From the category archives:
We’re forever talking about change in our organizations. And we know that change is happening rapidly. But what are we as leaders to do if we don’t “do change well.” In other words, some of our personalities are just plain resistant to change. So then what? Alter Your Perspective The answer is to go deeper [...]
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We’re constantly talking about ‘inspiring your team’ so I thought today I’d show you a video clip of an interview with Jim Collins (Good To Great), where he addresses this very issue.
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I’ve had several conversations with VPs of Sales/Managers in the last few weeks, and it’s absurd to me how tolerant we are of mediocrity. I recently spoke with a prospect (CEO) on the phone who was complaining about the lack of engagement with his Senior VP’s/Sales Managers. He said he had seven of them, but [...]
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This is a series written to help leaders understand what derails them and their management team. Over the next few weeks, we’ll be highlighting the entire list of eleven derailers from the Hogan Assessment. Derailer #1: Excitable John was a VP of Sales for a large manufacturing company in Chicago. He had been with the [...]
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Sometimes leadership can be so bad we are justified in calling it absurd. Such a thing happened to a good friend who accepted a job last year as marketing director for a not-for-profit. He was doing great work–had actually created two joint ventures with outside companies that will create thousands of dollars for this non [...]
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“When you have no long range goal – or vision – you get quite distracted by life’s choices. And when you make a wrong choice, it can screw you up.”
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I was watching the Navy-Notre Dame football game last week and heard an unbelievable story about the Navy running back, Zerbin Singleton. His story brought tears to my eyes – tears of grace and hopefulness. The short version is that his mom was incarcerated for drug abuse and other things when he was young. After [...]
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This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.” Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL. Every sales company on the planet should read this report in it’s entirety. Why? According to the Walker Report, there’s [...]
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[This subject is covered in depth on our podcast at http://billcaskey.podshowcreator.com/podcasts.aspx?feedid=106 It's about 15 minutes but it applies to you who compete against ANY low price competitor - not just offshore.] ====================================================================== My friends tell me I take selling way too seriously. And that I break every problem down to a sales or communication issue. [...]
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I had a revelation this week that has led me to think about an old “sales 101” rule in a completely different light. If you’ve been a salesperson for longer than 10 minutes, you certainly know rule #1 is to always talk to the decision maker. “Get past the gatekeeper….find the decision maker….” You’ve heard [...]
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