assume you go away and not bother them? Well, I Read more…
It’s more than just being a good listener or even a great problem solver…you have to be “Strategically Empathetic”. “Strategically Empathetic” is not necessarily knowing when to be empathetic but understanding “WHY” empathizing is the best strategy. I’ve advised/mentored CEO’s of small to medium size business and those Read more…
COACHES WANTED…..sales “MANAGERS” need not apply! What #1 quality do you look for in your sales managers? When looking for a sales leader to head your sales team….are you inquisitive of their “Coaching Skills”? To be honest with you I’m not positively sure I have the BEST answer for either Read more…
