Monthly Archives: June 2014
What makes the difference in turning on a sales team to exceptional growth?
0 comentsAccording to our research and work we do for sales organizations, it’s the competence of the sales manager. If you want to execute a new go-to-market strategy that adds more value to customers in every sales interaction, whether or not it gets executed is due to the leadership and coaching that comes from a reinvented sales manager 62% of the time. The normal sales managers ...
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Full Speed in the Wrong Direction
0 comentsAre you following the right leader? (Photo credit: Jane Mingay) Some years ago, a delightful piece of prose on the leadership qualities of geese by Dr. Robert McNeish made the rounds –you can find it online now. I enjoy these pieces; I’m just not sure they tell the whole “Leadership” story. All my life I’ve watched the skies, marvelling as flocks of Canada Geese soared overhead on ...
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If your work makes you nauseous, you may be in the wrong job
0 coments“I had to waste years of my life imitating other people before it penetrated through my thick Missouri skull that I had to be myself, and that I couldn’t possibly be anyone else.” ~Dale Carnegie Stress experts note that by the time you are experiencing physical symptoms like nausea, high blood pressure, and chest pain due to your stress levels, you are already in a high-risk ...
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No Better Time… For What?
0 comentsI wrote to an effective ownership team today that it’s time to QUICKLY get to a new picture of what they want to achieve: a compelling, unique offering, profit, organizational setup (who does what), a plan to fit people to the set up and offering, a plan to engage and develop the people and equip them for success. This should not take a lot of time. I have literally experienced writing ...
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Accelerated Talent Development #7: Why Body Language Matters to Your Customers
0 comentsWhy Body Language Matters to Your Customers I learned a valuable lesson this week – just how important body language is to both you and your customers by a simple demonstration by Gary Collins the President of 4 Growth. I am positive you and your sales team will want to see it with your own eyes. Gary is a master sales executive and change management expert that helps companies at ...
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Connect, express, grow – dance!
0 comentsSome things, it is said, symbolize boundless optimism: like a fishing line, tossed into a quiet lake; or a kite rising against a clear blue sky. To these symbols of hope, you can add one even more important: an “Open for Business” sign hung on the door of brand new enterprise, awaiting only customers and a chance to serve as part of the fabric of the community. Especially when that ...
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What are you afraid of?
0 comentsA couple weeks ago, Norm, our guest speaker, asked everyone to write down “What are you afraid of?” He got some stares and then a few to share. Wow. (How many in your company would answer that question honestly?) He said that, in his experience, successful people do the things that others just aren’t comfortable doing even though they know they should be doing them. He ...
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Making Leadership Stick
0 comentsLeadership is the art of leading people towards a common goal. ~In memory of William Wayne Mercer, June 11, 1947 – October 25, 2007 I don’t know if he ever took a class on leadership, or wrote a doctorate on increasing execution or gaining engagement, but my friend and mentor Wayne was a natural in making things work and building a team. I learned most of what I know today about leadership, ...
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Accelerated Talent Development #6: The number one insight to more effective leadership
0 comentsWhat is the Number One Insight to More Effective Leadership? As a lifelong student of Dale Carnegie I have been truly blessed with the number of opportunities I have been given to learn the truths of great leadership. Like any great craftsman I never stop learning. Each week I am with more than two dozen leaders who are facing a variety of leadership challenges and are intently focused on; ...
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Change Them or Change Them
0 comentsOver the last five months I have been interacting with owners, executives, and senior sales executives to help them compete and grow despite the changing tougher times. Most seem to be stuck with lower margins, slow growth, increased costs and a more demanding, discerning customer base as well as sales managers and salespeople who seem lackadaisical about changing. I introduced two sets of ...
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And So It Goes For You
0 comentsA month ago at the last Executive Series , a meeting that I lead called, “Ignite Your Business”, the president of one company reported the reason he was able to implement the business strategies that all of us were working on, was due to the fact he was simultaneously taking the Dale Carnegie Course. He said because of the personal changes he made, such as a change in his perspective ...
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