New York, N.Y. – Just about every business news outlet has used the term “new normal” to describe the current global economic conditions. Limited or no growth. Layoffs and high unemployment. Unstable stock markets. It has become, over the past three years, the environment to which many have become accustom. And some warn that this […]
There is a great adage that says “Time and tide wait for no man.” I often think about this when I’m creating my new year’s business and personal goals. I started this year by jumping ahead to December 2013, and determining what income and type of business I want by then. Then I determine what […]
Throughout this past month I have had the pleasure of working with many varied teams crafting their respective value propositions. I’m so heartened by the fun of this exercise and what it illustrates to teams. The results are incredible. And all it takes is a little organization.
There is a great German saying: Ubung, Ubung machen Meister (translated into English) Practice, practice makes a master. I often coach clients whose direct boss takes the spotlight/gametime from them, essentially relegating them to backup status. These execs are ready to lead a portion of the client meeting but get put on the bench. They […]
“I know what your going through, I lived it with Katrina”. My client’s words of comfort automatically calmed me down and said to me it’s okay, sometimes the world works this way. He said this to me as I was introducing an upcoming training we are planning together and I realized the adage “People buy […]
Way too often managers coach reactively versus proactively. A situation arises and they coach based on resolving it, rather than having the coaching as part of a more long-term plan for the associate. The result is the sporadic development of your team based on immediate needs rather than long-term goals. There is a better way.
In coaching a CFO last year, I discovered during his 360 Feedback Interview that he could not find his voice at the CEO’s table. I first observed my client’s frustration with this, noting anything I saw as a red flag. But I chose to go a step further. I asked him how long this tentativeness […]
“Les Miserables” author Victor Hugo wrote, “Not being heard is no reason to be silent.” Yet, it’s confronting at times to engage in a meeting when you’re not sure how your idea will be received. I’ve found over the years that it’s more important to voice your idea/recommendation than it is to hold back on […]
A recent survey among sales executives revealed the following: 80% of all sales are made after the fifth call 48% of salespeople call once and give up 25% call twice and quit 12% make three calls and stop 5% give up after the fourth call Only 10% keep on calling And, it is this 10% […]
Recently, I began coaching a bright, articulate head of M&A of a financial services organization. His 360 Degree Feedback Report was quite eye-opening in that most of his peers did not speak very favorably of him. Seemingly inconsistent with that feedback, he spoke very highly of them and was sure they would do the same […]
