Lead by example. You’ve heard that before I’m sure. But by what example? Does it mean doing everything your direct reports do, showing them how it’s done? Of course not. You hired them for their skills, not to mimic yours. So, again, what does lead by example mean? It’s important to recognize that it’s an […]
Yikes! A Bad Review!! What to do? Winter is the season when many employees have the previous year’s performance review. Obviously, the hope is that it goes well. But…what if yours is sub-par? Getting a poor review can result in a host of reactions. I realize the first might be to fight it and defend […]
Unexpectedly. Or expectedly, you’ve got a job offer in the New Year! How do you proceed professionally and with swagger? Step 1: Determine If You Want the Job It’s nice to be wanted. But just because someone offers you a new position which, on the surface, looks like an advancement…check in. Reflect on the opportunity […]
In traveling through Morocco, Madrid, and Milan at the start of the new year, I’ve been struck by the humanity, ownership, and pride of others throughout my journey. From the compassion and humanity of our hotel staff in Morocco to the pride of our flamenco dancers, I realized how focused and important their trade/art is […]
Often, I hear clients lament about the challenges networking presents and their distaste for the activity. Just the word networking turns many people off. It shouldn’t. I recommend that networking is looked at as an opportunity to make and develop new relationships where each person helps the other and their respective organizations. For many, this […]
Right now, your company’s business development executives are probably creating a 2023 plan that has them growing the business versus 2022, right? That plan includes an aggressive strategy for securing new business. And where will that new business come from? Mostly from companies that are probably clients of another company right now. Well, guess what? […]
As a leadership development coach, I’ve found that the strongest leaders don’t resist change, they embrace it. But they also know that changing their own behavior can be a monumental challenge. They realize that if they don’t change/adapt they will become “stuck in their ways.” And you’d be hard-pressed to find someone who considers that […]
Whether you’ve had your team for a while or just inherited one, sales team management can be a challenge. Salespeople tend to have outward personalities and strong opinions. They also have a tendency to do things “their way” since that’s what has worked (based on their definition) in the past. I can’t stress enough that […]
The great Spanish philosopher/essayist Jose-Ortega y Gasset once said, “Life is fired at us at point-blank range with no time to think.” Too often we allow this tenant to control our client behavior versus SLOWING the process down and injecting humanity into our strategy. I’ll explain: During a meeting with a client who was presenting […]
Relationship building should be a constant in your professional life. It certainly is in mine. While I’ve successfully built my leadership development and sales coaching business for many years, I’ve never done any advertising. It’s all been about relationships. Is relationship building a core part of your daily/weekly/annual activities? Perhaps you’re waiting until you “have […]
